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Secrets of Power Persuasion for Salespeople
Secrets of Power Persuasion for Salespeople, now available in paperback as well as hardcover, is a powerful, easy-to-read book that delivers scores of proven, effective methods and techniques you can use immediately to achieve the power and influence over buyers you desire. This book helps you master the art of persuasion, in turn helping your sales and profits grow.
- GenresBusiness
288 pages, Paperback
First published October 1, 2002
About the author
Roger Dawson
93 books60 followersRoger Dawson is one of the country’s top experts on the art of negotiating—SUCCESS Magazine calls him “America’s Premier Business Negotiator.” As a full-time speaker since 1982, Roger has travelled the world to teach business leaders how to improve their profits using his Power Negotiating techniques. He resides in La Habra Heights, California.
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Displaying 1 - 4 of 4 reviews
December 17, 2018
This book suggests that the key to successful selling is persuasion. In order to convince the buyer, you must believe in your product or service with enthusiasm. By bonding with the customer, you create a personal relationship and this encourages people to buy from you. You can help the buyer believe in your by having a set of values and standards that do not vary.
The book goes on to provide ways to help with persuasion. You can utilize scarcity and time pressure. If the person expresses negative emotions, get the customer to express them. By getting them out into the open, you can better address the issues that the customer has. Look for the buyers motivations so that you can adapt your presentation to their interests. The book ends by giving methods of being a power persuader. These attributes include having charisma, showing a sense of humor, and the ability to remember people.
The book goes on to provide ways to help with persuasion. You can utilize scarcity and time pressure. If the person expresses negative emotions, get the customer to express them. By getting them out into the open, you can better address the issues that the customer has. Look for the buyers motivations so that you can adapt your presentation to their interests. The book ends by giving methods of being a power persuader. These attributes include having charisma, showing a sense of humor, and the ability to remember people.
August 10, 2025
There's a huge advantage for salespeople who go beyond their sales pitch and probing questions. Arguably, persuasion is their business, and not all persuasion books are equal.
You'll see, although it's fun to apply existing research to your field, it takes time, monetary resources, and effort to understand how it works for you.
Robert Dawson provides you with elements you can apply tomorrow, if you wish. The book is part of a high-quality sales library.
You'll see, although it's fun to apply existing research to your field, it takes time, monetary resources, and effort to understand how it works for you.
Robert Dawson provides you with elements you can apply tomorrow, if you wish. The book is part of a high-quality sales library.
May 21, 2014
I was surprised by how impressed I was by this book. It started off like it was going to be just another rah-rah business book, but this book has depth. From ways to project charisma, to how to remember names and even resources like the different types of jokes, there is a lot of great content here.
This book is for anyone who wants to see the sales and persuasion techniques that are well-thought through.
Here is a great quote, though not even typical of the best stuff in here, it just one of the first I have transcribed:
"Neophyte sales people believe that the buyer is rewarding them by giving them an order. If you think that way, you are probably communicating meeting this to your prospects. Superstar salespeople project that the buyer is fortunate to have them there to solve their problems and serve them better."
This book is for anyone who wants to see the sales and persuasion techniques that are well-thought through.
Here is a great quote, though not even typical of the best stuff in here, it just one of the first I have transcribed:
"Neophyte sales people believe that the buyer is rewarding them by giving them an order. If you think that way, you are probably communicating meeting this to your prospects. Superstar salespeople project that the buyer is fortunate to have them there to solve their problems and serve them better."
Read
January 10, 2018"There's no reason to feel rejection personally because don't all buy" (21).
"The more you can convince customers how hard you're going to work for them, the less they can make the case that they're rewarding you by giving you an order" (21).
"The answer is that you should dress well enough that you don't appear to need the sale to survive, but not so well that the buyer can't relate to you. That's where top-quality clothing comes in. It has a quiet elegance about it" (48).
"When you back away a little bit from the initial demand, you actually create an obligation in the mind of the buyer. You've made a concession to the other side and therefore he or she should make a reciprocal concession to you" (61).
"Scarcity increases the value and makes you want to act quickly" (73).
"The longer you give the buyer to think about it, the less chance you have of getting what you want" (77).
"Once we associate one thing with another, it's very hard to break that association" (93).
"Buyers react more favorably to a proposal when they're doing something that they enjoy, such as eating, golfing, skiing, or sailing" (93).
"If you can get someone to take even the smallest stand on something, you can build on his desire to remain consistent with the previous position" (107).
"If we accept that the least charismatic person is the one who's most self-centered, we understand that charismatic people are those who have learned to expand their center. Their mental vision of their world has expanded to include all the people with whom they come in contact. Charismatic people are just as sensitive to the emotions of the people around them as they are to their own emotions. That's what makes people so charismatic" (172).
"Treat everyone you meet as if he or she is the most important person you'll meet that day" (173).
"When you shake people's hands and look into their eyes, make a mental note of the color of their eyes. Making this a habit not only forces you to look into their eyes, but it also puts a twinkle into your eyes. It creates a special moment of interaction with the buyer" (176).
"The charismatic Power Persuader has learned to center on the buyer, not on himself or herself. Expressing the empathy he feels has become a natural part of who he is" (183).
"The more you can convince customers how hard you're going to work for them, the less they can make the case that they're rewarding you by giving you an order" (21).
"The answer is that you should dress well enough that you don't appear to need the sale to survive, but not so well that the buyer can't relate to you. That's where top-quality clothing comes in. It has a quiet elegance about it" (48).
"When you back away a little bit from the initial demand, you actually create an obligation in the mind of the buyer. You've made a concession to the other side and therefore he or she should make a reciprocal concession to you" (61).
"Scarcity increases the value and makes you want to act quickly" (73).
"The longer you give the buyer to think about it, the less chance you have of getting what you want" (77).
"Once we associate one thing with another, it's very hard to break that association" (93).
"Buyers react more favorably to a proposal when they're doing something that they enjoy, such as eating, golfing, skiing, or sailing" (93).
"If you can get someone to take even the smallest stand on something, you can build on his desire to remain consistent with the previous position" (107).
"If we accept that the least charismatic person is the one who's most self-centered, we understand that charismatic people are those who have learned to expand their center. Their mental vision of their world has expanded to include all the people with whom they come in contact. Charismatic people are just as sensitive to the emotions of the people around them as they are to their own emotions. That's what makes people so charismatic" (172).
"Treat everyone you meet as if he or she is the most important person you'll meet that day" (173).
"When you shake people's hands and look into their eyes, make a mental note of the color of their eyes. Making this a habit not only forces you to look into their eyes, but it also puts a twinkle into your eyes. It creates a special moment of interaction with the buyer" (176).
"The charismatic Power Persuader has learned to center on the buyer, not on himself or herself. Expressing the empathy he feels has become a natural part of who he is" (183).
Displaying 1 - 4 of 4 reviews