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.
| Основен автор: | Dawson, Roger, 1940- |
|---|---|
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
Franklin Lakes, N.J. :
Career Press,
℗♭1999.
|
| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153 |
| Подобни документи: |
Print version::
Secrets of power negotiating for salespeople. |
Съдържание:
- 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.