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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 37Win-Win Sales Negotiating

To complete this course in Power Sales Negotiating let’s talk more about win-win negotiating. Instead of trying to dominate buyers and trick them into doing things they wouldn’t normally do, I believe that you should work with buyers to work out your problems and develop a solution with which both of you can win. Your reaction to that may be, “Roger, you obviously don’t know much about the kind of selling that I do. I live in a dog-eat-dog world. My buyers don’t take any prisoners. They eat their young. There’s no such thing as win-win in my industry. When I’m selling I’m obviously trying to get the highest price I possibly can, and the buyer is obviously trying to get the lowest possible price. How on earth ...

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