Secrets of Power Negotiating for Salespeople PB

Inside Secrets from a Master Negotiator

Author:Roger Dawson
ISBN-13: 978-1-56414-500-0
Pages: 256
Dimensions: 6 x 9 inches
Format: Paper
Price: $16.99

Negotiate Win-Win Sales Situations All Around

In this revised and updated paperback edition, master negotiator Roger
Dawson turns his attention to the person on the other side of the desk—the
salesperson who’s trying to close a deal with the most favorable terms.

The goal of most negotiations is to create a win-win situation.  Imagine if you
could win every negotiation and leave the other person feeling like he or she
has won too. This book teaches you how to be the power sales negotiator that
can do exactly that.  You will always come away from the negotiating table
knowing that you won and knowing that you have improved your relationship
with your buyer.  Roger Dawson gives salespeople an arsenal of tools that
can be implemented easily and immediately.

In addition he shows salespeople how to:
•  Use pressure points to control the negotiating situation
•  Downplay the importance of money
•  Ask for more than you expect 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

Secrets of Power Negotiating for Salespeople 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.  It will enable any salesperson to take a quantum
leap in sales.

“One of the 30 best business books of 1999.”
—Soundview Executive Book Summaries

Roger Dawson is one of the country’s top experts on the art of negotiating. As
a full-time speaker for the last 18 years, he has trained executives,
managers, and salespeople throughout the U.S., Canada, and Australia. He
is one of only 28 professionals in the world to have been awarded both the
CSP and CPAW by the National Speakers Association, their two highest

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