Sales Side Negotiation : Negotiation Strategies For Modern Day Sales People - B2B Negotiating Techniques for Sales Professionals. Improve Margins, Reduce Discounting. (Selling Strategies From Great Moments In History, Volume 4)

by Patrick Henry Hansen

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Product Description
Sales-Side Negotiation - What does it take to be a successful negotiator? What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments to teach modern negotiation principles--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's couter tactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more. Beginning each chapter with a captivating historical event, Sales-Side Negotiation both informs and entertains. --------- About the Author - Patrick Henry Hansen is one of America's top business speakers, a best-selling author, radio talk show host, and foremost authority on sales methodology, presentation strategies, and sales-side negotiation. His firm, Patrick Henry & Associates, provides corporate trainings and conducts sales and marketing retreats for managers, directors, and executives. ------- Comments from Readers: Sales-Side Negotiation is the most detailed treatment of sales-side negotiation I've ever read. I've prided myself on my negotiation skills in sales. This book took my negotiation skills to a new level. How? Hansen clearly identifies and categorizes the types of buyers we all encounter and more importantly, the tactics they use. Responding to these tactics is NOT intuitive. It requires practice, training, and deliberate strategic planning. Hansen equips the reader with the specific counter-tactics to handle the most difficult buyer-tactics. Heather Bryce, Dir. of Sales, Brave Baby Autographed Copy.

All Customer Reviews
Average Customer Review: 5 out of 5 stars

1 of 1 people found the following review helpful:

5 out of 5 stars

Finally!, 2007-04-19
This is the first book on negotation strategies that I have ever found that really addresses negotiation from the sales side. There is a full section in the book that completely defines and analyzes every possible buyer negotiation tactic, and then lays out the best seller counter-tactic to deal with it. Brilliant! I wish I had this years ago.

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