Secrets of Power Negotiating for Sales People: Inside Secrets from a Master Negotiator

by Roger Dawson

Book Overview

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. This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1564144283
• ISBN13: 9781564144287
• Release Date: January 1999
• Publisher: Career Press
• Length: 255 Pages
• Weight: 1.36 lbs.
• Dimensions: 1.0" x 6.4" x 9.3"

Customer Reviews

Easily the most empowering book for the growrth of my business and personal relationships.

I invest heavily into my personal and business growth and education. This book was by far one of the best and most cost effective investments I have ever made! Obviously the boost I experienced in my business thanks to my enhanced negotiating skills is a tremendous perk, however the bonuses don't end at just business! Part of what I am most impressed by is that I have benefited from applying some of what Roger describes in this book to none sales parts of my life as well! Read. This. Book.

Customers are more slick than salespeople

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.

This book is amazing!!!

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.

Simple and direct to the point

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

Highly Recommended!

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."

A Must for Salespeople

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.