the New Standards

The practical book

of sales and negotiation

There is the book that every trader has been waiting for!
Sales and negotiation methodology developed in practice!

The book contains a description of negotiation tactics and methods of conducting sale talks. The author illustrates the methodology with examples of specific statements, which is the strength of this publication. He presented the methodology, focusing on the effectiveness of salesman's activities.

The author of this book is Tomasz Krawczyk, our company's Content Director, a professional negotiator, trader, sales manager with practice since 1994. He presented the essence of the methodology of effectiveness achieving in the book.

Tomasz Krawczyk describes the methodology of sales and negotiation together, as one area of skill, what is not common in the literature. He accent's that:

  It is difficult to negotiate effectively without skills of sell and it is difficult to successfully finalize a sale conversation without understanding the principles and methods of negotiation.  

ABOUT THE AUTHOR:
Tomasz Krawczyk - introduced companies to new markets by developing strategy and conducting physical trading activities as an independent trader. He has been hired to prepare companies for negotiations since 2002. As a negotiator and mediator involved to resolving disputes between companies or representing one of them in this process. The methodology of some products' sales developed by him was implemented in companies in Poland and other European countries.       more...

   Introduction (fragment)

The desire to knowledge is a disease that cannot be cured,
because curiosity increases with knowledge.
Cartesius

  The above thought of Cartesius reflects the nature of cognition and understanding. In the sphere of sales and negotiations - which are elements of human nature - curiosity increases as we learn next rules. The mechanisms of influence on the way of thinking, operating in a person and between two people, the philosophy and methodology of behavior resulting from them is the knowledge, which we want to constantly deepen by learning.

(...) Sales is a demanding profession. He requires the salesman to know techniques, methods, tactics on the one hand, and the ability to take care of the customer and ensure full satisfaction on the other way. It is ideal for anybody who likes people, wants to help them, and who like the technical side of dialogue. He challenges with every day, with each client, therefore he never gets bored. It is a hard profession because, similary to the case of sportsman, it requires training, discipline and permanently perfecting your own correct reflexes. At some moment, it becomes a life attitude. Who am I? I am a salesman.   

Tomasz Krawczyk

author Tomasz Krawczyk

Contents

Introduction

Chapter 1 - Correct attitude
     Psychological bases for positive relationships building with people
     Listening - meaning the understanding of words
     The sense of sales

Chapter 2 - Purchasing psychology and the resulting sales methodology
     Do we do it with our heart or mind?
     Understanding the needs
     Recognition of choice
     Taming the prices
     Impact on the senses in B2C

Where to buy?

The book is distributed by Ridero and can be bought at their bookstore.
soft cover
168 pages | format A5
price: 140,66 zł  (plus delivery costs)     

A book with the author's dedication !

Book available at Stainer Consulting:
hard cover
the autograph and author's dedication
168 pages | A5 format
price:   PLN  139,-  (the price includes the cost of courier delivery)

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