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Best Sellers | | Home Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator | |
|  | |  | | | Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator | | | | | SKU:
8632525 | | In Stock | | Availability:
Usually ships in 1 business days | | Only 1 left in stock, order soon! | | | | | | 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. He shows salespeople how to:
* Use pressure points to control the negotiating situation.
* Downplay the importance of money.
* Ask for more than one expects to get.
* Negotiate with individuals from other cultures.
* Master the nine elements of power that control negotiating situations.
* Analyze personality styles and adapt to them.
* Master the 24 power closes. This 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. | | | |
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| $16.99 | |
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| | Product Details | | Author: | Roger Dawson | | Paperback: | 256 pages | | Publisher: | Career Press | | Publication Date: | October 01, 2001 | | Language: | English | | ISBN: | 156414500X | | Product Length: | 9.02 inches | | Product Width: | 6.02 inches | | Product Height: | 0.62 inches | | Product Weight: | 0.78 pounds | | Package Length: | 8.9 inches | | Package Width: | 5.8 inches | | Package Height: | 0.4 inches | | Package Weight: | 0.75 pounds | | Average Customer Rating: |  based on 8 reviews |
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| | Customer Reviews | Average Customer Review: ( 8 customer reviews )
Write an online review and share your thoughts with other customers.
Most Helpful Customer Reviews
16 of 16 found the following review helpful:
Highly Recommended! Mar 23, 2001
By Rolf Dobelli
"getAbstract"
While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."
9 of 9 found the following review helpful:
A Must for Salespeople Sep 05, 2000
I have read a lot of material on selling and negotiating and wish I had read this book by Roger Dawson a long time ago. Concise yet comprehensive in terms of content, this book will undoubtedly throw light on how to manage a successful sale through careful negotiation from the initial contact to closure.
3 of 4 found the following review helpful:
Simple and direct to the point Nov 13, 2004
By Yuen King Tong
There is no framework, nor any theory; you may find many of the "tricks" are common-sense but which are we commonly overlook or neglect. A book that teaches you tactics that can be put into use right away. It is worth to read this book
2 of 3 found the following review helpful:
This book is amazing!!! Feb 22, 2005
By Christian Robles
"christianrobles"
Dawson enlights you with all the empiric knowledge of negotiation put in this masterbook. This is a MUST for all salesman. It covers from begining negotiation to close ups.
I just started it yesterday and could not stop.
If you want to get your negotiation skills a jump-up, this is the book for you.
A must read for all salepeople Apr 06, 2010
By Joseph Catal
From Joe Catal: Author of Telesales Tips From The Trenches.
This is a must read for sales people! Whether you sell by phone or face to face, this is the book you want. Whether you sell magazine subscriptions or million dollar machinery doesn't matter.
Roger takes you step by step through just about every type of situation you can think of, and explains exactly how to deal with the person. Each chapter is short and to the point. There's no filler in this book. Not only will you learn what the customer is trying to do to you, but you'll also learn how to do it to the customer.
This isn't about manipulating people or getting them to do things that are unethical, it's just making it a fair negotiation so you never get taken advantage of again. There's nothing worse then making a sale and knowing you gave your service/product away.
Whether you're a business owner, manager or saleperson, you have to read this book. Like I said, each chapter is only a few pages long and can be read in about 10 minutes.
You'll get exact responses to say back to the customer. No guessing! No grey areas! If you're in sales, you're a negotiator. This will be the only book you'll ever need on the subject. What you read today, you can apply today. No scientific theory! Just sound intelligent ideas. Great book Roger!
See all 8 customer reviews on Amazon.com
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