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Power Negotiating for Salespeople

Book Description

Master negotiator Roger Dawson turns his attention to the person on the other side of the desk—the salesperson who’s trying to close a deal with the most favorable terms. The goal of most negotiations is to create a win-win situation. Imagine if you could win every negotiation and leave the other person feeling like he or she has won too? This book teaches you how to be the power sales negotiator who can do exactly that. You will always come away from the negotiating table knowing that you have won and that you have improved your relationship with your buyer. Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately. In addition, he shows salespeople how to: Master the nine elements of power that control negotiating situations Ask for more than you expect to get Negotiate with individuals from other cultures Analyze personality styles and adapt to them Master the 24 power closes Power Negotiating for Salespeople is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation and will enable any salesperson to take a quantum leap in sales.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright
  4. Dedication
  5. Contents
  6. Preface to the 2019 Edition: Nothing Happens Until Somebody Sells Something— at a Profit!
  7. Section One: The Importance of Negotiating
    1. Chapter 1: Selling in the New Millennium
      1. Trend 1: Buyers are becoming better negotiators
      2. Trend 2: Your buyers are better informed than ever
      3. Trend 3: Salesperson role reversal
    2. Chapter 2: Win-Win Sales Negotiating
    3. Chapter 3: Negotiating Is Played by a Set of Rules
  8. Section Two: Beginning Sales Negotiating Gambits
    1. Chapter 4: Ask for More Than You Expect to Get
      1. Asking for More Than You Expect to Get: A Fable
      2. Key points to remember
    2. Chapter 5: Bracketing
      1. Key points to remember
    3. Chapter 6: Never Say Yes to the First Offer
      1. Key points to remember
    4. Chapter 7: Flinching
      1. Key points to remember
    5. Chapter 8: Playing Reluctant Seller
      1. Key points to remember
    6. Chapter 9: Concentrate on the Issues
      1. Key points to remember
    7. Chapter 10: The Vise Gambit
      1. Key points to remember
  9. Section Three: Middle Sales Negotiating Gambits
    1. Chapter 11: Higher Authority
      1. Key points to remember
    2. Chapter 12: Avoid Confrontational Negotiating
      1. Key points to remember
    3. Chapter 13: The Declining Value of Services
      1. Key points to remember
    4. Chapter 14: Never Offer to Split the Difference
      1. Key points to remember
    5. Chapter 15: The Hot Potato
      1. Key points to remember
    6. Chapter 16: Trading Off
      1. Key points to remember
  10. Section Four: Ending Sales Negotiating Gambits
    1. Chapter 17: Good Guy/Bad Guy
      1. Key points to remember
    2. Chapter 18: Nibbling
      1. Key points to remember
    3. Chapter 19: Patterns of Concessions
      1. Key points to remember
    4. Chapter 20: Withdrawing an Offer
      1. Key points to remember
    5. Chapter 21: Positioning for Easy Acceptance
      1. Key points to remember
    6. Chapter 22: Writing the Contract
      1. Key points to remember
  11. Section Five: Why Money Isn't As Important As You Think
    1. Chapter 23: Buyers Want to Pay More, Not Less
    2. Chapter 24: Things That Are More Important Than Money
    3. Chapter 25: Finding Out How Much a Buyer Will Pay
      1. Key points to remember
  12. Section Six: Secrets of Power Sales Closing
    1. Chapter 26: The 4 Stages of Selling
    2. Chapter 27: 24 Power Closes
      1. The Tugboat Close
      2. The Paddock Close
      3. The “That Wouldn't Stop You” Close
      4. The You Can Afford It Close
      5. The Leave 'Em Alone Close
      6. The Vince Lombardi Close
      7. The Silent Close
      8. The Subject To Close
      9. The Contingency Close
      10. The Ben Franklin Close
      11. The Dumb Mistake Close
      12. The Final Objection Close
      13. The Puppy Dog Close
      14. The Minor Point Close
      15. The Positive Assumption Close
      16. The Return Serve Close
      17. The Prisoner of War Close
      18. The Alternate Choice Close
      19. The Doorknob Close
      20. The Divide and Conquer Close
      21. The Let 'Em Think Close
      22. The Bank Note Close
      23. The Recall Close
      24. The Take Control Close
      25. The Dawson Pledge
    3. Chapter 28: Questionable Closes
      1. The Deliberate Mistake Close
      2. The Erroneous Conclusion Close
  13. Section Seven: How to Control the Negotiation
    1. Chapter 29: Negotiating Drives
      1. The Competitive Drive
      2. The Solutional Drive
      3. The Personal Drive
      4. The Organizational Drive
      5. The Attitudinal Drive
    2. Chapter 30: Questionable Gambits and How to Counter Them
      1. The Decoy Gambit
      2. The Red Herring Gambit
      3. The Cherry Picking Gambit
      4. The Default Gambit
      5. The Escalation Gambit
      6. The Planted Information Gambit
    3. Chapter 31: Negotiating with Non-Americans
    4. Chapter 32: Negotiating Pressure Points
      1. First Pressure Point: Time Pressure
      2. Second Pressure Point: Information Power
      3. Here are the questions:
      4. Here are the answers:
      5. Third Pressure Point: Being Prepared To Walk Away
    5. Chapter 33: Handling Problem Negotiations
      1. Handling an impasse
      2. Key points to remember about handling an impasse
      3. Handling a stalemate
      4. Key points to remember about handling a stalemate
      5. Handling a deadlock
      6. Key points to remember about handling a deadlock
    6. Chapter 34: Handling an Angry Person
      1. Stage 1: Establish Criteria
      2. Stage 2: Exchange Information
      3. Stage 3: Reach for Compromise
  14. Section Eight: Understanding the Other Negotiator
    1. Chapter 35: Developing Personal Power
      1. Legitimate Power
      2. Reward Power
      3. Coercive Power
      4. Reverent Power
      5. Charismatic Power
      6. Expertise Power
      7. Reverent, Charismatic, Expertise Powers Combined
      8. Situation Power
      9. Information Power
    2. Chapter 36: Understanding the Personality of the Buyer
      1. Differences of Personality Styles
      2. Negotiating styles of the four personality styles
      3. Personality style faults as negotiators
      4. Different methods of negotiating
    3. Chapter 37: Win-Win Sales Negotiating
      1. Rule 1: Don't narrow the negotiation down to just one issue
      2. Rule 2: Understand that people are not out for the same thing
      3. Rule 3: Don't be too greedy
      4. Rule 4: Put something back on the table
      5. Key points to remember
  15. Postscript
  16. About the Author
  17. Also by Roger Dawson
  18. Speeches and Seminars
    1. Audio CD and Video Programs
  19. Index