B2B Street Fighting Blog

are you 'writing a prescription' before hearing the symptoms?

Posted by K. (Karen) G. Fraser on Mon, Nov 17, 2014 @ 04:00 PM

Put yourself in this scenario – you wake up every day for a week feeling unwell, well below par.  You don’t have any broken bones, or spots, or bruises;   you have no visible signs of an illness or injury.  You just don’t feel well.  Eventually you go to the doctor, wait patiently in the doctor’s waiting area, and when it is your turn, take a seat in the doctor’s consulting room.

How would you then feel if the doctor does not talk to you about the reason for your visit?  She (or he) just immediately starts to write a prescription for you.  Rationally we know that this is not the right way to proceed.

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Tags: negotiation skills for sales

use insights, but is this going too far?

Posted by Brian Dietmeyer on Fri, Nov 14, 2014 @ 09:51 AM

insightUsing insights to sell is exactly the right thing to do. However, it's all about the execution. Recently I spoke with an executive who spent hundreds of thousands of dollars with two major consulting firms to develop insight to be used by their sales teams in customer conversations. The sales team however felt the data was a bit above their pay grade. That executive then hired a marketing communications firm and invested over 500 hours of senior leadership time to white board the insight such that sales could actually use it. This same executive estimates that after all this, only 50% of his salesforce is going to be able to execute the strategy.

Aberdeen Group just reported that "insight needs to be job relevant and intuitive to use in order to drive adoption and engagement." Without a doubt, a knowledge based approach to selling is the only way to compete to sell at the speed of change today. The knowledge just needs to be at the right level for both your sales teams and customers. 

For more info, take a look at these articles.

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Tags: negotiation skills for sales

what's all the buzz on precision guided selling?

Posted by Marie Dudek Brown on Thu, Oct 09, 2014 @ 09:44 AM

In case you were in the middle of closing a huge deal and  missed the live webinar on October 7 entitled "Are You Teaching Your Sales Reps to be Fighter Pilots?" the recording is now available.
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Tags: webinars

Are you teaching your sales reps to become fighter pilots?

Posted by Pat Lynch, CSO Insights on Thu, Oct 02, 2014 @ 04:14 PM

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information. If you start counting up all the tools, data and information a sales rep may have to deal with – CRM, Business Intelligence Analytics, dashboards, pipeline reports, the buy/sell cycle, marketing automation, discovery research, LinkedIn, networking, calls, appointments, emails, and presentations - it should not be a surprise that sales performance has been impacted negatively.

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Tags: negotiation strategies in business, affiliations

WEBINAR: Are You Teaching Your Sales Reps to be Fighter Pilots?

Posted by Marie Dudek Brown on Wed, Oct 01, 2014 @ 01:31 PM

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information to win their battles. Do your reps have the right information at the right time to win their deals (battles) quickly and repeatedly?
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Tags: webinars, affiliations

ask what your customer is thinking, but be careful how you ask...

Posted by K. (Karen) G. Fraser on Thu, Aug 28, 2014 @ 04:33 PM

Twenty years ago, salespeople were trained to ask customers certain questions (What is your budget? Who will decide? What date are you working toward?).  In this age of easy access to extensive information, asking these questions, especially without value context for the customer, does not generally help to obtain the information a salesperson needs.  In fact, asking the questions the way we were trained 20 years ago might hurt your credibility.

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Tags: negotiation skills for sales

in negotiation, keep calm and analyze data

Posted by Marie Dudek Brown on Thu, Aug 21, 2014 @ 04:25 PM

The critical goal of the Consequences of No Agreement (CNA) analysis is getting a clear picture of the It that you are selling and that the customer is buying, as well as what the competitor is offering. Then on a deal-by-deal basis, find the two or three items your company has that the competitor doesn't, given the client's needs in this deal.

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Tags: negotiation skills for sales

the buying cycle and negotiation

Posted by Marie Dudek Brown on Thu, Aug 14, 2014 @ 02:20 PM

Most buyers would define negotiation as that time when you are sitting across the table working through the terms and conditions of a buy. If you are waiting until that time, it’s too late. Let’s say that this is a typical buying cycle: you understand the buying criteria, do some data collection, you implement your buying process, and then the negotiation takes place… or does it?

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Tags: negotiation skills for buyers

when negotiating, are you the geeky street fighter?

Posted by Marie Dudek Brown on Tue, Aug 05, 2014 @ 05:10 PM

If we know where and what most of the traps are in business negotiation, and we know they are fear driven, why do we keep reacting in the same way?  There are two key tactics used by 97% of buyers - mention an alternative and leverage it to start the bargaining.  This then creates three key problems:  commoditiztion pressure, price pressure and selling "value" and then falling back to negotiating price.  Value is a word we hear a lot these days.  It's supposed to denote something worthwhile, significant, tangible and durable.

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Tags: negotiation skills for sales

5 creative ways to improve your business negotiation skills now

Posted by Marie Dudek Brown on Fri, Aug 01, 2014 @ 04:06 PM

We all negotiate something everyday, from huge, complex business deals to perhaps where to go to dinner with a group of friends, or bedtime with our child. Some of us feel much more confident than others and yet, there may be something more for all of us to learn.

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Tags: negotiation skills for sales, negotiation tips

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