How to Increase Sales Margin 1 Percent to 10 Percent and Lower Your Risk by Building a Negotiation Strategy into Your Sales Process

Share Article

Companies can respond intelligently to difficult negotiation tactics their prospects and customers use, if they integrate effective counter strategies into their sales process. SPIF! - the professional educational forum for sales process improvement hosts a webinar with Think! Inc., a leading sales negotiation and consulting firm to demonstrate a sales negotiation approach that increases sales margin and reduces risk.

Immense economic forces are causing buyers to threaten sellers in attempts to reduce prices and transfer risk. Some of this activity is irrational yet if sellers cannot control the situation, they can feel bewildered and helpless. Fortunately, companies can win dramatic gains in margin and protect their interests more effectively. Customer's negotiation tactics are actually predictable. Effective counter measures can be applied - if they are planned for and incorporated into a company's sales process to begin with.

On Thursday, March 5, Michael Webb, founder of SPIF!, the professional educational forum for sales process improvement and sales kaizen, and the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) will team with Brian Dietmeyer, cofounder of Think! Inc., a sales negotiation and consulting firm dealing with Fortune 500 companies and author of "Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation" (Kaplan, 2004), will present a webinar titled: How to Increase Margin 1% to 10% and Lower Your Risk by Building a Negotiation Strategy into Your Sales Process March 5, 2009, 3:00pm Eastern Time

http://www.salesperformance.com/member-services/mar-5-webinar

"Most people think negotiation is something you can't control and that it happens at the end of the sales process," Mr. Dietmeyer said. "In fact, it is totally predictable and you can improve results dramatically if you plan for it and build the right activities into your sales process up front."

This webinar will be the eighth in a series Mr. Webb's company has sponsored to demonstrate ways kaizen can enable specific, measurable increases in revenues and reductions in sales and marketing costs in 90 days or less. "The language and culture of sales and marketing can be fully connected to kaizen and process improvement approaches. More companies need to understand how easy and valuable these new approaches are," Mr. Webb said.

Mr. Dietmeyer 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. Brian is the author of Strategic Negotiation (released 2004) and B2B Street Fighting (release date 4/09). He has been VP of Marketing on the Board of Directors for Strategic Account Management Association (SAMA) and was the Chairman of the MPI Adult 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. He founded Think! Inc. in 1996 with Dr Max Bazerman of the Harvard Business School. Their firm has worked with many Fortune 500 firms like Coca-Cola, FedEx, Lucent and United Airlines in nearly 50 countries around the globe. Brian can be reached at (312) 925-9326 or at bjd@e-thinkinc.com.

Michael J. Webb, President and founder of Sales Performance Consultants, is the foremost expert on sales process improvement. Michael and his team have helped companies such as ThermoFisher Scientific, MAQUET, Marriott, Replicon, Accelerent, WaterFurnace, and many others to make their sales funnels flow faster through evidence-based approaches such as Lean and Six Sigma. Michael delivered the keynote address to the first two conferences ever held on applying Six Sigma to marketing and sales. He also has extensive sales training facilitation and field coaching experience with hundreds of salespeople and managers in the U.S. and Canada. Michael is the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) and numerous articles. You can reach him at (877) 784-6507.

####

Share article on social media or email:

View article via:

Pdf Print

Contact Author

MICHAEL WEBB

Marie Dudek
Thin! Inc.
(863) 424-4810
Email >
Visit website