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    Get to YES! The subtle art of persuasion in the sales and negotiation process
    Get to YES! The subtle art of persuasion in the sales and negotiation process
    Get to YES! The subtle art of persuasion in the sales and negotiation process
    Ebook72 pages56 minutes

    Get to YES! The subtle art of persuasion in the sales and negotiation process

    By Bob Hooey

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    About this ebook

    If you want to be consistently successful and persuasive in the sales or negotiation process you need only understand and apply some simple ideas. Make it simple, keep your focus, and work through to a positive result that works for all parties.

    As a sales professional or negotiator:

    You will be more effective, when you are sensitive and aware of the real needs, motivation and position of your client.

    You will be more powerful, when you are clear about your own needs, motivation, position and what you bring to the table.

    You will be more persuasive when you learn to actively listen, state your case with clarity and confidence.

    We need to explore ways of being more effective with our time which will free up our energy and resources for our most important goal - finding, negotiating with, selling, and retaining our clients.

    To be effective in sales and business, you must deal with three areas.

    Pain
    Gain
    Sustaining

    To the degree that you work with your clients to take care of these areas your profitability and long term viability will be impacted. If we help people deal with their pain - will they need us when it's gone? Helping them to gain offers a bit more opportunity to serve. But if you can work with them thru the pain, help them gain and then take them thru to helping them grow and sustain growth you will become a major part of their team.

    LanguageEnglish
    PublisherBob Hooey
    Release dateOct 3, 2011
    ISBN9781465976147
    Get to YES! The subtle art of persuasion in the sales and negotiation process
    Author

    Bob Hooey

    Bob 'Idea Man' Hooey, CKD-Emeritus, Accredited SpeakerAuthor, Business Success Catalyst, and International SpeakerIf you are in leadership, sell for a living, or depend on your ability to persuade for your success... Canadian Ideaman, Bob Hooey can give you the 'Alberta Advantage' in hosting a successful meeting or conference, in building a successful career, in selling more, or in successfully leading your organization to the next level.Protect your conference investment - leverage your training dollars. Call NOW to engage Canada's Ideaman, Bob Hooey and his profitable, innovative Ideas At Work! for your company, convention, or association. Ideas At Work! - Strategies to Success!Bob's humorous, interactive, conversational and, sometimes provocative style inspire his audiences across North America and around the globe. As a business, leadership, team and sales success expert, as well as a prolific author, Bob's innovative development programs have successfully helped thousands of leaders and professionals dramatically and profitably increase their effectiveness.Bob 'Idea Man' Hooey will help you inspire, equip, and lead your meeting's audience, association, sales team, or company to greater success! Bob is committed to helping leaders build more effective teams; and sales teams become sales leaders.

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      Book preview

      Get to YES! The subtle art of persuasion in the sales and negotiation process - Bob Hooey

      Get to YES!

      The subtle art of persuasion in the sales and negotiation process

      When you want to convert someone to your point of view, you go over to where he is standing, take him by the hand (mentally speaking), and guide him. You don't call him dummy; you don't order him to come over to where you are. You start where he is, and work from that position. That's the only way to get him to budge. Thomas Aquinas

      By Bob ‘Idea Man’ Hooey

      "To get to the Promised Land, you need to negotiate your

      way through the wilderness."

      Herb Cohen

      *****

      Copyright and License Notes

      Smashwords Edition

      Get to YES!

      The subtle art of persuasion in the sales and negotiation process

      Bob ‘Idea Man’ Hooey

      Copyright 2011 Bob ‘Idea Man’ Hooey

      All rights reserved worldwide. No part of this publication may be reproduced or distributed in any form or by any means or without permission in writing from the publisher. Segments of this e-publication were originally published as articles and/or parts of other workbooks and program materials and are included here by permission of the publishers and authors.

      Unattributed quotations are by Bob ‘Idea Man’ Hooey

      Smashwords Edition, License Notes

      This eBook is licensed for your personal enjoyment and education only. This eBook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy.

      Thank you for respecting the hard work of this author.

      ISBN: 978-1-4659-7614-7

      *****

      Acknowledgements, warnings, and disclaimers

      A very special dedication of this piece of myself, to the two people who meant the most to me, my folks Ron and Marge Hooey. Sadly, both my parents left this earthly realm in 1999. I still miss your encouragement and love. I was blessed with the two of you in my life.

      To my amazing wife and professional proof reader, Irene, who loves, encourages, and supports me in my quest to continue sharing my Ideas At Work! across the world. Thank you seems so inadequate for your work in helping make my writing better!

      My thanks to the many people who have encouraged me in my growth as a leader, speaker, and engaging trainer in each area of expertise including sales and negotiation. My thanks to a select few friends for your ongoing support and constructive abuse. You know who you are.

      We have not attempted to cite in the electronic text all the authorities and sources consulted in the preparation of this manual. To do so would require much more space than is available. The list would include departments of various governments, libraries, industrial institutions, periodicals, and many individuals. Inspiration was drawn from many sources in the creation of this electronic text.

      Warning—Disclaimer

      This electronic book (manual) is written and designed to provide information on more effective sales and negotiation. It is sold with the explicit understanding that the publisher and author are not engaged in rendering legal, accounting, or other professional services.

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