The basics of sales negotiations are pretty straightforward; however, it can be easy to lose sight of them as we talk about tactics, preparation, and detailed sales negotiation skills. Maybe it’s time that we took a step back and got an expert to remind us about what we really need to be doing in our next sales negotiation?
Introducing Brian Dietmeyer
Brian Dietmeyer is the President / CEO of a company called Think! that offers business-to-business negotiation training. He’s also written a book called Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation.
Awhile ago Brian sat down with the folks over at SellingPower magazine and went over the fundamental things that we all have to remember when we start a sales negotiation. He does a pretty good job of hitting most of the bases.
The video included below (sorry RSS readers, I think that you’re going to have to visit the blog to see the video) is only about 5 minutes long. Brian does a good job of pointing out three things:
- How to reach an agreement with someone who is NOT an agreeable person.
- The importance of facts and data in any sales negotiation.
- The role of greed & fear in a sales negotiation.
Brian is, of course, trying to sell himself, his company, and his book but he only does this briefly about halfway through the video – it’s still a good video.
A 5-Minute Sales Negotiation Interview With Brian Dietmeyer
Questions For You
Do you agree with Brian – would having the right facts & data allow you to reach an agreement with a difficult customer? Do you think people’s fear of sales negotiations comes from the fact that they are afraid that they don’t have the right data? Do you think the 3 offer technique would work for you? Leave me a comment and let me know what you are thinking.
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What We’ll Be Talking About Next Time
So this time around, we’re going to do things just a bit differently. There’s a video that has been going around on YouTube that does a pretty classic job of capturing just how ridiculous negotiating between vendors and clients can be.