Red-Hot Sales Negotiation: Everything You Need to Know to Close Deals, Build Relationships, and Create Win/Win Outcomes

Red-Hot Sales Negotiation: Everything You Need to Know to Close Deals, Build Relationships, and Create Win/Win Outcomes

Red-Hot Sales Negotiation: Everything You Need to Know to Close Deals, Build Relationships, and Create Win/Win Outcomes

Red-Hot Sales Negotiation: Everything You Need to Know to Close Deals, Build Relationships, and Create Win/Win Outcomes

Synopsis

Negotiation is a key skill for all salespeople. Great sales professionals need to be able to counter clients who are naturally trying to get rock-bottom prices, but at the same time maintain a good relationship, so the client will want to do business with them again. Negotiation is more than just closing a sale. It's the art of continuing a partnership that is successful for both parties. Red-Hot Sales Negotiation provides practical tips and strategies to help salespeople:

• prepare in advance

• ask Power Negotiation Questions to instantly draw out useful information

• learn the difference between the customer's "positions" (what they're asking for) and the customer's "interests" (what they really want)

• find a "win-win" solution.

Red-Hot Sales Negotiation is a vital resource that enables readers to perfect their negotiation skills and take their sales into the stratosphere.

Excerpt

Before you get started, we want to give you our perspective on what makes this book different.

First, this book is different because it is written by two great sales professionals, not one. My name is Paul Goldner, and I have been in sales since 1983, first in a computer training company that I founded, and now in a global sales training organization that I cofounded with my coauthor and partner, Peter McKeon.

I was able to grow my first company from zero in sales and $3,000 in working capital to one with $100 million in sales in just twelve short years. We were the second largest company of its type in the world.

During that period, I negotiated many a sale. There were times that I was very successful, and there were times that I was not. the good news for you is that I will share both my winning and learning (losing) experiences with you. You can learn from both.

My mistakes cost me plenty. You, on the other hand, can save yourself the agony of learning the hard way by simply reading on.

My partner and coauthor, Peter McKeon, is also a great sales professional. Peter has a great deal of experience to share as well. He is recognized throughout the Asia Pacific area as the most down-to-earth . . .

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