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Secrets of Power Negotiating for Salespeople

Book Description

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.

"Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves." —Ron Fry, author of 101 Great Answers to the Toughest Interview Questions.

Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion.

Table of Contents

  1. Cover
    1. Title Page
    2. Dedication
    3. Contents
  2. Preface: Nothing Happens Until Somebody Sells Something--at a profit
  3. Section One: The Importance of Negotiating
    1. Chapter 1: Selling in the New Millennium
    2. Chapter 2: Win-Win Sales Negotiating
    3. Chapter 3: Negotiating Is Played by a Set of Rules
  4. Section Two: Beginning Sales Negotiating Gambits
    1. Chapter 4: Ask for More Than You Expect to Get
    2. Chapter 5: Bracketing
    3. Chapter 6: Never Say Yes to the First Offer
    4. Chapter 7: Flinching
    5. Chapter 8: Playing Reluctant Seller
    6. Chapter 9: Concentrate on the Issues
    7. Chapter 10: The Vise Gambit
  5. Section Three: Middle Sales Negotiating Gambits
    1. Chapter 11: Higher Authority
    2. Chapter 12: Avoid Confrontational Negotiating
    3. Chapter 13: The Declining Value of Services
    4. Chapter 14: Never Offer to Split the Difference
    5. Chapter 15: The Hot Potato
    6. Chapter 16: Trading Off
  6. Section Four: Ending Sales Negotiating Gambits
    1. Chapter 17: Good Guy / Bad Guy
    2. Chapter 18: Nibbling
    3. Chapter 19: Patterns of Concessions
    4. Chapter 20: Withdrawing an Offer
    5. Chapter 21: Positioning for Easy Acceptance
    6. Chapter 22: Writing the Contract
  7. Section Five: Why Money Isn't As Important As You Think
    1. Chapter 23: Buyers Want to Pay More, Not Less
    2. Chapter 24: Things That Are More Important Than Money
    3. Chapter 25: Finding Out How Much a Buyer Will Pay
  8. Section Six: Secrets of Power Sales Closing
    1. Chapter 26: The 4 Stages of Selling
    2. Chapter 27: 24 Power Closes
    3. Chapter 28: Questionable Closes
  9. Section Seven: How to Control the Negotiation
    1. Chapter 29: Negotiating Drives
    2. Chapter 30: Questionable Gambits and How to Counter Them
    3. Chapter 31: Negotiating with Non-Americans
    4. Chapter 32: Negotiating Pressure Points
    5. Chapter 33: Handling Problem Negotiations
    6. Chapter 34: Handling the Angry Person
  10. Section Eight: Understanding the Other Negotiator
    1. Chapter 35: Developing Personal Power
    2. Chapter 36: Understanding the Personality of the Buyer
    3. Chapter 37: Win-Win Sales Negotiating
  11. Postscript
  12. About the Author
  13. Also by Roger Dawson
  14. Index
    1. A
    2. B
    3. C
    4. D
    5. E
    6. F
    7. G
    8. H
    9. I
    10. K
    11. L
    12. M
    13. N
    14. O
    15. P
    16. Q
    17. R
    18. S
    19. T
    20. V
    21. W
    22. Y
    23. Z
  15. Copyright