| Description |
1 online resource (255 pages) |
| Contents |
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 |
| Summary |
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 |
| Notes |
Includes index |
|
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 MiAaHDL |
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Print version record |
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digitized 2011 HathiTrust Digital Library committed to preserve pda MiAaHDL |
| Subject |
Selling.
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Negotiation in business.
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selling.
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BUSINESS & ECONOMICS -- Marketing -- General.
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BUSINESS & ECONOMICS -- Distribution.
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Negotiation in business
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Selling
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| Form |
Electronic book
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| ISBN |
058522689X |
|
9780585226897 |
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9781453254134 |
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1453254137 |
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