The Ultimate Sales Book: Master Account Management, Perfect Negotiation, Create Happy Customers

  • 5h 28m
  • Di McLanachan, Mo Shapiro, Peter Fleming
  • Hodder & Stoughton Ltd
  • 2021

From influencing and persuading to choosing a negotiating style and using NLP, THE ULTIMATE NEGOTIATION BOOK is a dynamic collection of tools, techniques, and strategies for success.

Discover the main themes and key ideas, and bring it all together with practical exercises.

This is your complete course in negotiation.


ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you're doing.

In this Book

  • Introduction
  • Creating the Right Environment
  • Researching Your Objectives
  • People and Places
  • Breaking the Ice
  • The Agenda
  • Conclude the Deal
  • Learning from Your Experiences
  • 7 × 7
  • Introduction
  • Preparation—A Hard Taskmaster
  • Negotiating Growth Through Partnering
  • Effective Influence in Negotiation
  • Making Proposals and Trading Concessions
  • Problem-Solving Through Consulting and Listening Skills
  • What If? – Closing Skills
  • Celebrating the Successful Outcome
  • 7 × 7
  • Introduction
  • What is Influence?
  • Conveying the Right Image
  • Becoming a Voice of Authority
  • Speaking the Language of Influence
  • Flexible Influencing
  • Proven Persuasion Techniques
  • 7 × 7
  • Introduction
  • What is NLP?
  • Identify Empowering and Limiting Beliefs
  • Recognize How We and others Represent the Information around Us
  • Use Precision Questions to Find Out What People Mean
  • Identify Different Communication Filters
  • Use the Six Levels of Change and Reframing
  • Increase Your Options
  • 7 × 7
  • Find Out More
  • Further Reading