January 2019
Intermediate to advanced
256 pages
6h 2m
English
Content preview from Power Negotiating for SalespeopleBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Contents
Nothing Happens Until Somebody Sells Something—at a Profit!
Section One: The Importance of Negotiating
Chapter 1: Selling in the New Millennium
Chapter 2: Win-Win Sales Negotiating
Chapter 3: Negotiating Is Played by a Set of Rules
Section Two: Beginning Sales Negotiating Gambits
Chapter 4: Ask for More Than You Expect to Get
Chapter 6: Never Say Yes to the First Offer
Chapter 8: Playing Reluctant Seller
Chapter 9: Concentrate on the Issues
Section Three: Middle Sales Negotiating Gambits
Chapter 12: Avoid Confrontational Negotiating
Chapter 13: The Declining Value of Services
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.