Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

( 3 )

Overview

“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’–rather it focuses on winning strategies that turn into orders. Buy it, read it, bank it.”

Jeffrey Gitomer, author, Little Red Book of Selling

“It comes as no surprise that evolving procurement organizations are placing increasing ...

See more details below
Hardcover
$23.35
BN.com price
(Save 33%)$34.99 List Price

Pick Up In Store

Reserve and pick up in 60 minutes at your local store

Other sellers (Hardcover)
  • All (10) from $20.25   
  • New (7) from $20.25   
  • Used (3) from $20.95   
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK
  • NOOK HD/HD+ Tablet
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac

Want a NOOK? Explore Now

NOOK Book (eBook)
$19.49
BN.com price
(Save 44%)$34.99 List Price

Overview

“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’–rather it focuses on winning strategies that turn into orders. Buy it, read it, bank it.”

Jeffrey Gitomer, author, Little Red Book of Selling

“It comes as no surprise that evolving procurement organizations are placing increasing pressure on supplier salespeople. Holden distinguished among price, relationship, and value buyers; then offers down-to-earth practical approaches for successful business results. The entire sales organization will learn from Negotiating with Backbone; after all, Holden’s been there, done that!”

Noel Capon, R.C. Kopf Professor of International Marketing, Columbia Business School; coauthor, Sales Eats First

“This is a must-read for sales, sales management, and even executive management. The recent evolution of procurement to negatively impact seller margins and therefore sales commissions with complex buying behaviors is real! Holden provides detailed steps to recognize and address these strategies and tactics to maximize profitability. More than a book, it’s a reference guide that should be at your fingertips to use daily to coach and mentor the sales organization. It will with me.”

Lewis Miller, CEO and President, Qvidian

If you sell B2B (or lead a B2B sales organization), you’re facing a brutal, profit-draining force that threatens your very survival: the procurement department. In Negotiating with Backbone, world-renowned pricing strategist Dr. Reed K. Holden offers a complete plan for “re-leveling” the playing field, restoring your pricing power, fighting back against ruthless procurement organizations—and winning!

Holden reviews how customer buyer behaviors and the procurement function have permanently transformed the sales process and why “conventional” selling is getting even tougher. Next, he shows how to systematically anticipate and respond to each of procurement’s most sophisticated traps, gambits, and tricks.

Negotiating with Backbone brings together actionable best practices for strengthening customer relationships and selling with tangible value, despite procurement’s interference…negotiating far more effectively with “economic buyers” of all kinds… fixing pricing mistakes you’ve already made…giving sales teams all the tools and insights they now need to succeed!

Understand your true value and power in the sales process
What procurement doesn’t want you to know—about them, and about you

Re-stack the deck in your favor

Ten detailed tactics for escaping the procurement buzzsaw

Recognize and plan for every type of buyer

Get better results with price buyers, relationship buyers, value buyers, and poker players

Stop surrendering, start negotiating

Master today’s eight most important negotiating scenarios for each buyer behavior

Read More Show Less

Product Details

  • ISBN-13: 9780133064766
  • Publisher: FT Press
  • Publication date: 6/1/2012
  • Edition number: 1
  • Pages: 208
  • Sales rank: 355,435
  • Product dimensions: 5.90 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Reed K. Holden, CEO and Founder of Holden Advisors, is a world-class pricing expert who has spent the past 20 some years helping clients build go-to-market strategies to drive price leadership and profitable growth. His firm has been consulting with clients for 10 years to improve and sustain pricing power in highly competitive markets. His latest work with salespeople focuses on successfully dealing with high pressure procurement departments through more effective value positioning, selling, and negotiation. With Mark Burton, he wrote Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table. He is also coauthor of the second and third editions of The Strategy and Tactics of Pricing.

