Summary of B2B Street Fighting
Three Counterpunches to: "I Can Get the Same Thing Cheaper"
Plan your negotiations with care, and you can predict 97% of what the other side will say or do.
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
- How to use the “three counterpunches” to move the buyer from price to value
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Contained in Knowledge Pack:
Knowledge PackNegotiating for SalespeopleWhen you sit down to bargain, here`s how to stand up a winner.
Knowledge PackB2B Sales TechniquesLearn the most effective business-to-business sales methods and tactics.
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Sales & Marketing Press, 2014