Unlocking Yes

INTRODUCTION PART I - PHILOSOPHY 1 Today's Economy and the Negotiation Marathon 2 Why Consultative Selling Integrates With Negotiation Planning 3 Good, Better, Best Negotiator 4 Create a Philosophy 5 How Effectively Does Your Sales Team Negotiate? 6 Ten Winning Sales Negotiator Traits 7 Four Powerful Words 8 Supercharge Your Sales Negotiation PART II - Exploration 9 High Value Questions...Invaluable 10 "Us & Them"...Ten Important Questions 11 Profit Through Disciplined Listening 12 True Genius In Reconnaissance 13 Brand Alignment And Its Influences In A Sales Negotiation 14 Define Objectives. Negotiate Like A Pro 15 Cash Is King...The Buyer's Market 16 Power SWOT Before Major Sales Negotiations 17 SWOT Competitors Before Negotiations 18 SWOT Your Customer Before A Sales Negotiation PART III - Relationships & Trust 19 Building Trust 20 Relationships Matter 21 E.Q. Versus I.Q. in Sales Negotiation 22 Reduce Stress...Save Energy 23 Reduce Conflict...Focus On The End Game 24 Smartly Withdrawing From A Sales Negotiation 25 The Value Of Storytelling 26 Tips For Handling Aggressive Negotiators 27 Sales Negotiation Traps To Avoid PART IV - Preparing To Close 28 From Better To Best 29 Why BATNA Is Such A Powerful Tool 30 Opportunity Sales Objections 31 Sales Negotiations, Plus Time, Equals More Money 32 Navigate The Bargaining Continuum 33 Use Smart Sales Negotiation Tactics 34 Beware Of Leaky Strategies 35 Negotiation Strategy...Is One Enough? 36 Limited Strategies Lead To Less Profit 37 The Importance Of Framing Sales Negotiations 38 Be Creative When Weak 39 Negotiating Via Mobile, Skype Or E-Mail 40 Negotiation Tips For Women In Business PART V - The Close 41 Managing Risk 42 Powerful Scripting and Un-Scripting 43 Credibility At The Negotiation Table Pays 44 Effective Trial Closes 45 Win More With Value Statements 46 Smartly Navigate Price Traps 47 Identifying And Navigating An Impasse PART VI - The Aftermath 48 The Value Of Post Mortem In Negotiations PART VII - 12 Negotiation Strategies 12 Buyer Negotiation Strategies Sellers Need To Know Strategy Summary FINAL THOUGHTS ACKNOWLEDGEMENTS REFERENCES INDEX