Secrets of Power Negotiating for Sales People: Inside Secrets from a Master Negotiator

Secrets of Power Negotiating for Sales People: Inside Secrets from a Master Negotiator
Roger Dawson (Auteur)

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Description du produit

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.