There's a notion that you never know what's going to happen in a negotiation.  In fact, by answering two questions before you get to the face-to-face part of negotiation, the less likely you will be surprised by anything that comes at you.  Listen to Brian Dietmeyer talk about these two questions in this short video.

What we’re hearing today from procurement professionals is a desire to “increase internal share of spend and reduce rogue buys.”  As a salesperson if you’re not sure what this means, you need to know.

"The Internet is rife with webinars, but they are often scripted and contain more promotion than knowledge. We want to provide a forum for real discussion and differences of opinion," comments Dave Stein, Founder and CEO of ESR.   It's ESR's mission to help those seeking sales performance improvement solutions to find the right long-term partners. Stein is moderating this unscripted, unedited panel discussion on today’s hot button sales issues.

Do you believe good negotiators are born, not made?  Do you think it's a matter of using tips and tricks to counteract every move the other party makes?  What if negotiation is an analytical process by which you gather data and test its accuracy?  And the more data you collect, the better deals you make!

It seems that most of us, even younger salespeople, were taught to sell by upselling our own products and services. This model is completely outdated given the current demands of procurement agents and business people.