Episode 13 · 2020-04-08 · 27:56 · Original in Finnish
Don't Be a Boss & the Dialogue Plan – Mika D. Rubanovitsch | Neuvottelija 13
Originally published as “Dialogisuunnitelma etämyynnissä | Mika D Rubanovitsch | Neuvottelija 13”
Sales expert Mika D. Rubanovitsch explains how B2B selling shifts to the remote era: what the dialogue plan is and why the game is decided long before the negotiation table, why you should 'hook' the customer with references before the first 15-minute connect call, how sales meetings are staggered into a 15- and 45-minute rhythm, why a virtual negotiation never opens with a company presentation, what insight-led selling and the four-quadrant model mean, and why expanding the participant group decides the close. Featuring the book Don't Be a Boss, self-direction, and remote leadership.
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Summary
Sales expert Mika D. Rubanovitsch explains how B2B selling shifts to the remote era: what the dialogue plan is and why the game is decided long before the negotiation table, why you should ‘hook’ the customer with references before the first 15-minute connect call, how sales meetings are staggered into a 15- and 45-minute rhythm, why a virtual negotiation never opens with a company presentation, what insight-led selling and the four-quadrant model mean, and why expanding the participant group decides the close. Featuring the book Don’t Be a Boss, self-direction, and remote leadership.
Watch
The recording lives on the Neuvottelija channel: Dialogisuunnitelma etämyynnissä | Mika D Rubanovitsch | Neuvottelija 13. A Finnish edition of this episode is published at www.neuvottelija.fi.
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New Negotiation Power: The Definitive English Framework
The authoritative English presentation of Sami Miettinen and Juhana Torkki's New Negotiation Power framework: Power, Analytics, Interaction and Principles; preparation, roles, team design, trust and long-term negotiation performance.
People and topics
Guests: Mika D. Rubanovitsch
Topics: Negotiation