Secrets of Power Negotiating for Salespeople Paperback – October 15, 2010

From Joe Catal: Author of Telesales Tips From The Trenches.This is a must read for sales people! Whether you sell by phone or face to face, this is the book you want. Whether you sell magazine subscriptions or million dollar machinery doesn't matter.Roger takes you step by step through just about every type of situation you can think of, and explains exactly how to deal with the person. Each chapter is short and to the point. There's no filler in this book. Not only will you learn what the customer is trying to do to you, but you'll also learn how to do it to the customer.This isn't about manipulating people or getting them to do things that are unethical, it's just making it a fair negotiation so you never get taken advantage of again. There's nothing worse then making a sale and knowing you gave your service/product away.Whether you're a business owner, manager or saleperson, you have to read this book. Like I said, each chapter is only a few pages long and can be read in about 10 minutes.You'll get exact responses to say back to the customer. No guessing! No grey areas! If you're in sales, you're a negotiator. This will be the only book you'll ever need on the subject. What you read today, you can apply today. No scientific theory! Just sound intelligent ideas. Great book Roger!

You are truly missing out if you are a business owner and you haven't read the book. Here is my story about the book:I purchased Roger's book "The Secrets of Power Negotitating" because a blogger I follow ( Ramit Sethi) highly recommended it. It was very interesting to read how people negotiated, I just couldn't put the book down.I run a kids clothing boutique on etsy:https://www.etsy.com/shop/BloomsNBugsBecause all my sales and purchases are online, there is not much scope of applying many of the techniques Roger taught in his book ( or so I thought). However, when one of my dresses sold after reading this book, I recalled one of the chapters - The best time to upsell something to a customer is right after they have made a purchase...a light bulb went off.I immediately sent my customer an email thanking them for the purchase and asking them if she would like to buy an accessory to go with the dress...and lo and behold! she said yes!I couldn't believe it!Since then I have sold many accessories just by writing an email after the purchase. I made back the price of the book within 2 sales. I can't even imagine what people who are in a direct sales business would be doing with this book.

Not a fan of this philosophy, if you can take it, do so.

Customers have learned to get creative when giving salespeople reasons they can not buy or commit to a purchase. The people who get bombarded by salespeople have gotten the most creative. They have learned what to sale to get someone off their back. This is a great illustration of the objections you get, why you get them and how to dig even deeper to uncover the real objection. Whether you're just starting out or have been in sales for over 15 years like I have, this is a great tool for anyone who likes to keep up with the changing world of sales.

I really enjoy reading this book. I'm in luxury sales and have read a lot of books on sales. I bought another negotiating book a while ago and it was a terrible read. This book has open my eyes to a higher level of strategy. I'm excited to start practicing and implementing these techniques. This is not to trick the clients but rather help them appreciate fully the value of your product and leave with the feeling of winning.

I learned a lot!

This book is much more than a guide to negotiating, it helps with client psychology and sales too. There are just so many great techniques expressed throughout the pages and I guess the best thing to do is just start by picking on and mastering the technique with clients. I haven't studied negotiations much in my sales career but I would certainly endorse this book as a great basic book on learning this important skill.

Good refresher book.

It's amazing .so much effort put in to bring everything we need to start with

Excellent book, it is very informative and a good read plus teaches you how to win at negotiations and is packed with information a good buy.