Learn Successful Sales And Negotiation Tips Collection

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Learn Successful Sales and Negotiation Tips (Collection)

Author : Reed K. Holden
Publisher : FT Press
ISBN 13 : 0133742431
Total Pages : 279 pages
Book Rating : 4.1/5 (337 download)

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Book Synopsis Learn Successful Sales and Negotiation Tips (Collection) by : Reed K. Holden

Download or read book Learn Successful Sales and Negotiation Tips (Collection) written by Reed K. Holden and published by FT Press. This book was released on 2013-08-14 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for: Resisting discounting, and keeping value at the forefront of negotiations Implementing targeted tactics to protect hard-earned profits Negotiating with price buyers, relationship buyers, value buyers, and "poker players" The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson:¿ Provides realistic game plans that work in any negotiation situation Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love, and who love you¿

Sales & Negotiation

Author : Adam Richards
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781523984497
Total Pages : 138 pages
Book Rating : 4.9/5 (844 download)

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Book Synopsis Sales & Negotiation by : Adam Richards

Download or read book Sales & Negotiation written by Adam Richards and published by Createspace Independent Publishing Platform. This book was released on 2016-02-10 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales & Negotiation Box Set: The Ultimate Persuasion Guide To Help You Make More Sales And Close More Deals BOOK #1: Sales: How To Master The Art Of Selling - Your Non Sleazy Used Car Salesman Approach In Sales: How To Master The Art Of Selling - Your Non Sleazy Used Car Salesman Approach you will learn how to master the art of selling and the inner game of sales. You will learn the ethical way to about it, thus becoming a successful salesperson without losing your soul in the process. Successful salespeople have in common a set of 10 characteristics and we will discuss them so you know what is expected of you, and ways you can improve the ones that you already possess. Whether you have been working on sales for a while or you are just starting out, you will always need to handle objections. However, how can you handle objections if you don't know they exist? We will discuss about hidden objections and you will discover 12 techniques that can help you overcome them and close any deal successfully. You will learn the art of closing the sale, how to manage a closure out of rejection and even strategic phrases and sentences that you can use to improve your closing rates. Here Is A Preview Of What You Will Learn... The Inner Game Of Sales: How To Sell Without Losing Your Soul 10 Characteristics Of Highly Successful Salespeople - Do You Have Any Of Those? How Asking Questions Can Increase Your Effectiveness - And What You Should Be Asking The 10 Biggest Mistakes Salesmen Usually Make - And How To Avoid Them 12 Sales Techniques For Revealing Hidden Objections - And How To Handle Them The Art Of Closing The Sale - Without Being A Pushy Or Aggressive Salesman BOOK #2: Negotiation: How To Nurture Your Negotiation Skills, Overcome Any Objections In Life And Get The Best Possible Deal Always In Negotiation: How To Nurture Your Negotiation Skills, Overcome Any Objections In Life And Get The Best Possible Deal Always you will learn what negotiation is all about and why it is such an important skill. You will learn all about the stage of preparation, why it is such a crucial stage that cannot be overlooked and how to properly prepare before the negotiations begin. You will also learn 5 killer negotiation strategies and 10 ways to become more persuasive, thus increasing your chances of getting the best possible deal. You will learn how to negotiate and get what you want, anytime, anywhere. You will also learn how to use skillful questioning in negotiations, the types of questions that you can ask. You will learn the 6 most common objections in negotiations and what they actually mean so you can better understand the situation at hand. You will learn how to handle such objections should they rise using the 3Fs strategy. Finally, you will come to understand how to evaluate the situation and close the deal as well as a few "desperate" actions you can take at the time of closure (if things don't go your way). Here Is A Preview Of What You Will Learn... Negotiation 101: What It Is And Why It Is So Important Preparation Is KEY: Have You Done Your Research? Killer Negotiation Strategies: 10 Ways To Become Extremely Persuasive How To Negotiate Anything, Anytime, Anywhere And 6 Questions You Should Be Asking The 6 Most Common Objections And How You Can Overcome Them Evaluating The Outcome And Closing The Deal - And When Not To

INKED

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119540550
Total Pages : 233 pages
Book Rating : 4.1/5 (195 download)

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Book Synopsis INKED by : Jeb Blount

Download or read book INKED written by Jeb Blount and published by John Wiley & Sons. This book was released on 2020-01-07 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

