Customer Reviews

Negotiate to Close: How to Make More Successful Deals

5 star:		(5)
4 star:		(1)
3 star:		(1)
2 star:		(0)
1 star:		(0)

 

 

When you speak you want to get your point across. Karrass in an easy reading style sets out those rules of communication. If you know the rules you can have fun and respect when someone says "I saw it cheaper down the street" or "I will wash the dishes tomorrow".

This book is not just for the salesperson. The book is for everyone who wants to negotiate.

I have been working on a sales job for almost 12 years but reading Mr. Karrass' book gave me a totally different perspective to the way I do business with my customers. The book covers all important topics for people working on sales that have to negotiate with large accounts. This book should be the background for everyone that decides to start working on a sales job, since it helps you to uncover your power and improve your performance when dealing with customers.

I recently took on a project to read the 4 or 5 negotiating books that I had accumulated over the years. Of all of the books that I read--Negotiating to Close was the only one specifically written with the salesperson in mind. Over the years it has become increasingly clear to me that buyers are employing skills and technology to try to win the best values for their companies. Negotiate to Close helps level that playing field. Knowing the technology of selling isn't enough--you also need to know the technology of making a successful deal.

There was some excellent information here that didn't appear in any of the other negotiating books. For example--his explanation of how the Good Cop/Bad Cop technique can be used to get you to accept a bad deal from the good cop--was an eye opener.

Gary Karrass teaches negotiating from the perspective of someone who has clearly "carried a bag". I could go on and on--bottom line--if you sell--read and use this book.

This book very clearly and directly covers most negotitation techniques. It's an easy read that should help both sales professionals and purchasing agents. After reading this book, I was able to identify when tactics were being used on me and it armed me with effective countermeasures. I'm positive that this book helped me put bigger and more profitable deals together than I would have without having read it.

The information provided gave me confidence and techniques in negotiation that will help me become confident in my work as a real estate agent and a improved negotiator.

I was new to negotiating (as a buyer) when I got the book, and did learn very quickly many helpful tips and tricks of the trade. I can now observe these in action when I sit down at the bargaining table. It helped me avoid errors and get an exterior viewpoint to the whole process. I recommend just thumbing through the book at what catches your eye and picking up pointers.
What I did next, which I don't recommend, is started at page one and began reading straight through. I can't quite put my finger on it, but I started to get too complex in my thinking as a result, most likely stemming from the constant references and leaning towards psychology throughout this book.
In other words, there's some valuable truths in this book, but you have to sift through the false data as well. I finally dropped it mid-way, as in the end I found my basic instincts and an honest approach were aligned with also getting the best deal in most cases, and makes life a lot simpler. Maybe I'll browse through it again at some point. Maybe not.

This is a very easy to read book. I've applied the techniques and principles in the book with great success. I highly recommend it!