The Manipulation Trap: How to Deal with Would-Be-Difficult and Manipulative Buyers. A sellers Guide to Success and Sanity.

by Robert D. Rutherford

In the general field of sales, there are many popular and helpful books. Some deal with how to prospect, how to qualify your potential buyer, and how to close. Some deal with buyers gimmicks and ploys and suggested remedies. There are books on manipulation, assertiveness, intimidation, and working with difficult people. Few, if any, provide an in-depth look at the working premise of manipulation and how some less-than-forthright buyers use manipulation to get unwarranted advantage over the seller. The Manipulative Trap: How to Deal with Would-Be Manipulative Buyers defines a variety of behavioral and psychological aspects to handling manipulative buyers. It emphasizes the importance of the seller s mindset and attitude in dealing with manipulation and gives the seller step-by-step ways to identify, confront, and then eliminate the difficult buyer s manipulations. The reader will take away from this book a complete understanding and command of what to do when facing the manipulative buyer and become a much better salesperson in the process. One powerful and strategic mantra to employ in becoming a better salesperson in dealing with the manipulative buyer is: Don t let it be used against you, let it be used for you, or at minimum move to neutralize it. The it in this case is the buyer s ploys. The aim in dealing with the difficult and manipulative buyers ploys is to create the conditions that will consummate in an equitable buy sell negotiate transaction for all parties involved.

188 pages, Paperback

First published January 1, 2007