Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator
- 4h 29m
- Roger Dawson
- Red Wheel/Weiser
- 2019
Master negotiator Roger Dawson turns his attention to the person on the other side of the desk—the salesperson who’s trying to close a deal with the most favorable terms.
The goal of most negotiations is to create a win-win situation. Imagine if you could win every negotiation and leave the other person feeling like he or she has won too? This book teaches you how to be the power sales negotiator who can do exactly that. You will always come away from the negotiating table knowing that you have won and that you have improved your relationship with your buyer. Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately.
In addition, he shows salespeople how to:
- Master the nine elements of power that control negotiating situations
- Ask for more than you expect to get
- Negotiate with individuals from other cultures
- Analyze personality styles and adapt to them
- Master the 24 power closes
Power Negotiating for Salespeople is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation and will enable any salesperson to take a quantum leap in sales.
About the Author
Roger Dawson is the founder of the Power Negotiation Institute and one of the top experts on the art of negotiating. Success magazine calls him "America's Premier Business Negotiator."
In this Book
-
Selling in the New Millennium
-
Win-Win Sales Negotiating
-
Negotiating is Played by a Set of Rules
-
Ask for More than You Expect to Get
-
Bracketing
-
Never Say Yes to the First Offer
-
Flinching
-
Playing Reluctant Seller
-
Concentrate on the Issues
-
The Vise Gambit
-
Higher Authority
-
Avoid Confrontational Negotiating
-
The Declining Value of Services
-
Never Offer to Split the Difference
-
The Hot Potato
-
Trading off
-
Good Guy/Bad Guy
-
Nibbling
-
Patterns of Concessions
-
Withdrawing an Offer
-
Positioning for Easy Acceptance
-
Writing the Contract
-
Buyers Want to Pay More, Not Less
-
Things That are More Important than Money
-
Finding Out How Much a Buyer Will Pay
-
The 4 Stages of Selling
-
24 Power Closes
-
Questionable Closes
-
Negotiating Drives
-
Questionable Gambits and How to Counter Them
-
Negotiating with Non-Americans
-
Negotiating Pressure Points
-
Handling Problem Negotiations
-
Handling an Angry Person
-
Developing Personal Power
-
Understanding the Personality of the Buyer
-
Win-Win Sales Negotiating
-
Postscript
