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Think! Inc. - business negotiation, redefined

Archive for July, 2008

Linear “Training” vs. Integrated “Solutions”
Brian Dietmeyer - July 22nd, 2008

Most organizations view training initiatives as a “linear” sequence of events.  Unfortunately, this perspective fails to address the “interconnectedness” between the process of selling and the process of negotiating.  If a sales force requires both sales and negotiation training, the all too typical approach is to first train the entire sales force on selling skills and then circle back and rollout negotiation training as a separate and seeminly unrelated activity.

At the risk of oversimplifying this relationship, selling (opportunity management) is about creating value in the mind of the customer while negotiation is about capturing that value in a deal which benefits both sides.  They go hand-in-hand…

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