Breakthrough Selling Strategies: Leveraging Patterns in Negotiation

Speaker

162d164
CEO, Think! Inc.
Webinar Recording Details
  • Date and Time
    Tue, Jul 24, 2012 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

Negotiation has long been thought of as a soft skill or a set of counter tactics in response to a random tactic from the other side.   Over the last 15 years this myth has been disproved.  Brian Dietmeyer helps us understand why  97% of what happens in a business negotiation can be anticipated and - in many cases -  prevented by a systematic use of data.

We will cover patterns for:
  • The sources of value you can use to counteract commoditization attempts
  • The data needed to counteract price and give away pressure
  • The pattern of buyer behavior that can be predicted 97% of the time
  • Why winners win and why losers lose
  • How technology can be used to house and leverage these patterns

Who should attend:  VP of Sales, Chief Sales Officers, Sales Managers, top sales and marketing

About Brian Dietmeyer

Brian Dietmeyer co-founded Think! Inc. in 1996 with Dr. Max Bazerman of the Harvard Business School. Since then they have consulted on over 20,000 business deals representing over $20B in revenue across 47 countries with companies like Microsoft, FedEx, Alcatel-Lucent and United Airlines.

Brian is the author of Strategic Negotiation and most recently B2B StreetFighting, named by Selling Power magazine as one of the top ten must read books of the year. Prior to founding Think!, Brian was VP National Account Sales for Marriott International. He received his MBA at the Kellogg School at Northwestern University and resides in Chicago.

Recording

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