Power Negotiating for Sales People

Every sale is a negotiation. In Power Negotiating for Sales People, Roger Dawson, author of The Secrets of Power Negotiating, shows salespeople how to hold their price, protect their margins, and still leave buyers feeling they won.

Dawson breaks negotiating into a sequence of gambits you can learn and use from the first contact to the final close, and shows you how to recognize and counter the gambits buyers use on you. You will learn:

• The beginning gambits that set up the whole negotiation in your favor.
• How to use, and defeat, the Higher Authority gambit.
• Middle and ending gambits that keep the deal moving and protect your price.
• How to spot unethical gambits and counter them.
• The pressure points that move a negotiation, and how to handle problem negotiations.
• How to develop personal power and read the personality of the buyer.

Two bonus sessions present twenty-six power closing techniques you can put to work on your next call.