B2B Street Fighting Blog

how to combat 'I can get the same thing cheaper'

Posted by Brian Dietmeyer on Thu, Dec 09, 2021 @ 04:15 PM

Never be surprised again at the end of a deal cycle when negotiating. You can prepare for 97% of buyer tactics that happen in every negotiation. Click on image to watch this 5-minute video.
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Tags: business negotiations

How to Avoid Deep Discounting

Posted by Brian Dietmeyer on Thu, Nov 18, 2021 @ 03:07 PM

Based on 20 years of coaching negotiation in 47 countries, we will share the 1 tool to leverage to avoid deep discounts. While it’s simple, none of the sales leaders we worked with were leveraging it prior to our consulting with them. Click on the link below to access the 5-minute video. 

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Tags: business negotiations

what kind of negotiator are you?

Posted by Marie Dudek Brown on Tue, Feb 09, 2021 @ 04:26 PM

Think! Inc. | 5600blue Partner, Carrie Welles, talks with Rosemary Coates in this audio file on the Women and Manufacturing (WAM) website.

“In the world of negotiators, people either seem to think they are really good at it or that they stink, but there doesn’t seem to be a middle ground. Some people stick to instinct and luck when it comes to business negotiations, but our guest today works with well thought-out strategies, important concepts, and an organized blueprint. Carrie Welles is a Partner at Think! Inc., a negotiation training and consulting firm. Her role includes consulting with clients on implementing value creation and value capture ecosystems, business development, developing sales strategy, and onboarding new consultants. Negotiation skills are very important for people in everyday life but especially critical for managers and executives. We have lots of ground to cover on today’s episode and look forward to exploring the life of this woman in manufacturing. Stay tuned as we dive into an insightful conversation about negotiation training aspects, concepts to focus on, and some important tips for mastering business negotiations!”

Click here to access: WAM | Sales Negotiation and Consulting with Carrie Welles (womenandmfg.com)

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Tags: business negotiations, Carrie Welles

7 words that cost you millions

Posted by Brian Dietmeyer on Mon, Feb 01, 2021 @ 04:06 PM

Those words are: "I can get the same thing cheaper!" You've heard them many times. Now, how did you react to them? That reaction could be costing you much more than you think.

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Tags: business negotiations

Shift the conversation from price of product to value of solution

Posted by Marie Dudek Brown on Thu, Aug 08, 2019 @ 03:56 PM

Q: Are you sick of hearing these 10 words from your customers?

“I can get the same thing cheaper from your competitor!”
Or, when the customer says,
 want you to match the 10% discount offered by the competition.”
As a sales executive, you know too well, when negotiating on price

  • Buyers treat your brand as a commodity
  • Your sales reps run to their managers to get quick price discounting, thus…
  • You have to ‘buy the business’ to make the sale
  • And your sales cycle lingers on, taking too long

With potential buyers seeing you the same as everyone else. Because you sound like everyone else. They made it about price. And your reps are unable to change the conversation.

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Tags: negotiation skills for sales, business negotiations

achieve 466% ROI on your negotiation improvement initiative

Posted by Carrie Welles on Wed, Apr 03, 2019 @ 07:43 AM

There are many sales skills that have impact on the value of a strong sales team within an organization:
  • Account Management
  • Value Selling
  • Questioning
  • Presentation skills
  • as well as a number of others.

However, one of the things we love most about our work in helping B2B sales organizations improve negotiation skills is the immediate, tangible, return on investment. Unlike many sales skills, negotiation is a hard skill: meaning not only is it highly measurable, but it also delivers business results fast! The other great news is that together, we, the Think! team with the client stakeholders, can identify this potential ROI before any investment is made to build the internal business case for a negotiation improvement initiative.

Here are results from five (5) Fortune 1000 clients in these industries: logistics, packaging, energy solutions and services, information services, and healthcare.

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Tags: negotiation skills for sales, business negotiations, negotiation strategies in business, Carrie Welles

think negotiation is unpredictable? think again...

Posted by Brian Dietmeyer on Thu, Feb 07, 2019 @ 07:47 AM

Traditional negotiation training, as you no doubt already know, consists largely of memorizing long lists of tactics, countermeasures, and tips and tricks designed to prepare sales teams for every possible negotiation situation. This is based on the assumption that in a negotiation you never know what’s going to happen, and must, therefore, be prepared for anything. But what if I were to tell you that despite what you’ve always heard, 97% of what a seller is likely to hear coming out of a buyer’s mouth in a negotiation cannot only be anticipated, but also, if not nullified, at least greatly reduced in its power? (1)

It’s true. We can do it. 

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Tags: negotiation skills for sales, business negotiations, brian dietmeyer

common trap negotiators fall into

Posted by Brian Dietmeyer on Mon, Aug 27, 2018 @ 04:48 PM

We’ve consulted on over 20,000 negotiations in over 45 countries for 16 years. The most common issue we see is: 

“Very seasoned negotiators having a price conversation absent of the value conversation.” 

What does this mean exactly? Imagine for a moment that you work at a high-end steak house and you encounter this scenario: 

  1. You are seated a table and are ready to order. You order the Filet Oscar, the house specialty, which is listed at $42 on the menu.
  2. You continue that you would like to pay $16 for it because that is what you paid last night for dinner (you fail to mention it was a plate of tacos at the restaurant down the street).
  3. Your server goes to find the manager to ask for an adjustment to the bill to give you the discount.  
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Tags: negotiation skills for sales, business negotiations

is procurement your secret sales weapon?

Posted by Brian Dietmeyer on Wed, May 30, 2018 @ 04:39 PM

Some of you know that I post quite a bit about working with procurement. There are a couple reasons. First, it’s mostly a painful and dreaded experience for those of us who sell. Second, because we’ve been consulting for over 20 years to both buying and selling teams, this practice has provided deep insight into the nature of that relationship.

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Tags: business negotiations, Negotiating with procurement, speaking the language of procurement, business relationships in sales

are salespeople an endangered species?

Posted by Brian Dietmeyer on Tue, May 01, 2018 @ 07:58 AM

Sales reps need to evolve or they will go extinct; some already have. Don’t believe me? Let me tell you a story. It is a bit long, but I promise the payoff is there.

I am confident that most of you reading this have had the “opportunity” to buy a car from a traditional dealership? I needed a gently used 2017 truck. My favorite car to buy is usually less than one year old and has about 5,000 miles on it. Essentially, I am looking for a new car where someone else ate the depreciation.

When I started my search a couple weeks ago, I went to both the local Ford and Dodge dealerships to look at trucks. At both dealerships, I had nearly the exact same experience.

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Tags: business negotiations, brian dietmeyer, sales and negotiation

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

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