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Deal Makers - How intelligent use of contracts can help you sell more and deliver better

Tiffany Kemp

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Description for Deal Makers - How intelligent use of contracts can help you sell more and deliver better Paperback. If you've ever wondered why lawyers object to you offering clients your 'best endeavours', or whether 'time is of the essence' means anything more than 'get a move on', this title shows us how to use contracts to help us build stronger, more profitable relationships with our customers. Num Pages: 280 pages, Illustrations. BIC Classification: 1DBK; KJN; LAY; LNCJ. Category: (G) General (US: Trade). Dimension: 228 x 154 x 17. Weight in Grams: 468. How Intelligent Use of Contracts Can Help You Sell More and Deliver Better. 280 pages. If you've ever wondered why lawyers object to you offering clients your 'best endeavours', or whether 'time is of the essence' means anything more than 'get a move on', this title shows us how to use contracts to help us build stronger, more profitable relationships with our customers. Cateogry: (G) General (US: Trade). BIC Classification: 1DBK; KJN; LAY; LNCJ. Dimension: 228 x 154 x 17. Weight: 466.
In this straightforward look at how contracts are used in everyday business life, Tiffany Kemp shows us how to use contracts to help us build stronger, more profitable relationships with our customers.If you've ever wondered why lawyers object to you offering clients your 'best endeavours', or whether 'time is of the essence' means anything more than 'get a move on', you'll find this book an invaluable and very readable companion to your commercial negotiations. And if you've always considered legal and commercial to be the 'Sales Prevention Squad', you'll learn how they can become your greatest allies in closing and ... Read more

Product Details

Publisher

Ecademy Press Limited

Number of pages

280

Format

Paperback

Publication date

2013

Condition

New

Weight

468g

Number of Pages

280

Place of Publication

, United Kingdom

ISBN

9781908746733

SKU

V9781908746733

Shipping Time

Usually ships in 5 to 9 working days

Ref

99-10

About Tiffany Kemp

Tiffany Kemp lives in Berkshire with her husband, two children and dog. She discovered contract law in 1998, when she realised that the contract negotiations she was conducting in her sales role might be a bit more successful if she had a clue what she was doing. After trying without success to find a `contract law for non-lawyers' class at ... Read more

Reviews for Deal Makers - How intelligent use of contracts can help you sell more and deliver better

What a wonderful and hugely practical book. I have run my own business for 25 years but learnt so much from just the first few chapters! The quick summaries are extremely helpful for reminding you what to look for. This is a book that should permanently live on your desk, and be given as a ... Read moremust-have to anyone who touches your contracts.
Jo Haigh LLB AAT ACS CF, Corporate Financier, Partner FDS CFS Many sales people find contracts intimidating, or something to be avoided until the last moment. They are often hard to understand and full of unpleasant threats. Yet there are some who use contracts to establish competitive advantage and sustain positive relationships. This book will equip its readers to grasp these benefits, turning the contract and its negotiation into a tool for winning. Read it now!
Tim Cummins, President, International Association for Contract & Commercial Management Tiffany's book is like a Swiss army knife: it contains plenty of tools and you may find yourself using one of them every day. Resourceful sales people will soon have it in their pocket!
Anne Jeanpetit, Contracts and Negotiation, Microsoft There are many books on the art and science of selling, but whilst hooking the fish is one thing, landing the catch is another. In this book Tiffany aims high and delivers pragmatic guidance on securing the contract and building relationships, both within an organisation and with its customers. She does not shy away from explaining notoriously knotty issues such as limitations of liability and contract indemnities. In her inimitable and open style, Tiffany draws on her experience to convey the messages in a remarkably concise, clear and memorable way. Lawyers, both in-house and external, would be well advised to encourage their clients' sales team to read and digest this!
David Berry, Partner, Charles Russell LLP In my role I have an increasing level of responsibility for the agreement of our contracts. Before reading this book I felt I understood the contractual terms involved but was aware that I didn't have a great depth of knowledge regarding the cause and effect of each one. The book certainly helped on that front, but its greatest value to me was in setting out how useful an understanding of contracts, and the actual document itself, can be in the sales process, as opposed to a necessary evil that will only cause problems when you thought the end was in sight. The clarity and logical sense this book applies to each aspect of the contract document made it both an enjoyable and enlightening read.
Daniel Hosking, Account Director, Questers Group I thought I knew this stuff, until I started reading. This book was a great refresher in parts, filled in some gaps and exploded some myths. As someone who has to manage the tensions within bid teams, as well as with external parties, I can see me handing this out as a form of `marriage guidance'.
Liz Benison, President, UK AND IRELAND, CSC A concise and user-friendly introduction to dealing with Business Contracts in laymen's language. Invaluable for anyone involved in the contract negotiating process, helping them to decide when external legal advisors need to be involved and how much can be safely dealt with internally. Lots of useful summaries and all the key issues are covered in a clear, easy to read manner.
Peter Lingham, Managing Director, The NAV People As someone who normally cannot get going with `self-development' books and whose mind normally wanders off to other things, I can't actually stop reading! I'm taking so much on board, thanks to the blend of language, examples and stories. Genius!
Amanda Beswick, Account Director Show Less

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Deal Makers - How intelligent use of contracts can help you sell more and deliver better

Tiffany Kemp

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