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by: Roger Dawson  List Price: $16.99 Amazon.com's Price: $12.74 You Save: $4.25 (25%)Prices subject to change. Availability: Usually ships in 24 hours
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Binding: PaperbackDewey Decimal Number: 658.85 EAN: 9781564145000 Edition: 3rd ISBN: 156414500X Label: Career Press Manufacturer: Career Press Number Of Items: 1 Number Of Pages: 256 Publication Date: 2001-10 Publisher: Career Press Studio: Career Press Related Items:
Browse for similar items by category: Click to Display Editorial Review: Product 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. He shows salespeople how to: * Use pressure points to control the negotiating situation. * Downplay the importance of money. * Ask for more than one expects 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. This 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. Average Rating:
 Rating:  - Customers are more slick than salespeopleCustomers have learned to get creative when giving salespeople reasons they can not buy or commit to a purchase. The people who get bombarded by salespeople have gotten the most creative. They have learned what to sale to get someone off their back. This is a great illustration of the objections you get, why you get them and how to dig even deeper to uncover the real objection. Whether you're just starting out or have been in sales for over 15 years like I have, this is a great tool for anyone ... Read More Rating:  - Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master NegotiatorI am enjoying this book. I have not yet completed reading the peice, but I do think that there are very many valuable messages. ON A SIDE NOTE. THE QUALITY OF THE BOOK ITSELF IS TERRIBLE. AS I ADVANCE THROUGH THE BOOK, PAGE BY PAGE, THE BOOK IS FALLILNG APART. WHOEVER BOUND THE BOOK NEEDS TO BE CONTACTED. ANY ADVICE, AS TO HOW TO HOLD THE BOOK TOGETHER WOULD BE APPRECIATED!!!!!!!!! Rating: - This book is amazing!!!Dawson enlights you with all the empiric knowledge of negotiation put in this masterbook. This is a MUST for all salesman. It covers from begining negotiation to close ups. I just started it yesterday and could not stop. If you want to get your negotiation skills a jump-up, this is the book for you. Rating: - Simple and direct to the pointThere is no framework, nor any theory; you may find many of the "tricks" are common-sense but which are we commonly overlook or neglect. A book that teaches you tactics that can be put into use right away. It is worth to read this book Rating: - Highly Recommended!While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from ... Read More 
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