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Secrets of Power Negotiating for Salespeople : Inside Secrets from a Master Negotiator - Roger Dawson

Secrets of Power Negotiating for Salespeople

Inside Secrets from a Master Negotiator

Paperback Published: 15th October 2010
ISBN: 9781564145000
Number Of Pages: 256

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In Secrets of Power Negotiating for Sales People , Roger turns his attention to the person on the other side of the desk- the salesperson who's trying to close the deal with the most favorable terms possible.

Preface: Nothing Happens Until Somebody Sells Something--at a profitp. 7
The Importance of Negotiating
Selling in the New Millenniump. 13
Win-Win Sales Negotiatingp. 17
Negotiating Is Played by a Set of Rulesp. 19
Beginning Sales Negotiating Gambits
Ask for More Than You Expect to Getp. 23
Bracketingp. 31
Never Say Yes to the First Offerp. 34
Flinchingp. 40
Playing Reluctant Sellerp. 44
Concentrate on the Issuesp. 48
The Vise Gambitp. 52
Middle Sales Negotiating Gambits
Higher Authorityp. 59
Avoid Confrontational Negotiatingp. 69
The Declining Value of Servicesp. 72
Never Offer to Split the Differencep. 75
The Hot Potatop. 79
Trading Offp. 84
Ending Sales Negotiating Gambits
Good Guy / Bad Guyp. 91
Nibblingp. 97
Patterns of Concessionsp. 103
Withdrawing an Offerp. 107
Positioning for Easy Acceptancep. 110
Writing the Contractp. 112
Why Money Isn't As Important As You Think
Buyers Want to Pay More, Not Lessp. 119
Things That Are More Important Than Moneyp. 123
Finding Out How Much a Buyer Will Payp. 127
Secrets of Power Sales Closing
The 4 Stages of Sellingp. 131
24 Power Closesp. 133
Questionable Closesp. 153
How to Control the Negotiation
Negotiating Drivesp. 157
Questionable Gambits and How to Counter Themp. 164
Negotiating with Non-Americansp. 174
Negotiating Pressure Pointsp. 181
Handling Problem Negotiationsp. 195
Handling the Angry Personp. 204
Understanding the Other Negotiator
Developing Personal Powerp. 211
Understanding the Personality of the Buyerp. 225
Win-Win Sales Negotiatingp. 236
Postscriptp. 241
About the Authorp. 243
Also by Roger Dawsonp. 245
Speeches and Seminarsp. 246
Indexp. 251
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9781564145000
ISBN-10: 156414500X
Audience: Tertiary; University or College
Format: Paperback
Language: English
Number Of Pages: 256
Published: 15th October 2010
Publisher: CAREER PR
Country of Publication: US
Dimensions (cm): 22.23 x 15.24  x 1.27
Weight (kg): 0.35
Edition Number: 3
Edition Type: Revised