Selling Through Negotiation: The Handbook of Sales Negotiation - Softcover

Smith, Homer B.

Softcover

ISBN 10: 0814477070 ISBN 13: 9780814477076

Publisher: Amacom Books, 1988

Synopsis

How to add negotiation strategies to your present selling skills to win more sales. How to cope with buyers who have been trained to squeeze lower prices and more concessions from salespeople. 24 tactics buyers use on salespeople to get concessions and how to cope with each one. How to plan negotiation strategies using checklists and worksheets provided. 19 techniques for handling buyer resistance. 18 strategies for handling requests for concessions. 8 trade-offs to ask for in exchange for a concession. 7 ways to save a sale when you cannot lower a price.

About this title

From the Publisher

Today's professional salespeople must be negotiators as well as persuaders and motivators. Until this book was written, they did not have a good source of information on sales negotiation since existing books and courses on general negotiation are primarily structured for buyers and how they can get better deals from sellers. Homer Smith, President of Marketing Education Associates and past president of the prestigious National Society of Sales Training Executives, agreed to write a book on negotiation from the salesperson's position with the help of other members of the Society. The book was immediately welcomed by sales and marketing executives for training their salespeople in negotiating skills in order to cope with professional buyers . The Society provides copies to its members and their salespeople. The author is currently Editor of the popular subscription bi-weekly bulletin for salespeople, Master Salesmanship.

Edition details

• Publisher: Amacom Books
• Publication date: 1988
• Language: English
• ISBN 10: 0814477070
• ISBN 13: 9780814477076
• Binding: Paperback