Chapter 37

Win-Win Sales Negotiating

To complete this course in Power Sales Negotiating let's talk more about win-win negotiating. Instead of trying to dominate buyers and trick them into doing things they wouldn't normally do, I believe that you should work with buyers to work out your problems and develop a solution with which both of you can win. Your reaction to that may be, “Roger, you obviously don't know much about the kind of selling that I do. I live in a dog-eat-dog world. My buyers don't take any prisoners. They eat their young. There's no such thing as win-win in my industry. When I'm selling I'm obviously trying to get the highest price I possibly can, and the buyer is obviously trying to get the lowest possible price. How on earth ...

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.