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This text is written specifically for businesses who must maintain their margins in the face of lower-priced competition. It offers salespeople, sales managers, marketing managers, and small business owners an arsenal of stratagems and techniques to ensure that they get what they want. It is packed with insider secrets on how to sell at prices higher than the competition. Readers can learn how guerrilla negotiating differs from typical negotiation, reasons why skills that usually make a salesperson great will ruin them in a negotiation, the most common mistakes made in negotiation, 100...

Covering the various aspects of the selling process in considerable detail, from the basics of organizing an office through to prospecting, selling and follow-up, this book encompasses state-of-the-art selling weapons, including behavioural psychology. Mindmaps are used to outline the psychological dynamics of a sales call, and to introduce the reader to the concept of subliminal selling. The book also covers the use of technological advances such as modem, fax and voice mail to increase sales.