We are all salesmen. I cringe at the idea of trying to sell anything to anyone, however the fact has been and will always be, if you are alive, you have to know to sell things, more than anything, these things are ideas, promises or yourself. Something I was not aware of was that there are very specific negotiating skills that can make or break any deal.

“The Secrets of Power Negotiating” by Robert Dawson is an absolute classic. It was given to me by a friend a few years ago and was the turning point in my business. It’s a 6 CD audio book, the first four cover most of what Dawson calls “Gambits”, or negotiating moves. It is rated very high on Amazon. Since I have looked at several negotiating books, this remains my favorite. It runs about $20.

It has helped me most by:

1. Teaching me to listen to my clients and what they want, instead of what I want. By focusing on the client, identifying their key points and addressing them, you know exactly how to make an offer they will want. These skill sets, when used properly aim for a win-win and makes selling so much easier.

2. It has taught me how to walk-away from potential clients by identifying a few warning signs. I am still a little uncomfortable turning clients down, but a very important part of the wedding photography business is to not book everyone who calls. I estimate I turn down about half of those who inquire.

If you are in any business which requires you to negotiate and haven’t listened to this audio book, you will thank yourself later. I cannot recommend it higher.