The Secrets of Power Selling

Author : Kelley Robertson
Publisher : John Wiley and Sons
ISBN 13 : 0470675349
Total Pages : 256 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis The Secrets of Power Selling by : Kelley Robertson

Download or read book The Secrets of Power Selling written by Kelley Robertson and published by John Wiley and Sons. This book was released on 2010-02-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for The Secrets of Power Selling "Finally a book that really does Keep It Simple. The Secrets of Power Selling is for anyone just starting their sales career as well as for seasoned sales professionals who are always looking to improve their skills. This is the reference guide for what it takes to have a successful sales career. With the changes happening in the workforce, our ability to sell ourselves becomes more and more important; Kelley has given us a tool to give us that edge." —Deane Parkes, CEO, Preferred Nutrition "If you’re a business professional, The Secrets of Power Selling is a must read. The most powerful aspect of this book is that it distills over 17 years of successful sales and business experience into bite-sized chunks of powerful advice that you can read in short time frames. I give it my five-star rating." —David Frey, Author, The Small Business Marketing Bible "Wow! 101 no B.S. ideas any sales person can use immediately to produce results! Each one is a gem. I wish the people who sell for me did all these." —Michael Hepworth, President, Results Exchange Inc. It’s competitive out there and there’s a lot expected of you in terms of results. But sales calls can be stressful, closing sales is not always easy, and hitting your sales targets month after month is difficult and frustrating. You don’t get much formal training and it’s impossible to find the time to improve your sales skills yourself. Besides, where would you even begin? Start with The Secrets of Power Selling! Its 101 quick tips are packed with great stories and practical advice that you can immediately put into action to help improve your sales results. Tips range from A to Z (okay, A to W!) on topics such as planning, setting goals, maintaining your health, developing your confidence, using free offers effectively, the importance of your personal appearance, and much, much more. Whether you are new to selling, an experienced veteran, a business owner or entrepreneur, or a sales manager training, supervising, and coaching a team, you will learn valuable tips that will help you increase your sales and earn more money.

Negotiation Skills for Sales Professionals

Author : Sorin Dumitrascu
Publisher :
ISBN 13 : 9781521390696
Total Pages : 120 pages
Book Rating : 4.3/5 (96 download)

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Book Synopsis Negotiation Skills for Sales Professionals by : Sorin Dumitrascu

Download or read book Negotiation Skills for Sales Professionals written by Sorin Dumitrascu and published by . This book was released on 2017-05-28 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: What clinches a successful sale? Smooth talk, a warm smile, and a firm handshake might make a good first impression, but clever businesspeople are more concerned with the value you have to offer them. Making a mutually beneficial deal requires careful preparation before you start the negotiation process. Potential customers are more likely to buy from suppliers who understand their needs and have all requisite information at their fingertips.A first step in negotiating successfully is understanding the difference between selling and negotiating. A sale is simply a transaction between seller and buyer, and is the result of closing a deal.Negotiation, however, involves defining the terms of the deal - who gets what in exchange for what. A good negotiator will be able to work out the best possible deal with any given client and product.Successful sales negotiations involve identifying and building on areas of agreement and they can help you build lasting, mutually beneficial relationships with customers.In this book, you'll learn why it's important to use a systematic sales negotiation process, when it's relevant to use this process, and what the stages in the process are. You'll also learn more about the first stage in the process, which is preparing properly before negotiation begins.An important activity in the preparation stage is to determine objectives for a negotiation - including yours and those of your customer.Once you've done this, you can prepare the concessions you're willing to make in the book of negotiating. This involves weighing what you can afford to offer the other party against what you hope to get. In this book, you'll learn more about each of these activities and how to approach them.Ultimately, this book will equip you to complete the first steps in making effective, long-lasting, and profitable sales agreements with your customers.Consider a sales manager at a small graphic design company who's competing for projects with other design companies in the same city. Whenever he meets with a potential client, he names a higher price than his competitors and refuses to bargain. Needless to say, he fails to attract new clients and the design company goes out of business. The sales manager should have realized that successful sales negotiations are about give and take - or what's called the careful exchange of value.By nature, a sales negotiation involves two parties with different goals trying to reach a mutually acceptable agreement.With good negotiation skills, you'll be able to facilitate this process and ensure you and the other party reach agreement. You'll also be able to influence the proceedings so that the outcome is more favorable to you than to your negotiation partner.The four stages of the sales negotiation process are preparation, presentation, value exchange, and closing. This book focuses on value exchange. It covers the ways you can get the best possible deal for yourself because you'll know more about the what, when, and how of value exchange.In this book, you'll learn strategies to ensure a desirable outcome from a value exchange and what concessions to offer to convince the other party to agree to the deal.You'll also learn when to offer concessions. Poor timing can negatively affect the outcome of a negotiation. By learning how to best offer concessions, you'll be in a better position to negotiate the best possible deal and achieve your sales objectives.

