Closing the deal
Created By: fluid
Last Modified: 01/27/06
Summary: Negotiation Techniques: Turning "No" into "Where do I sign?"Some outstanding books for your business library.
The Gentle Art of Verbal Self-Defense at Work
Summary: Suzette Haden defines language as the power source that never fails you.
From: http://www.amazon.comVerbal Judo
Summary: The Gentle Art of Persuasion: George Thompson and the birth of a communications samurai
From: http://www.amazon.comGetting Past No
Summary: Negotiating Your Way from Confrontation to Cooperation.William Ury's book advocates joint problem solving.
From: http://www.amazon.comTongue Fu!
Summary: Author Sam Horn offers suggestions on How to Deflect, Disarm, and Defuse Any Verbal Conflict.
From: http://www.amazon.comHow to Disagree Without Being Disagreeable
Summary: How to Disagree Without Being Disagreeable : Getting Your Point Across with the Gentle Art of Verbal Self-Defense, by Suzette Haden Elgin
From: http://www.amazon.comLink: Breakthrough techniques to get past "NO"
Summary: Persistence and a strong belief in yourself and your product are requisites to closing the deal.
Link: Simple self coaching strategies
Summary: Some coaching strategies to assist you in 'reframing' yourself to influencde negotiation outcomes.
Link: The Five Step Approach
Summary: Follow these five steps to change your customer's point of view: listen, question, think, handle and check back.
Link: Anticipate customer objections
Summary: Being prepared for customer's questions takes the emotional punch out of negotations, enabling you to seemlessly progress through the process.
Link: Tips on handling objections in negotiations.
Summary: The top 3 winners in Miller Heiman's monthly contest offer personal etips on their business strategies.
