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B2B Street Fighting
Book

B2B Street Fighting

Three Counterpunches to: "I Can Get the Same Thing Cheaper"

Brian J. Dietmeyer
Think! Inc., 2011

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7

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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.

Take-Aways

  • Most sales organizations may sell strategically, but they don’t negotiate strategically.
  • In business-to-business (B2B) negotiations, leverage “deal complexity” to achieve what you are aiming for.
  • Your best tool is smart selling to your buyer’s customers – the end users of your product.

About the Author

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

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