Negotiate to Close: How to Make More Successful Deals
Negotiate to Close is a complete program aimed at anyone who wants to dramatically improve his or her business. Whether you are a company president or salesperson, executive or general manager, this book will show you how to close more deals, and how to do it with greater profits each time. Let's face it - successful deals don't just happen.
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The False Assumptions That Hold
How Your Job Works Against You
Power Is What You Think It Is
The Power of Commitment
The Power of Wooing
The Power of Legitimacy
The Power of Time
Seek and Ye Shall Find
What s a Bargain?
Whats a Lousy Penny?
Building Profitable Deals That Stick
A Better Deal for Both Parties
The Longterm Belationshipfrom Both Sides
Negotiating a Price Increase
How the Buyer Helps You Find It
Countermeasures at Your Command
Satisfying Without Giving
Negotiating to Satisfy
Tactics to Watch Out For
The Sales Persons Bill of Bights
Amkey ANTHONY DOLLARS bargain better deal bogey boss budget buyer says buyer tactics buyer wants buyer's organization cents a pound Charlie Charlie Miller Charlie's close the sale commitment company's competition competitors concede concession cost cost analyst countermeasures deadline deliver delivery discount dollars dumb remarks Effective Negotiating engineers feel Ford Mustang forever-for-now Fortune 500 funny money garbage Gary Karrass give Hank hear home office important kind later listen longterm relationship look lowball lower price machine manager million mind Mustang Negotiating seminar offer okay percent pick power of legitimacy price increase price objection problem profit proposal Remember REVERSE AUCTION risk sales person salesman sell seller source of power Suppose sure talk tell There's things tion tit for tat told vendor week wooing