Negotiating Sales
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816094
Table of contents: title: Content; title: 1. Overview of the Ebook; title: 1.1. Introduction; title: 1.2. Negotiating Sales and the Basic Sales Process; title: 1.3. Before Negotiations Begin; title: 1.4. Guidelines for Successful Negotiation; title: 1.5. Strategies for Overcoming Objections; title: 1.6. Strategies for Getting to Agreement; title: 1.7. After the Negotiation; title: 2. Negotiating Sales and the Basic Sales Process; title: 2.1. Introduction; title: 2.2. Skills Negotiating with Customers Requires; title: 3. Before Negotiations Begin; title: 3.1. Introduction; title: 3.2. Understand Any Objections Raised; title: 3.3. Quantify Value; title: 3.4. Adopt the Correct Attitude; title: 3.5. Know Your Ultimate Conditions; title: 4. Guidelines for Successful Negotiation; title: 4.1. Introduction; title: 4.2. Demonstrate Respect; title: 4.3. Reaffirm the Value Statement; title: 4.4. Define the Problem; title: 4.5. Collaborate; title: 5. Strategies for Overcoming Objections; title: 5.1. Introduction; title: 5.2. Get to It First; title: 5.3. Silence is Golden; title: 5.4. Thank Them; title: 5.5. Empathize; title: 5.6. Overcoming Common Objections; title: 6. Strategies for Getting to Agreement; title: 6.1. Introduction; title: 6.2. Positional Negotiators; title: 6.3. Asserting Their Own Position; title: 6.4. Attacking Your Ideas; title: 6.5. Attacking You; title: 6.6. Using a Third Party; title: 6.7. Changing the Paradigm; title: 7. After the Negotiation; title: 7.1. Introduction; title: 7.2. When Agreement Is Reached; title: 7.3. When No Agreement Is Reached; title: 7.4. Alternatives; title: 7.5. Making Your Agreement Last; title: 8. Resources