In this episode, Brian Dietmeyer talks to Carrie Welles about training for uncertainty in B2B negotiations. They explore the common challenges salespeople face in unpredictable negotiation environments and discuss strategies to predict buyer behavior with high accuracy. This insightful conversation is packed with practical advice on handling negotiation pressures and leveraging known patterns to enhance negotiation outcomes.
Timestamps:
00:18 Introduction to the topic of training for uncertainty in B2B negotiations.
00:36 A memorable anecdote about unpredictability in negotiations.
01:29 Discussion on the predictable patterns of buyer behavior.
03:06 Strategies to avoid end-of-quarter negotiation pitfalls.
05:05 Detailed breakdown of preparing for alternative pressures in negotiations.
10:13 Techniques for handling price pressure effectively.
13:35 Summary and key takeaways from the episode.
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