Customer Reviews

17
4.6 out of 5 stars
Your rating(Clear)Rate this item


There was a problem filtering reviews right now. Please try again later.

17 of 18 people found the following review helpful
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."
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
11 of 11 people found the following review helpful
on September 5, 2000
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.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
5 of 6 people found the following review helpful
on November 13, 2004
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
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
1 of 1 people found the following review helpful
on April 6, 2010
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!
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
1 of 1 people found the following review helpful
You are truly missing out if you are a business owner and you haven't read the book. Here is my story about the book:
I purchased Roger's book "The Secrets of Power Negotitating" because a blogger I follow ( Ramit Sethi) highly recommended it. It was very interesting to read how people negotiated, I just couldn't put the book down.

I run a kids clothing boutique on etsy:
https://www.etsy.com/shop/BloomsNBugs

Because all my sales and purchases are online, there is not much scope of applying many of the techniques Roger taught in his book ( or so I thought). However, when one of my dresses sold after reading this book, I recalled one of the chapters - The best time to upsell something to a customer is right after they have made a purchase...a light bulb went off.
I immediately sent my customer an email thanking them for the purchase and asking them if she would like to buy an accessory to go with the dress...and lo and behold! she said yes!
I couldn't believe it!
Since then I have sold many accessories just by writing an email after the purchase. I made back the price of the book within 2 sales. I can't even imagine what people who are in a direct sales business would be doing with this book.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on January 9, 2007
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.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on September 24, 2014
I really enjoy reading this book. I'm in luxury sales and have read a lot of books on sales. I bought another negotiating book a while ago and it was a terrible read. This book has open my eyes to a higher level of strategy. I'm excited to start practicing and implementing these techniques. This is not to trick the clients but rather help them appreciate fully the value of your product and leave with the feeling of winning.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
VINE VOICEon September 1, 2012
This book is much more than a guide to negotiating, it helps with client psychology and sales too. There are just so many great techniques expressed throughout the pages and I guess the best thing to do is just start by picking on and mastering the technique with clients. I haven't studied negotiations much in my sales career but I would certainly endorse this book as a great basic book on learning this important skill.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on April 7, 2013
I'm in sales and this book has changed my mindset about negotiation tactics. The author explains the concepts well and includes examples when applicable. I especially like how he breaks down each "tactic" and does not overwhelm readers with too much information per chapter. It is very easy to digest. I recommend this book to anyone who is interested in improving his/her negotiation skills!
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
2 of 3 people found the following review helpful
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.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
     
 
Customers who viewed this also viewed


Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher (Paperback - May 3, 2011)
$9.94
 
     

Send us feedback

How can we make Amazon Customer Reviews better for you?
Let us know here.

Your Recently Viewed Items and Featured Recommendations 
 

After viewing product detail pages, look here to find an easy way to navigate back to pages you are interested in.