Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition)
| Author | : | |
| Rating | : | 4.37 (576 Votes) |
| Asin | : | 0134268415 |
| Format Type | : | paperback |
| Number of Pages | : | 208 Pages |
| Publish Date | : | 2014-03-13 |
| Language | : | English |
DESCRIPTION:
Premier pricing strategist and sales consultant Reed K. 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. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. 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. 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. 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. This book will be an invaluable resource for every B2B sales professional, custome
As a change agent, he works with major corporations throughout the world to manage with in outside-in view of the customer. He is an enthusiastic and persuasive advocate for demonstrating customer value and price leadership with companies that need to adapt in highly competitive markets. Holden specializes in helping sales organizations avoid the procurement
Emerging as well as developed markets are grappling with longer recession cycles that trigger pricing issues and dominate minds of company’s top management.’-Vishal Kimar, CEO & Entrepreneur, ACMECAST, New Delhi India “Procurement relief! Salespeople can unlock the mystery of procurement price pressure and bidding wars for less than the price of a dinner. Negotiating with Backbone is the first negotiation book of its kind that doesn’t teach ‘manipulative tricks’&
Ian Mann said and “Negotiating with Backbone” is an excellent way to polish your business-to-business selling skills. With "and “Negotiating with Backbone” is an excellent way to polish your business-to-business selling skills" according to Ian Mann. With 2015 just begun, it is an appropriate time to improve your skills, and “Negotiating with Backbone” is an excellent way to polish your business-to-business selling skills. If you are a seasoned sales person, you will be refreshing skills you already possess, and you will, undoubtedly learn important new techniques.Holden’s book differs . 015 just begun, it is an appropriate time to improve your skills, and “Negotiating with Backbone” is an excellent way to polish your business-to-business selling skills. If you are a seasoned sales person, you will be refreshing skills you already possess, and you will, undoubtedly learn important new techniques.Holden’s book differs . Clear, concise, and easy book on negotiation Arijit Chakraborti I have attended a one-day workshop with Mr. Holden, while reading this book. I found both are complimentary to each other, hence it would be unwise to ask someone to read only this book and develop negotiation skill.Having said that, this is perhaps one of the most easy-reading book on an important professional topic I have seen so far. The book is concise, . "This book is incredibly valuable to any salesperson, selling" according to Mike Guanci. This book is incredibly valuable to any salesperson, selling anything. It's especially applicable to those of us working our way through the modern procurement departments of large organizations. The material is relevant and the tips can be implemented immediately. Reed is able to speak to the reader - there are bits of humor and quite a bit of "that's me!"