CHAPTER 4
Preparing for Negotiations
What we really need now is preparation and practice for action, and not just any action but a particular kind of hard, often risky, intricate value-based action.
Why Read This Chapter?
We will help you prepare for negotiations. We will give shape to the sales process by identifying the stages and phases of negotiation and explaining how you can positively affect the purchasing decision of customers even before meeting them. You will see how Sales Ethics can be extended and adapted to any sector and business environment.
The Stages of Customer Relationships and the Salesperson’s Power
Bookstores world over are full of sales manuals—at service stations and airports you ...
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