Negotiating with Backbone

Eight Sales Strategies to Defend Your Price and Value

Business & Finance, Business Reference, Business Communication, Marketing & Sales, Sales & Selling
Cover of the book Negotiating with Backbone by Reed K. Holden, Pearson Education
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Reed K. Holden ISBN: 9780134270036
Publisher: Pearson Education Publication: September 21, 2015
Imprint: Pearson FT Press Language: English
Author: Reed K. Holden
ISBN: 9780134270036
Publisher: Pearson Education
Publication: September 21, 2015
Imprint: Pearson FT Press
Language: English

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

More books from Pearson Education

Cover of the book Law Express: Equity and Trusts by Reed K. Holden
Cover of the book Learn Adobe Premiere Pro CC for Video Communication by Reed K. Holden
Cover of the book Energy Futures by Reed K. Holden
Cover of the book Law Express Question and Answer: Contract Law (Q&A revision guide) by Reed K. Holden
Cover of the book Focus by Reed K. Holden
Cover of the book Patterns for Parallel Programming by Reed K. Holden
Cover of the book Research in the Decision Sciences for the Service Economy by Reed K. Holden
Cover of the book The Photoshop and Painter Artist Tablet Book by Reed K. Holden
Cover of the book Real-Time Marketing for Business Growth by Reed K. Holden
Cover of the book Molecular Thermodynamics of Fluid-Phase Equilibria by Reed K. Holden
Cover of the book Microsoft SQL Server 2008 Internals by Reed K. Holden
Cover of the book Managing Emotions to Learn from Failure by Reed K. Holden
Cover of the book Management Communication: Financial Times Briefing by Reed K. Holden
Cover of the book LinkedIn for Business: How Advertisers, Marketers and Salespeople Get Leads, Sales and Profits from LinkedIn by Reed K. Holden
Cover of the book Windows 10 Tips and Tricks (includes Content Update Program) by Reed K. Holden
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy