B2B Street Fighting Blog

negotiation skills for salespeople in the street

Posted by Marie Dudek Brown on Thu, Sep 05, 2013 @ 02:44 PM

negotiation skills for salespeople in the streetNegotiation is a very strategic issue.  At the highest level, the business deals that a salesperson completes during the year roll-up and actually become that brand. The way you negotiate your business deals around the world is either a deposit to or a withdrawal from your brand equity.

In the early 1980's, the perception of a great salesperson evolved from a back-slapping pitch agent to a highly analytical professional who can expertly wield repeatable sales processes to uncover client needs and leverage their value proposition to meet them.

Negotiation hasn't quite made that leap.  Listen to Brian Dietmeyer's conversation with Gerhard Gschwandtner of SellingPower on how sales professionals can make better and faster decisions at the street level, while protecting brand equity, positioning themselves as powerful decision makers in the eyes of their customers, enhancing margins, and lowering deal variance.


Tags: negotiation skills for sales

Think! named to Inc. list of
America's fastest growing private companies

Think! named to Inc. 500|5000

about this blog

The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

Contact Think!

complete below to get NEW posts
delivered to you

our must-read books on business negotiation

Whether you are in sales or procurement, we have the books you need to read.

For sales professionals:

B2B Street Fighting

For procurement professionals:

negotiation blueprinting for buyers