Secrets of power negotiating for salespeople :
Dawson, Roger, 1940-
Secrets of power negotiating for salespeople : inside secrets from a master negotiator / by Roger Dawson. - Franklin Lakes, N.J. : Career Press, �1999. - 1 online resource (255 pages)
Includes index.
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.
Use copy
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.
Electronic reproduction.
[S.l.] :
HathiTrust Digital Library,
2011.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
058522689X 9780585226897 9781453254134 1453254137
B1B4C344-D624-4132-8E14-3BEC001E9CF3 OverDrive, Inc. http://www.overdrive.com
Selling.
Negotiation in business.
BUSINESS & ECONOMICS--Marketing--General.
BUSINESS & ECONOMICS--Distribution.
Negotiation in business.
Selling.
Commerce.
Marketing & Sales.
Business & Economics.
Electronic books.
Electronic books.
HF5438.25 / .D392 1999eb
658.85
Secrets of power negotiating for salespeople : inside secrets from a master negotiator / by Roger Dawson. - Franklin Lakes, N.J. : Career Press, �1999. - 1 online resource (255 pages)
Includes index.
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.
Use copy
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.
Electronic reproduction.
[S.l.] :
HathiTrust Digital Library,
2011.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
058522689X 9780585226897 9781453254134 1453254137
B1B4C344-D624-4132-8E14-3BEC001E9CF3 OverDrive, Inc. http://www.overdrive.com
Selling.
Negotiation in business.
BUSINESS & ECONOMICS--Marketing--General.
BUSINESS & ECONOMICS--Distribution.
Negotiation in business.
Selling.
Commerce.
Marketing & Sales.
Business & Economics.
Electronic books.
Electronic books.
HF5438.25 / .D392 1999eb
658.85