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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 36Understanding the Personality of the Buyer

In this chapter, I’ll continue with how to handle the players in the negotiating game. In Chapter 35, you learned about personal power, and in this chapter, I’ll teach you how to identify the personality style of the buyer and adapt your negotiating style to match. The system I’m going to teach you is based on something that the Ancient Greeks worked out centuries ago, so it is time-tested and proven. However, it may contradict much of the sales training that you have received. I’m sure you’ve been to one of those training classes that teaches you a canned response to any objection the buyer might raise. Power Sales Negotiators know you’ve got to adapt what you’re doing to the personality styles ...

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