The sales representative’s role is changing yet again! It is the job of sales professionals to assist customers in understanding how they increase revenue, reduce expenses or improve processes by buying their products and services. How will sales consultants need to evolve? Brian J. Dietmeyer will be presenting on the subject of Breakthrough Selling and Negotiating Strategies at the upcoming TMI & TACK International Asia-Pacific Conference 2012 in Kuala Lumpur, Malaysia on August 28, 2012.

What salespeople really need is not more processes but more data, that is, more information concerning their customers’ needs and how they can meet those needs better than the customers’ alternatives. When salespeople have this additional data, they will be able to recognize that deals are not that different from each other. While it is true that customers all have different needs, and that both the solutions a supplier provides and its alternatives have wide ranges, when needs, solutions, and alternatives are viewed from a high enough level, it becomes obvious that the issues that must be dealt with fall into very specific areas, or follow patterns.  And while these areas may change with different customer verticals or solution types, they continue to be similar. These areas include:  

The sales representative's role is changing yet again!  It is the job of sales professionals to assist customers in understanding how they increase revenue, reduce expenses or improve processes by buying their products and services.  How will sales consultants need to evolve?  Brian J. Dietmeyer will be presenting on the subject of Breakthrough Selling and Negotiating Strategies at the upcoming TMI & TACK International Asia-Pacific Conference 2012 in Kuala Lumpur, Malaysia on August 28, 2012. 

In this session, Brian will review both strategic and tactical based changes salespeople must make to re-invent and re-establish themselves as consultants adding value to their clients.

Have you ever recognized any patterns when you are negotiating business deals?  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.

Sales & Marketing Management magazine and their community for networking and peak performance, SMM Connect, announce a new webinar: Breakthrough Selling Strategies: Leveraging Patterns in Negotiation. This webinar will be held on Tuesday, July 24, 2012 at 10am Pacific / 1pm Eastern. Mark your calendars now!

Move beyond the usual listing of tactics surrounding business negotiation and listen to an alternative concept of negotiation as a predictable and repeatable process.  You'll hear about three specific counterpunches that any negotiator can employ to improve their success rate. Learn how to change any negotiation, including sales conversations, from one focused on price to one that considers the importance of value to the customer. 

Sales & Marketing Management magazine and their community for networking and peak performance, SMM Connect, announce a new webinar:  Breakthrough Selling Strategies: Leveraging Patterns in Negotiation.  This webinar will be held on Tuesday, July 24, 2012 at 10am Pacific / 1pm Eastern.  Mark your calendars now!

There's an element of creativity involved when you broaden the business deal and clarify the "it" you are negotiating.  A world-class salesperson looks for avenues to add value to the deal being negotiated.   

At the negotiating table, the pressure we feel from commoditization is both common and pervasive.  It can often be crippling because it limits our options.  You think less clearly and have a harder time focusing on your goals.  As a result, you make bad decisions - based on temporary conditions - that last, in some cases, forever.

The just released summary of B2B Street Fighting is now available from getAbstract.  In this Abstract, you will learn: