The First Negotiation Book by Salespeople, for Salespeople
Yukon founder Ron Lambert and senior vice president Tom Parker have teamed up to write the definitive sales negotiation book. Is That Your Hand in My Pocket? is the first and only negotiation book that addresses the specific challenges faced by today's sales professionals.
Based on the tools from our popular Negotiate4Profit workshop series, this sales negotiation book applies best practices from business, international diplomacy and behavioral science to sales and sales management. Our techniques have been proven with our corporate clients on six different continents, saving those clients over $2 billion and counting.
Real-World Advice for Sales Negotiation
Is That Your Hand in My Pocket? makes an excellent refresher for those who have attended our sales negotiation workshops. Like our class, the book approaches its subject matter in a real-world, matter-of-fact manner. Lambert and Parker reinforce the content with anecdotes from their experience - training thousands of sales professionals over a combined 50 years.
This sales negotiation book helps readers to close deals at higher margins, with less effort, in a more collaborative manner. Features include:
- Chapters on planning, recognizing and reacting to buyer tactics, important nonverbal signals, how to get power in negotiations, and much more
- An assessment at the end of the book to help readers determine how much they have retained
- Even a bonus chapter on how to buy a car
Praise for Our Sales Negotiation Book
Here's what people are saying about Is That Your Hand in My Pocket?:
"This important book contains techniques designed to help you sell at higher margins, use counter-tactics against typical buyer strategies, streamline your negotiations and allow you to clinch that important deal. You'll also learn how to recognize negotiation styles (yours and theirs), deal with buyer tactics, read nonverbal signals, understand gender differences in negotiation, employ a team for maximum impact and use creativity to break deadlocks."
- Kirkus Reports
"This book is not theoretical. Instead, it is packed with very practical, easy-to-understand ideas and strategies, designed to give today's sales professionals a fighting chance. Every chapter contains many illustrations taken from the experience of the authors and includes a series of helpful tips. In addition, many of the chapters conclude with a summary of the key ideas, making it easy to use as a resource for review prior to a sales call."
- Mark Howell, Review CEO-Blog
"In a series of chapters crammed full of practical hands-on advice for negotiating successfully, the authors move from basic negotiation styles to tactics for getting results from even the most difficult prospect."
- Wayne Hurlburt, Blog Business World
How to Purchase
"Is That Your Hand in My Pocket?" is available at Barnes & Noble, Borders, Amazon, Books-A-Million and other bookstores. For more information, please visit www.yourhandinmypocket.com.