Sales and negotiation strategist, President and CEO of Think! Inc., and author of the results oriented and very effective book B2B Street Fighting - Next Generation Business-to-Business Negotiation, Brian j. Dietmeyer, describes a fresh approach to thinking about business negotiations. Brian moves beyond the usual listing of tactics and presents an alternative concept of negotiation as a predictable and repeatable process. Brian shares three specific counter-punches 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.
Brian j. Dietmeyer is my internet radio show guest on Blog Business Success; hosted live on BlogTalkRadio.
The show airs live on Tuesday, August 2, at 8:00 pm Eastern Time; 5:00 pm Pacific Time.
Sales and negotiation strategist, President and CEO of Think! Inc., and author of the results oriented and very effective book B2B Street Fighting - Next Generation Business-to-Business Negotiation, Brian j. Dietmeyer, describes a fresh approach to thinking about business negotiations. You will learn:
* How negotiations have changed with the rise of professional buyers
* Three major challenges that face negotiators
* Three usable and repeatable strategies that can be employed in any negotiations
* How negotiations are not random events but predicable and repeatable
Brian J. Dietmeyer (photo left) is a 20+ year veteran of sales, marketing and strategic planning. As Vice President with Marriott International, he led the National Account, Territory Management, Telemarketing and Teleconferencing Sales Forces. He’s a frequent public speaker and had published articles on Negotiations, Marketing Research, Business to Business Relationships and Adding Value. Mr. Dietmeyer is the author of two books: Strategic Negotiation and B2B Street Fighting - Next Generation Business-to-Business Negotiation.
Brian has been VP of Marketing on the Board of Directors for National Account Management Association and was the Chairman of the MPI Education Foundation Board. He completed his undergraduate studies at DePaul University with a degree in Liberal Arts. He holds a Masters Degree in Management from The JL Kellogg Graduate School of Management at Northwestern University and he’s a graduate of the Executive Development Program at the Aspen Institute/University of Maryland. He is also a certified Sales Trainer.
My book review of B2B Street Fighting - Next Generation Business-to-Business Negotiation by Brian j. Dietmeyer.
Listen live on Tuesday at 8:00 pm Eastern, 5:00 pm Pacific time.
If you miss this very informative show, it will be available for free download as a podcast for iPod, iTunes, and MP3 players; or play it right on your computer. To download this, or any other of my guest interviews, go to the Blog Business Success host page and click on Archived Segments. Once there, click on the podcast icon at the end of the episode description, to download the show free of charge for your listening enjoyment. You can also subscribe to the show feed.
To call in questions for my guest, the number is: (347) 996-5832
Let's talk with sales and negotiation strategist, President and CEO of Think! Inc., and author of the results oriented and very effective book B2B Street Fighting - Next Generation Business-to-Business Negotiation, Brian j. Dietmeyer, as he describes a fresh approach to thinking about business negotiations. Brian moves beyond the usual listing of tactics and presents an alternative concept of negotiation as a predictable and repeatable process. Brian shares three specific counter-punches 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 on Blog Business Success Radio.
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