PDF Download You're Killing Me Here!: When Win-Win Negotiation Doesn't Work, by Steve Reilly
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You're Killing Me Here!: When Win-Win Negotiation Doesn't Work, by Steve Reilly
PDF Download You're Killing Me Here!: When Win-Win Negotiation Doesn't Work, by Steve Reilly
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A methodology for holding your ground against tough customers. Sales people who approach zero-sum negotiators with a win-win approach are at a tactical disadvantage and frankly, will lose. Hard ball negotiators don't think about interests or relationships; they see sales people as replaceable, products as commodities and negotiations as transactions. And they will play win-win... but only when they have nothing to lose. So how do salespeople hold their ground against tough negotiators? By having a process. "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... and vice versa.
- Sales Rank: #1773512 in Books
- Brand: Steve Reilly
- Published on: 2009-08-01
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .28" w x 6.00" l, .39 pounds
- Binding: Paperback
- 122 pages
- Great product!
About the Author
Steve Reilly works globally with Fortune 100 companies in the areas of sales, negotiation and leadership. 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. Steve lives in Seattle with his two daughters, Maddy and Alexis, and a dog named Rocky.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Is that your Best and Final offer?
By J. Schwartz
This is a terrific book on the perplexing and sometimes uncomfortable process of negotiation. Instead of treating the art of the deal as an abstract concept, Steve Reilly details every step of the negotiating process in a comprehensive but lucid manner, from introducing yourself to ending a deal on your own terms. I promise you that you will not have a single "What if?" in the art of negotiation that is not addressed in this book. Steve provides dozens of applicable real-life examples that make the material incredibly easy to connect with and recall for later use, whether it be for a career in sales or everyday transactions (See "The Rocky Story"). As a college student trying to get the most out of my dollar and about to enter the business world, I cannot recommend this book highly enough.
1 of 1 people found the following review helpful.
A very useful, entertaining and practical book that helps answer all the questions I still had about negotiation!
By J. Bergl
Steve Reilly has done a super job at providing us with a very useful, informative, entertaining and practical guide to negotiating with tough buyers. I work in the IT industry and although we are constantly encouraged to demonstrate the value to customers, even the best value proposition in the world, doesn't prevent hard-ball buyers that just 'wont budge'.
This book provides a great insight into the step by step process a seller should follow in order to come away with a profitable deal. There are real life examples which I think every seller can relate to and it's a very pleasant contrast to many of the theoretical books out there. It is easy to read and difficult to put down!
Strongly recommended for any salesperson looking to improve their negotiation tactics!
1 of 1 people found the following review helpful.
Finally, a negotiation book for Sales Professionals
By Steven P. Johnson
Finally, a book on negotiation skills that is targeted specifically to sales professionals that deals with tough negotiators. I have had the privilege of observing Steve in the classroom where many individuals have benefited from what they have learned in his interactive and practical workshops. I am thrilled that he is sharing his methodologies and practical tactics in his newest book, "You're killing me here". This is a great book that I would recommend to sales people and to anyone who negotiate the "stuff of life" on a daily basis.
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