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“I can get the same thing cheaper” (and other negotiating myths…)
Brian Dietmeyer - October 7th, 2008
How to Anticipate and Prepare for 97% of Verbal Tactics
Think negotiation is random and unpredictable? What if I told you 97% of verbal tactics globally follow a very, very predictable pattern? That’s what this research over the past three years just showed us. Actually, it astounded us! Read it and pass it on to your co-workers…
Enable Your Growth Strategy
Brian Dietmeyer - February 6th, 2008
Achieving ROI on a $7.2B Sales Training Investment
Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way direct and indirect sales people sell and negotiate. Why is it that some sales training initiatives are deeply imbedded into the DNA of an orgainization, while others become the “flavor of the month?”
Think! Inc. wondered the same thing and in conjuction with SellingPower and the Professional Society for Sales and Marketing Training just released the details of their research study on this question.
Negotiation: Organizational Alignment of Strategy and Execution Process
Brian Dietmeyer - June 14th, 2006
A Tactical Approach To Negotiation
A global data management supplier with 30 account managers was negotiating an average of 3 deals per year in 7 countries with one of their largest customers. The buyer in Germany had pushed harder on negotiation and finalized a better deal than buyers in the other six countries. Buyers for that same customer began sourcing in Germany as they could get the same product cheaper. Other account managers matched the German price. The buyers lost trust in their respective account managers but at least began buying in their respective countries again, until local competitors beat the new, lower price and ignited even deeper global give-away wars.
This example could have happened just as easily with New York and California divisions of the same U.S. based customer organization. Organizational agreement on the guidelines for negotiation or, a negotiation strategy reduces the probability of this common event happening. This article will review the emergence of negotiation strategy and process, why they are a necessity for today’s sales force, an overview of how to build them into your organization and their benefits…….
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