These are - Sixty two ways to negotiate a better deal, Handling objections closing the sale, the will to win, you've only got 4 minutes and Presenting for profit. These are my bibles to selling. I cannot emphasise how important it is to always read them, not only for inspiration, but also when I get stuck in a dead situation on a deal, sure enough one of these books will have the exact answer.

It was late last year when I was busy negotiating a large cooling project where your books helped conclude the deal for not only me but also my valued client making it a win-win situation. The process was well under way for the order to be placed, capex approved, and money ready, it was literally a case of the buyer signing the order. I thought this is just a matter of a signature. Not at all!

I had met this buyer some time ago on another project which never materialised, but did not know him well enough. It turned out to be a drawn out process with me having to go through the whole selling process again in minute detail. There was a lot of procrastination from his side which I could see as his way of showing authority even after he was told by colleagues not to sleep on it. (we have long lead times here). Eventually after 2 weeks of countless mails, calls and frustration, he finally gave in and sent me the order. This came finally after he wanted to change the payment terms to his benefit basically saying 'agree to it' and you will have the order in the next 10 minutes. What he was after certainly would not work for me on the initial payment (I pay for the goods up front). What I said was, telephonically, let me discuss this with the States and I will come back to you shortly. I knew now that the power had shifted to my side of the court as he was obliged to sign this order no matter what. I started getting a tremendous feeling of accomplishment. I deliberately waited for close to an hour planning my next move on how I was going to conclude this without upsetting him.

I then phoned back and said without any hesitation and very directly, I have just had Utah on the line and we can do this for you, I then ran through the new payment terms (which I could live with) during which I gave him no time to but in. At the end I said this is the absolute best we can do for you, are you happy with this now? He could see that I had spent a considerable amount of time for him and also I was making him feel important. I then stipulated the order had to be sent through now and the first payment was to be transferred in the next day for this to happen. That's fine he said without hesitation, please send me a mail with the agreed revisions and you will have your order now.

Apart from getting the order, which I knew would happen; it was an incredible experience in negotiation which was absolutely thrilling as the stakes were high for me. I was on a high for many days. Don't get me wrong though I have done many large deals but none as paralleled to your books as this one.

What I have found with all the selling I do, there is always a link to one of your books. I encourage other sales people always to read them. How easily we forget little things which can make the sales process so much longer.

Alex Adams