Customer Reviews

Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator

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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."

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.

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

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.

From Joe Catal: Author of Telesales Tips From The Trenches.

This is a must read for sales people! Whether you sell by phone or face to face, this is the book you want. Whether you sell magazine subscriptions or million dollar machinery doesn't matter.
Roger takes you step by step through just about every type of situation you can think of, and explains exactly how to deal with the person. Each chapter is short and to the point. There's no filler in this book. Not only will you learn what the customer is trying to do to you, but you'll also learn how to do it to the customer.
This isn't about manipulating people or getting them to do things that are unethical, it's just making it a fair negotiation so you never get taken advantage of again. There's nothing worse then making a sale and knowing you gave your service/product away.
Whether you're a business owner, manager or saleperson, you have to read this book. Like I said, each chapter is only a few pages long and can be read in about 10 minutes.
You'll get exact responses to say back to the customer. No guessing! No grey areas! If you're in sales, you're a negotiator. This will be the only book you'll ever need on the subject. What you read today, you can apply today. No scientific theory! Just sound intelligent ideas. Great book Roger!

I've read a few books by Dawson and I'm consistently
impressed by his articulate explaining of complex
human-relations topics.

Dawson peels back layers of how negotiations work. He
acknowledges that your "opponent" may be using tricks
and lies to get the upper hand, and he shows you how
to fight back and get what you need to get out of the
deal.

Basically, he teaches you how not to get shafted in
selling.

He also teaches you how to shaft the other guy every
which way - but doesn't recommend it because shafting
others is basically bad for business - even if you
put one over on the other guy once he won't come back
and word will get around you drive excessively sharp
deals.

Like most sales books the weakness of this one is that
it's written for the SALES REP - not for the solo-preneur
who is both doing the selling and providing the service/
product.

See, a sales rep is an employee - he's in business for
himself, sure - but the problem with sales reps mentality,
often, is they tend to be a lot more interested in whether
they make money on the deal than if it's good for the
employer. Of course the best sales reps who rise up
through the ranks both make money for themselves and
for their employers - but on the base level I've noticed
pretty darned craven attitudes among the salespeople
at the bottom who work on commission.

The issue, really, is that the commission guy can sometimes
wind-up screwing over his employer by the concessions
he makes - particularly on price, but in other areas
too. Of course if you're a sales rep (not a business
owner) your career will stall if you don't have the
ability to negotiate profitable deals for your employer
and keep your clients happy too.

This book provides access to a lot of unusual information
about ploys and gambits used in negotiation, negotiating
with non-American people. Even though it's not a book
on "closing" it's got great content on closing as well.

Dawson makes a compelling argument for negotiating being
the most profitable use of your time. In numerous
examples he shows how savvy negotiation boosted the
sale and made the salesperson many $1000s of dollars
per hour.

When you get to the point where you're pretty sure you've
got the sale, it's tempting to slack-off and think about
your commission - but this is a critical mistake because
the real big money is made in negotiating the terms of
the sale, and this can lead to a massive increase in the
size and profitability of the sale as well.

If you'd like to learn from a complete MASTER how to
do that, without hypnotic-selling or NLP mumbo-jumbo,
get this book.

Customers 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 who likes to keep up with the changing world of sales.

I 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!!!!!!!!!