Negotiation is always part of the selling process and is a valuable skill that sales people need. Most selling courses focus on perfecting the sales pitch but
Power Negotiating for Sales People by
Roger Dawson focuses on how to negotiate successfully. You learn a step by step way to negotiate and learn the psychology behind it so you can always be in control in a sales meeting.
The author of
Power Negotiating for Sales People,
Roger Dawson, is an expert in negotiation has been a successful business man, speaker, and trainer. He has spoken for and trained many top companies and specializes in teaching professionals the skills they need to succeed in the business world. The main skill that
Roger Dawson focuses on is of course, negotiating for sales.
It doesn't matter if you're an executive, a manager, a salesperson, or in customer service, you need to learn how to negotiate. The first thing you need to know about
Power Negotiating for Sales People is that it Is not about manipulating people. The whole goal of negotiation is to meet with the person where both parties can come to a positive resolution.
The course breaks down how negotiation works so that you can understand the psychology behind it. This is the most important aspect of the course as it doesn't bind you to any script. You can learn what's happening behind the scenes and the reason why you're in the current situation. By understanding the psychology, you can move towards a positive resolution.
For sales people, they are always in some kind of negotiation. You may be trying to get the biggest sale from the customer while the customer wants the best deal. You are trying to convince the customer to buy when the customer is thinking that he doesn't really need what you are selling.
One of the biggest benefits of understanding negotiation is when you are about to make the sale. It seems like it's a done deal when the customer has expressed interest in making the purchase. However, this is where most sales people back off. With a few negotiation strategies, you can persuade the customer to agree to your terms of the sale. That means that you can upsell them, offer a financial deal that makes you more money, or even get them to agree to pay the price you want.
Power Negotiating for Sales People is a great course that goes through the strategies step-by-step. You'll learn some interesting things such as gambits to put a situation in your favor. You also learn how to negotiate in a manner where it's a win-win for both you and the customer. There are also techniques that make price a non issue, which is one of the biggest problems for sales people.
In conclusion,
Roger Dawson has created an eye opening course on negotiation that can be applied to sales. This is a solid course for sales people that want to get ahead and make more money out of their sales meetings. It has received positive reviews and is a course worth investing in.
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