A methodology for holding your ground against tough customers.
Steve lives in Seattle with his two daughters, Maddy and Alexis, and a dog named Rocky..
His Negotiation expertise comes from his experience as a salesperson and sales manager and from helping his clients negotiate the sale of mining trucks, hospital contracts, financial services and microprocessor components.
About author(s): Steve Reilly works globally with Fortune 100 companies in the areas of sales, Negotiation and leadership. and vice versa. "You\'re Killing Me Here!" provides a straightforward and proven methodology for improving your Negotiation outcomes.
This book will make you a better salesperson by making you a better negotiator...
So how do salespeople hold their ground against tough negotiators? By having a process. but only When they have nothing to lose.
And they will play win-win...
Hard ball negotiators don\'t think about interests or relationships; they see sales people as replaceable, products as commodities and negotiations as transactions.
Sales people who approach zero-sum negotiators with a Win-Win approach are at a tactical disadvantage and frankly, will lose.
A methodology for holding your ground against tough customers