Negotiating for Success: Essential Strategies and Skills

Author : George J. Siedel
Publisher : Van Rye Publishing, LLC
ISBN 13 : 0990367126
Total Pages : 159 pages
Book Rating : 4.9/5 (93 download)

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Book Synopsis Negotiating for Success: Essential Strategies and Skills by : George J. Siedel

Download or read book Negotiating for Success: Essential Strategies and Skills written by George J. Siedel and published by Van Rye Publishing, LLC. This book was released on 2014-10-04 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

Sales EQ

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119312574
Total Pages : 327 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Sales EQ by : Jeb Blount

Download or read book Sales EQ written by Jeb Blount and published by John Wiley & Sons. This book was released on 2017-03-20 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Sales Training Advantage for Results

Author : Gerard Assey
Publisher : Gerard Assey
ISBN 13 :
Total Pages : pages
Book Rating : 4./5 ( download)

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Book Synopsis Sales Training Advantage for Results by : Gerard Assey

Download or read book Sales Training Advantage for Results written by Gerard Assey and published by Gerard Assey. This book was released on 2022-02-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: ‘Sales Training Advantage for Results’ is a uniquely designed system to transform one into a STAR Sales Consultant by helping them, discover the secrets that drive the top world's sales professionals. It is designed to help the individual or the team create the habits and lasting changes, by enabling them replace current unacceptable patterns that are costing their company sales with new ones that will eventually help them achieve their sales goals faster and more consistently. As budgets continue to shrink and the competition continues to increase, mastering the sales process the ‘professional way’ is a vital part of survival. People no longer buy a product or a service for its features; customers now want to know how that product or service will benefit them before they make a purchasing decision. To be successful in this environment, salespeople must be adept at both uncovering customer needs and demonstrating how they can fulfill those needs. Establishing value does not start with a prepared presentation, but with a search for the customer’s real needs. Customers care more about solving their problems and meeting their objectives than they do about the range of services the Sales Person and his company has to offer. ‘Sales Training Advantage for Results’ will provide a very structured, formatted & step by step approach to help ‘win & keep customers for life’! No gimmicks, no jargon, just emphasis on relationship building to enable you gain market advantage & get you results- a course on 100% building value & long lasting partnerships with customers! A must for anyone in Sales-right from the front-line to the CEO! Praises, Raves & Reviews “Gerard is an absolute STAR salesperson with huge doses of each of the attributes mentioned in this book. This amazingly structured book he has put together, with his long years of experience both on field as a sales professional, and as a coach & mentor for several sharp minds across the world will bring out the best in you. If you have bought this book, let me assure you, that it has all there is to learn about consultative selling! Just go get that sale!!!” Radhika Shastry (Former Managing Director), RCI-South Asia “Gerard Assey takes the sales person on a compelling journey in mastering the art of selling and salesmanship ...a must read for anyone aspiring to become a successful business executive” Mike Selvarajah, International Business Executive & Associate Director, BELL CANADA “Sales people like to learn from sales people & it's also a fact that there is none better to enlighten you on systems of achieving sales than Gerard Assey. He is providing value to MRF through training our sales force for 10+ years and the results speak for themselves. This book would serve as a ready reckoner to achieve excellence in selling through adopting the systems described by Gerard" V. Chacko Jacob, Assistant Manager-Learning & Development, MRF Ltd. "Gerard, once again, your book is brilliant! I especially value and recommend to all Sales Managers & Company Owners willing to improve their company performances, your straight-forward and common-sense approach towards Sales Management.” Renaud Guttinger, General Manager, JCL LOGISTICS INDONESIA

Negotiation Genius

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)

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Book Synopsis Negotiation Genius by : Deepak Malhotra

Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Red-hot Sales Negotiation

Author : Paul S. Goldner
Publisher : Amacom Books
ISBN 13 : 9780814473542
Total Pages : 210 pages
Book Rating : 4.4/5 (735 download)

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Book Synopsis Red-hot Sales Negotiation by : Paul S. Goldner

Download or read book Red-hot Sales Negotiation written by Paul S. Goldner and published by Amacom Books. This book was released on 2007 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: Readers will learn how to: prepare in advance, ask power negotiation questions to instantly draw out useful information; and, learn the difference between the customer's ""positions"" (what they're asking for) and the customer's ""interests"" (what they really want).

