Presents to the sales person the tools to win every negotiation and leave the other person with a sense of winning. DLC: Selling.
Secrets of Power Negotiating for Salespeople
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More About the Author
Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople and Secrets of Power Persuasion.
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Most Helpful Customer Reviews
16 of 16 people found the following review helpful:
5.0 out of 5 stars
Highly Recommended!,
This review is from: Secrets of Power Negotiating for Sales People: Inside Secrets from a Master Negotiator (Hardcover)
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 the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."
9 of 9 people found the following review helpful:
5.0 out of 5 stars
A Must for Salespeople,
By A Customer
This review is from: Secrets of Power Negotiating for Sales People: Inside Secrets from a Master Negotiator (Hardcover)
I have read a lot of material on selling and negotiating and wish I had read this book by Roger Dawson a long time ago. Concise yet comprehensive in terms of content, this book will undoubtedly throw light on how to manage a successful sale through careful negotiation from the initial contact to closure.
3 of 4 people found the following review helpful:
5.0 out of 5 stars
Simple and direct to the point,
By Yuen King Tong (Hong Kong) - See all my reviews
This review is from: Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator (Paperback)
There 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
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Inside This Book
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First Sentence:
Several years ago I recorded a tape cassette program called Secrets of Power Negotiating. Read the first page Key Phrases - Capitalized Phrases (CAPs): (learn more)
Power Sales Negotiators, Good Guy, Power Sales Negotiating, Street Fighter, Reverent Power, New York, Reluctant Seller, Hot Potato, Reward Power, United States, Charismatic Power, Competitive Drive, Legitimate Power, Reluctant Buyer, Den Mother, Situation Power, Saddam Hussein, Southern California, Vince Lombardi, White House, Coercive Power, Dean Witter, Information Power, Middle Sales Negotiating Gambits, Set-Aside Gambit New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Several years ago I recorded a tape cassette program called Secrets of Power Negotiating. Read the first page Key Phrases - Capitalized Phrases (CAPs): (learn more)
Power Sales Negotiators, Good Guy, Power Sales Negotiating, Street Fighter, Reverent Power, New York, Reluctant Seller, Hot Potato, Reward Power, United States, Charismatic Power, Competitive Drive, Legitimate Power, Reluctant Buyer, Den Mother, Situation Power, Saddam Hussein, Southern California, Vince Lombardi, White House, Coercive Power, Dean Witter, Information Power, Middle Sales Negotiating Gambits, Set-Aside Gambit New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 5
books:
3
books
cite this book:
- Secrets of Power Negotiating by Roger Dawson on 5 pages
- Secrets of Power Persuasion: Everything You'll Ever Need to Get Anything You'll Ever Want by Roger Dawson on 4 pages
- Presidents and Their Decisions - Ronald Reagan (paperback edition) by James D. Torr on page 218
- LT 2-D Guess Who? Fo (Home Connection Collection) by Sarah Jones on page 143
- The Confident Decision Maker: How to Make the Right Business and Personal Decisions Every Time by Roger Dawson in Back Matter
- Gray Matters: The Workplace Survival Guide by Bob Rosner on page 173
- Telesales Tips From The Trenches: Secrets of a Street-Smart Salesman by Joe Catal on page 198
- The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success by Tony Alessandra on page 125
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