Secrets of Power Negotiating for Salespeople

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 [...]
Visa längre beskrivning

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.