Summary of B2B Street Fighting

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Rating

7 Overall

8 Applicability

7 Innovation

7 Style


Recommendation

Brian Dietmeyer, author of Strategic Negotiation, routinely writes, lectures, consults and conducts workshops on negotiation. Dietmeyer teaches you how to adopt a street fighter’s stance in a business-to-business (B2B) sales negotiation, counterpunching effectively when the buyer pounds away at you on price. Using Dietmeyer’s proven, data-based approach, you can move negotiation discussions away from price – where the buyer wants it to be – to your preferred boxing ring – value. getAbstract recommends this intelligent approach to B2B sales reps and to those who must negotiate with tough-minded buyers, winner-take-all procurement officers and savvy sourcing executives.

In this summary, you will learn

  • What the latest business-to-business (B2B) negotiating trends are,
  • How to get the best possible B2B deal during a negotiation and
  • How to use the “three counterpunches” to move the buyer from price to value.
 

About the Author

Brian Dietmeyer, author of Strategic Negotiation, is the CEO of Think! Inc., a consulting firm that trains salespeople on negotiation techniques.

 

Summary

Buyers Are Tougher Than Ever

Negotiating a business-to-business (B2B) sales deal was never easy, but it’s even more challenging in hard economic times. Buyers were tough before; now they’re ruthless.


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