Sales-Side Negotiation: Negotiation Strategies for Modern-day Sales People (From Great Moments in History) - Softcover

Patrick Henry Hansen

Softcover

ISBN 10: 1932908129 ISBN 13: 9781932908121

Publisher: Brave Publishing Inc, 2012

Synopsis

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 counter 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. Exercise Seller-Negotiator Power. Recognizing and Overcoming Tactics. Minimize Discounts. Prevent Unwarranted Concessions.

About this title

From the Author

Because a growing number of buyers are receiving negotiation training, there is a corresponding need for sellers to learn how to counter buyer negotiation tactics aimed at securing unwarranted discounts and unnecessary price allowances. It is no longer optional for sellers to neglect acquiring effective negotiation skills. Sales people proficient in negotiation build power, maintain higher profitability margins and WIN MORE SALES!

From the Inside Flap

Praise for Patrick Henry Hansen'sFrom Great Moments in History(tm) Series"Patrick's link between history and sales is very entertaining, but more importantly, very relevant to modern sales and marketing professionals. If you are interested in dramatically improving sales results, read these books." 
   --Dr. Stephen R. Covey, author of, The 7 Habits of Highly Effective People"These exciting books of superb selling methods and techniques, told against a vast panorama of historical events, are not only entertaining, they also show sales people specific ways to double their sales and double their income." 
   --Brian Tracy, author of, The Psychology of Selling"Patrick's use of history to teach modern methods of sales and marketing is remarkable--an inspiring, captivating read." 
   --Larry King, host, CNN's The Larry King Show"Patrick's understanding of sales, together with his wit, makes his book series extremely enjoyable and informative. I've been lucky enough to see some of his ideas applied to a sales organization. As a result, pipelines grew, morale improved and our sales team performed better than ever. I strongly recommend his books and training programs." 
   --Kyle Powell, Co-founder, Novell"Bravo... a maverick approach to sales and marketing. Patrick's use of history is engaging, interesting, and informative--a blueprint for sales and marketing success." 
   --Gerhard Gschwandtner, founder of Selling Power Magazine

About this edition

• Publisher: Brave Publishing Inc
• Publication date: 2012
• ISBN 10: 1932908129
• ISBN 13: 9781932908121
• Binding: Paperback
• Edition number: 4
• Number of pages: 276