Roger Dawson, a top speaker and writer on negotiation and persuasion, has written, in fact, a very persuasive book. Solid research that identifies effective sales strategies and explains why they work sets Dawson's book apart from many other volumes on sales techniques - even when his advice is repetitive. He warns you away from manipulation, though he doesn't hesitate to use some forms of it, along with psychological insight, time pressure, friendship, subliminal messages and outright emotion to persuade clients to buy. Dawson writes in an easy-to-read, breezy, yet authoritative style and includes tricks, techniques, clever anecdotes and chapter summaries. The book is as well organized as a speech in which Dawson tells you what he is going to say, says it and then tells you what he just said. getAbstract recommends this book to people who want to sell better, and who have the starch to use intense powers of persuasion.
In this summary, you will learn
- How to make more sales using persuasion;
- How to understand buyers better and get them to respond; and
- How to be a "power persuader."
About the Author
Roger Dawson, an expert on the art of negotiating and persuading, wrote The Secrets of Power Negotiating and Secrets of Power Negotiating for Salespeople, as well as many other books, audiotapes and videos. He has been a full-time speaker for 20 years, and has trained executives, managers and salespeople throughout the U.S., Canada and Australia.