Mastery Collection

Author : R. Almstead
Publisher : Strategic Book Publishing & Rights Agency
ISBN 13 : 1681814714
Total Pages : 144 pages
Book Rating : 4.6/5 (818 download)

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Book Synopsis Mastery Collection by : R. Almstead

Download or read book Mastery Collection written by R. Almstead and published by Strategic Book Publishing & Rights Agency. This book was released on 2018-02-14 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mastery Collection will teach any sales professional to take their closing, negotiating, and communication skills to the level of mastery. Mastery Collection is a step-by-step closing guide on how to expertly negotiate and close the sale. You will learn the common pitfalls and miscommunications that cause sales people to miss a deal. This is not a book on the theory of sales. Here you find real-life situations that commonly come up when you’re negotiating and pitching a client. These helpful hints will aid you to overcome objections and gain rapport with even the most difficult client, so you will start winning at the highest level in any professional sales situation. • Find out how to teach your client to want to negotiate with you. • Find your client’s true motives and objections through relationship selling. • Learn how Master Closers use leverage to create real urgency instead of high pressure. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle

Negotiating with Backbone

Author : Reed K. Holden
Publisher : Pearson Education
ISBN 13 : 013306476X
Total Pages : 199 pages
Book Rating : 4.1/5 (33 download)

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Book Synopsis Negotiating with Backbone by : Reed K. Holden

Download or read book Negotiating with Backbone written by Reed K. Holden and published by Pearson Education. This book was released on 2012 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers strategies and advice on retaining pricing power for business-to-business salespeople who have to negotiate with procurement departments.

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Negotiation Book

Author : Steve Gates
Publisher : John Wiley & Sons
ISBN 13 : 1119155525
Total Pages : 240 pages
Book Rating : 4.1/5 (191 download)

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Book Synopsis The Negotiation Book by : Steve Gates

Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-10-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Asking the Right Questions

Author : Allan Green
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781517258665
Total Pages : 40 pages
Book Rating : 4.2/5 (586 download)

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Book Synopsis Asking the Right Questions by : Allan Green

Download or read book Asking the Right Questions written by Allan Green and published by Createspace Independent Publishing Platform. This book was released on 2015-09-16 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ask Proper Questions and Turn Customer Needs Into Sales!You will learn how to probe a customer's needs and turn them into a powerful tool for helping them decide to make the right decision - getting your product. Each and every salesman is unique - most of the time, they develop their own strategies that are tailor-fit for their niche. However, some people create strategies that are noticeably less successful than others. In the world of consultative selling, a failed strategy - weak rapport, improper impression, incomplete probing - could easily result in a failed sale. There are also those who bank on simple product knowledge, drawing on their ability to spew out the product specifications at a moment's notice. This and other wrong moves would not fare well and could easily get one trampled by other salesmen with better pitches. One difficulty is that there is no real handbook to consultative selling - until this came along. With this book, we are helping you get a good grip of the ropes of this trade, making sure that you are properly equipped with a winning mindset and a penetrating spiel that will appeal to customers - both from above and below the ranks. I provide the guide in this book - you make the sale and the profit! Here is a Preview of What You'll Learn...How to Ask Great QuestionsAbout Consultative SellingHow to Probe More About What Customers Need and How Your Product Can Be Helpful for ThemAbout the Impact and the Rapport

Negotiating For Dummies

Author : Michael C. Donaldson
Publisher : John Wiley & Sons
ISBN 13 : 1118068084
Total Pages : 390 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Negotiating For Dummies by : Michael C. Donaldson

Download or read book Negotiating For Dummies written by Michael C. Donaldson and published by John Wiley & Sons. This book was released on 2011-04-18 with total page 390 pages. Available in PDF, EPUB and Kindle. Book excerpt: People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.