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Book Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication ... Sales Teams and Professional Service People

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Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication ... Sales Teams and Professional Service People

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    Available in PDF - DJVU Format | Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication ... Sales Teams and Professional Service People.pdf | Language: ENGLISH
    Chris Merrington(Author)

    Book details


Are you paid what you deserve by your clients? Learn to negotiate with your clients more profitably. This book will save you a fortune and maybe even make you a fortune. Its practical approach means you can apply the proven strategies in your business today. You will discover: How to confidently hold your price, how to say 'no' to clients while improving your relationship, how to negotiate higher fees and prices, how to handle unrealistic timescales and budgets, how to respond to 'you've got the business if you drop your price' and how to prepare for meetings with Procurement. Why Do Smart People Make Such Stupid Mistakes? is a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people.

This is great - more than a book on negotiation - it should be a bible for all agency account handlers. Inspiring and practical.--Tara Page, Client Services Director, Saatchi and Saatchi HealthMoving from supplier to partner should be the goal of any forward-thinking agency - the thoughtful and practical advice here can really help to make that goal a reality.--Phil Bartlett, General Manager, Torre Lazur McCann McCann World GroupChris Merrington knows his sector inside out and has great strategies, tools and approaches that actually solve the problems. And I know because I've tried them.--Martin Finn, Managing Director, EdComs

4.4 (4191)
  • Pdf

*An electronic version of a printed book that can be read on a computer or handheld device designed specifically for this purpose.

Formats for this Ebook

PDF
Required Software Any PDF Reader, Apple Preview
Supported Devices Windows PC/PocketPC, Mac OS, Linux OS, Apple iPhone/iPod Touch.
# of Devices Unlimited
Flowing Text / Pages Pages
Printable? Yes

Book details

  • PDF | 208 pages
  • Chris Merrington(Author)
  • Ecademy Press (21 Mar. 2011)
  • English
  • 8
  • Business, Finance & Law

Read online or download a free book: Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication ... Sales Teams and Professional Service People

 

Review Text

  • By SG on 10 August 2017

    Very good book. Useful insights.

  • By Roderick Sloane on 31 March 2011

    I really like this book. From the cover and clever title. The 23 pages on negotiation principles are worth the price of the book alone. Especially head for page 57.I like the author's take on saying No. Do you and your agency say no enough.Chris Merrington has written a cracker. Go and grab your copy, get one for your mates too.

  • By Jono Oswiin on 23 January 2012

    This is a fantastic read and would grace the bookshelves of any director or manager who has to deal with client/customer relationships. It is written in an easy, jargon free style in a way that provides practical insights that are genuinely helpful from the moment you put the book down. Clearly Chris has 'been there, done that' and this book allows us all to benefit from his experiences. I thoroughly recommend you buy a copy and keep it with you for reference at all times.

  • By Stephen Conway on 11 June 2012

    I received this book from Amazon on Friday and wanted to read the first chapter to see what it was like....I could not put it down. It is outstanding. Packed to the brim full of useful insight and very helpful day to day negotiation tactics and strategies for dealing with clients. This is a "MUST" read for anyone who wants to improve what they are doing and increase profitability for their business when dealing with profit vampires!! Excellent... 10 out of 10!!

  • By John Hotowka on 25 June 2011

    Chris Merrington is MISLEADING. He says this book was written with marketing and communication agencies, sales teams and professional service people in mind... it is. He forgot to mention It's also useful for anyone who has to negotiate fees, eg small business owners. If you're business involves negotiating fees with a client/customer then you'll find the insights, hints and tips as invaluable as I did. In particular I found useful the ways of handling how and when to increase your fees, how to price your offering profitably and (my favourite) the power of asking high quality questions as well as dealing with `awkward' questions such as, `How Much??!?!?!'The book is very well written with clear objectives at the beginning of each chapter so you know what to expect and going to learn. It's humorous and easy to read. I know the book, for me, has been a great investment and will pay for itself many times over... and I mean MANY times over.

  • By Michael Sims on 5 January 2012

    I have never attended one of Chris' courses but have heard always great things about them from colleagues. I have just finished reading "Why Do..?" and had a particular forthcoming annual fee negotiation in mind while reading it.Chris writes in a very simple, easy-going style and when negotiations cloud over with complexity and all the associated pressure you want someone like Chris to remind you to keep to the basic principles and give you tips to avoid the possible pitfalls.Definitely worth re-reading each time you enter the negotiation process.

  • By CharismaNikki on 5 July 2014

    Really easy to read and packed with plenty of practical tips to generate more sales. Clear and useful. As someone who has been in sales for 30 years I picked up some great new tips.


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