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.

Product Details

• Amazon Sales Rank: #281375 in Books
• Published on: 2001-10-01
• Original language: English
• Dimensions: .62" h x 6.02" w x 9.02" l, .78 pounds
• Binding: Paperback
• 1 pages

Book Info
Author provides salespeople with an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. Softcover.