Negotiation Techniques (That Really Work!)

by Stephan Schiffman

Overview

Sales is all about negotiation. Price. Delivery. Terms.

And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there.

Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can do battle and win.

Product Details

ISBN-13:	9781440513190
Publisher:	Adams Media
Publication date:	11/18/2009
Sold by:	SIMON & SCHUSTER
Format:	eBook
Pages:	160
File size:	587 KB

About the Author

Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.

Table of Contents

Introduction vii

Part 1 Before You Sit Down at the Table 1

Chapter 1 Ask the Right Questions 3

Chapter 2 What Exactly Is a Negotiation? 10

Chapter 3 Get a Winning Attitude 16

Chapter 4 They Want to Win 24

Chapter 5 Stop the Discounting Madness! 30

Chapter 6 Never Be Lied To 37

Chapter 7 Draw Up Your Battle Plan 43

Chapter 8 What's Your Alternative to a Deal? 50

Chapter 9 Preparing Yourself 56

Part 2 Sitting at the Table 63

Chapter 10 Making the First Moves 65

Chapter 11 How to Structure Offers and Counteroffers 72

Chapter 12 Tricks of the Trade 79

Chapter 13 What Not to Do 86

Chapter 14 Who Are You Talking To? 93

Chapter 15 What to Do When the Discussion Stalls 98

Chapter 16 When to Be Tough, and When to Be Easy 104

Chapter 17 Calling It Quits 110

Chapter 18 The End Game 116

Chapter 19 The Devil's in the Details 123

Chapter 20 How to Win, How to Lose 128

Chapter 21 Coming Back to the Table 134

Chapter 22 Some Final Thoughts 140

Index 145