"I’ve taken several negotiation courses and RED BEAR has been the best one so far.
We invested in this training because I wanted to make sure my team is speaking a common language when we start a sales cycle….I’m constantly in the strategy sessions with my sales team and want to make sure we are taking advantage of all the RED BEAR principles we learned.
I can tell you there are two principles that have been very behavior changing in terms of what we needed to do on the sales side. The first one is running towards positive tension. Too often our sales reps want to avoid a conflict. Ever since SNS, we are a lot more comfortable with the positive tension you can use to put yourself in a strong position. The second major concept that helped us is setting high targets. We used to go into negotiations trying to project where we are going to end up and we set a target just higher than that. Now we go in and set very high targets with good anchor points so that our customers understand the value we are bringing to the table.”
Jeff Robinson – General Manager, Sales