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).
Download or read book Red Hot Selling written by Paul S. GOLDNER and published by AMACOM Div American Mgmt Assn. This book was released on 2010-06-30 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to: Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more Red-Hot Selling also includes the author’s powerful three-tiered planning process, proprietary tools including the Meeting Management WorksheetTM, and the best closing techniques in the business—plus can’t-miss secrets for distinguishing your product or service in a competitive market. Selling may be tough, but it’s not complicated. With this one-of-a-kind guide, you can streamline your job, kick-start your career, and send your earnings sky-high!
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.
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 382 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¿
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.
Download or read book Closing the Deal written by Leigh Grossman and published by Learning Express (NY). This book was released on 2001 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Expert negotiators share their secrets on how to maximize sales and commissions by combining a traditional sales strategy with today's technology. Real estate agents will learn how to create a solid foundation for a successful career, arm themselves with current market facts by using the Internet, and launch an irresistible sales pitch that can be fine-tuned to each sales situation.
Download or read book Ultimate Power Negotiating for Salespeople Master Course written by Roger Dawson and published by Gildan Media LLC aka G&D Media. This book was released on 2023-09-12 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiating is a fact of life for everyone. But it’s crucial for anyone in sales. Here Roger Dawson explains the ins and outs of power negotiation—a process with its own secret rules and procedures. Knowing these rules will enable you to negotiate intelligently and honestly—in sales and in any other area of life. Power negotiating is not what you think. It’s an art and a science for reaching an outcome where both parties feel that they’ve won. This densely packed and easy to understand book will give you a wealth of information, including: What makes a power negotiator. Why you should always turn down the first offer. The single most important expression you can use in negotiation. How to nibble for added advantages, and how to keep someone from nibbling at you. How to adapt your negotiation to different personality styles. Using powerful techniques such as invoking higher authority and good guy/bad guy. Turning pressure points to your advantage. Resolving obstacles to successful outcomes. Adapting your negotiating style to people of other cultures. The real secret to a win-win solution. And much, much more. If you’ll learn and apply the secrets in this book, you’ll never again feel that you’ve lost in a negotiation.
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.
Download or read book Secrets of Power Negotiating for Salespeople written by Roger Dawson and published by Red Wheel/Weiser. This book was released on 2010-10-15 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Red Hot City written by Dan Immergluck and published by Univ of California Press. This book was released on 2022-10-11 with total page 341 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A growth-above-all development ethos permeates the Atlanta region and is rooted in the city's twentieth-century expansion. Like some other booming Sunbelt metros, Atlanta has combined a continuing reliance on public-private partnerships and a state and regional planning and policy regime that excessively caters to capital, often at the expense of its poorer residents, who are predominantly Black and Latinx. As the city proper has become a hot commodity in the real estate arena and is no longer majority-Black, the region has inverted the late twentieth-century poor-in-the-core urban model to one where less affluent families face exclusion from the central city and more affluent suburbs and are pushed out to lower-income, sometimes quite distant suburbs, usually farther from mass transit, large public hospitals, and other essential services. At this writing, the Atlanta metropolitan area is the ninth-largest in the country and likely to climb into the eighth spot in the not-to-distant future. This book focuses on four key, interconnected themes in the evolution and restructuring of Atlanta in the twenty-first century. The first is the major racial and economic restructuring of the region's residential geography, including the city proper. A second theme of the book is the failure of the City of Atlanta to capture a significant share of a tremendous growth in local land values. A third theme of the book is the critical role of state government in constraining and enabling how development and redevelopment occurs and whether the interests of those most vulnerable to exclusion and displacement are given serious consideration. The final theme of the book, and its key overarching narrative, concerns the political economy of urban change and the presence of inflection points. These are periods during which particularly consequential policy decisions are made that have a disproportionate impact on the trajectories of a place and direct and long-lasting implications for racial and economic exclusion. The book's conclusion ties together many of the lessons from these chapters. It ends with discussing what recent political trends could mean for the development trajectory of, and continued exclusion in, the region. It also calls for avoiding a "market-inevitability" fatalism that suggests that nothing can be done to redirect or alter the sorts of trajectories described in the book. It reminds the reader that the events and consequences described are not simply the result of apolitical, atomistic market forces, but is shaped heavily by institutional actors and processes"--
Download or read book Sales Negotiation Strategies written by Mack Hanan and published by . This book was released on 1977 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Ten Red Hot Tips to Promote your Business written by Ellen Gunning and published by Mercier Press Ltd. This book was released on 2016-09-02 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'If I was down to my last dollar, I'd spend it on public relations.' – Bill Gates PR techniques can be used by businesses of all sizes. In Ten Red-Hot Tips well-known PR guru Ellen Gunning reveals the top ten most important types of PR for small to medium-sized businesses. Ellen cuts through the jargon to provide the reader with techniques to create the 'angles' that will interest the media. Ten Red-Hot Tips, outlines the importance of creative thinking, persistence and knowledge of the market you are operating in (including the media and web markets) and devoting time to learning and applying the techniques. You won't apply all of the techniques – they won't all be relevant to your business – but the techniques you decide to use will enhance your presence in the market and generate talk about you, your business and your products.
Download or read book Selling Through Negotiation written by Homer B. Smith and published by . This book was released on 1988-05-01 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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.
Download or read book Stop Selling Start Believing written by John P Kaufman and published by Sales Coaching Lab. This book was released on 2024-01-01 with total page 487 pages. Available in PDF, EPUB and Kindle. Book excerpt: Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!
Download or read book Simple Stupid Stuff written by Gregory Allen and published by AuthorHouse. This book was released on 2004-05 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with concepts and strategies that you can begin using immediately, this life-changing book will show you how to: .Build rock-solid relationships that result in astounding sales growth. .Effectively sell either to individuals or global corporations. .Run your sales career like your own business, even if you don't own the company! .Master the magic of questions and unspoken communications. .Learn how to legitimately up-sell to achieve greater wealth. .Unlock the keys to the four levels of knowledge. .Generate enough qualified referrals to keep you busy for a lifetime. .Set (and achieve!) goals for rewards you may have never realized. .Manage your time so you are in control instead of time controlling you . AND MUCH MORE!
Download or read book The Pounce Theory written by Blaze Bhence and published by iUniverse. This book was released on 2011-02-28 with total page 121 pages. Available in PDF, EPUB and Kindle. Book excerpt: Blaze Bhence knows that identifying your desired opportunities and setting up for negotiations is often more important than asking someone to sign the final deal. Setting up the opportunity for a positive outcome has been one of the skills that has helped him succeed as a salesperson, manager, and consultant for more than twenty years. Closing skills are an art that can help you succeed in all areas of life not just sales. If you dont plan for a successful negotiation, you wont get what you want. In this motivational guide, youll learn tested strategies that will help you Attain higher state of consciousness Cultivate business and personal relationships; Find a job or look for a better job; Know when to charge forward and when to hold back. Whether you are working your way up the corporate ladder, growing your own business, looking for work, or seeking personal relationships,its essential that you learn how to set up and determine the exact time to pounce on opportunities as they arise. Put yourself in a position to win and achieve your objectives with The Pounce Theory.
