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Secrets of power negotiating for salespeople : inside secrets from a master negotiator /
In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Franklin Lakes, N.J. :
Career Press,
©1999.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Preface: Nothing Happens Until Somebody Sells Something--at a profit
- The Importance of Negotiating
- Selling in the New Millennium
- Win-Win Sales Negotiating
- Negotiating Is Played by a Set of Rules
- Beginning Sales Negotiating Gambits
- 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
- Middle Sales Negotiating Gambits
- Higher Authority
- Avoid Confrontational Negotiating
- The Declining Value of Services
- Never Offer to Split the Difference
- The Hot Potato
- Trading Off
- Ending Sales Negotiating Gambits
- Good Guy / Bad Guy
- Nibbling
- Patterns of Concessions
- Withdrawing an Offer
- Positioning for Easy Acceptance
- Writing the Contract
- Why Money Isn't As Important As You Think
- Buyers Want to Pay More, Not Less
- Things That Are More Important Than Money
- Finding Out How Much a Buyer Will Pay
- Secrets of Power Sales Closing
- The 4 Stages of Selling
- 24 Power Closes
- Questionable Closes
- How to Control the Negotiation
- Negotiating Drives
- Questionable Gambits and How to Counter Them
- Negotiating with Non-Americans
- Negotiating Pressure Points
- Handling Problem Negotiations
- Handling the Angry Person
- Understanding the Other Negotiator
- Developing Personal Power
- Understanding the Personality of the Buyer
- Win-Win Sales Negotiating
- Also by Roger Dawson
- Speeches and Seminars.