Chapter 35

Developing Personal Power

Whenever you're in front of a buyer, you develop a feeling about how much power you have over this person. Sometimes it's a mild feeling of confidence that you can make the sale. “I feel lucky today,” you may be thinking. Sometimes it's much stronger and you feel that you have all the power and are sure that you can make the sale and not have to make any concessions to get it. Perhaps this is an objective feeling—you feel confident because you know that the buyer needs what you have. More often in sales, it's subjective—you feel it but you don't know why you feel it. In this chapter, I'm going to demystify that feeling. When you've finished reading this chapter, you'll understand where your personal power ...

Get Power Negotiating for Salespeople now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.