Read More Show Less

Table of Contents

Introduction 1

Part I THE GREAT GAME OF PROCUREMENT 15

Chapter 1 Tough Selling—The New Normal 17

Company-Supported Sales Traps to Avoid 20

Encouraging Desperation Pricing 20

Succumbing to the “White Horse Syndrome” 21

There Is Hope if You Play the Game Right 24

Chapter 2 The Tells of the Game 27

Recognizing “Tells” 28

Evaluating Procurement’s Position 31

Dealing with Procurement Styles 33

Chapter 3 Stacking the Deck in Your Favor 37

Understanding Your Customer’s Game 39

Finding Your Hidden Power 41

Limiting Exposure of Senior Executives 42

Firing the Customer 44

Avoiding the Endowment Effect 46

Customer Games 49

Chapter 4 Getting the Tactics Right the First Time 51

Qualify, Qualify, Qualify 52

Understand Your Foundation of Value 56

Develop Give-Get Options 59

Try Give-Get Bluffs 63

Provide Value-Added Services 64

Use the Concepts of Scarcity and Availability 65

Provide Choices 66

Map the Buying Center 67

Where Appropriate, Build Trust 70

Use the Policy Ploy 72

Delay, Delay, Delay 73

Redefine Risk 75

Dealing with Reverse Auctions 78

Do Your Homework 81

Part II EIGHT KNOCK-’EM-DEAD SCENARIOS FOR WINNING THE GAME 83

Chapter 5 Negotiating with Price Buyers 89

Price Buyers 90

Scenario 1: The Penny Pincher 93

Considerations for How to Price the Deal and the Negotiation for Penny Pinchers 94

Planning the Negotiation for Penny Pinchers 94

Scenario 2: The Scout 99

Assessing the Price Buyer Position and Tactics for Scouts 101

Considerations for How to Price the Deal and the Negotiation for Scouts 101

Planning the Scout Negotiation 101

Chapter 6 Negotiating with Relationship Buyers 105

Relationship Buyers 106

Scenario 3: In the Pack 108

Assessing the Buyer Position and Tactics if You Are in the Pack 109

Considerations for How to Price the Deal and the Negotiation if You Are in the Pack 110

Planning the “in the Pack” Negotiation 110

Scenario 4: The Patient Outsider 112

Assessing the Buyer Position and Tactics for the Patient Outsider 115

Considerations for How to Price the Deal and the Negotiation 116

Planning the Patient Outsider Negotiation 116

Chapter 7 Negotiating with Value Buyers 119

Value Buyers 120

Scenario 5: The Player 122

Assessing the Buyer Position and Tactics of the Value Buyer 123

Considerations for How Price Plays in the Deal and the Negotiation 123

Planning the Player Negotiation 124

Scenario 6: The Crafty Outsider 126

Planning the Crafty Outsider Negotiation 128

Chapter 8 Negotiating with Poker Players 131

Poker Players 132

Scenario 7: The Advantaged Player 135

Assessing Buyer Position and Tactics for the Advantaged Player 138

Considerations for How Price Plays in the Deal and the Negotiation for the Advantaged Player 138

Planning the Advantaged Player Negotiation 138

Scenario 8: The Rabbit 141

Assessing the Buyer Position and Tactics for Rabbits 141

Considerations for How Price Plays in the Deal and the Negotiation 142

Planning the Rabbit Negotiation 142

Advanced Gamesmanship 143

Part III IT’S A NEGOTIATION, NOT A SURRENDER 147

Chapter 9 Beware the Signs of a Losing Game 149

Don’t Kid Yourself 150

Get a Devil’s Advocate 153

Beware Red Flags 154

Customers Have No Experience with You or Your Firm 154

Procurement Runs the Process Tightly 155

The Process Is Controlled at the Manager Level 155

Buyer Has a Well-Established Incumbent 156

Sales Is Unable to Get to the Decision Maker 157

Buyer’s Focus Is Only on Price and Says That All Products Are Commodities 158

Chapter 10 The Realities of the Game 161

Sometimes You Have to Discount 161

Remember a Simple Checklist 164

Develop Your Playbook 165

Don’t Be a Victim 166

Get Some Backbone 167

Index 175

Read More Show Less

Customer Reviews

Average Rating 3
( 3 )
Rating Distribution

5 Star

(0)

4 Star

(1)

3 Star

(1)

2 Star

(1)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted September 16, 2012

    Know when to hold em

    And know when to fold em

    This book aims to help salespeople take a step back and consider negotiations like a poker game. If you can win then keep playing but in some cases it is better to walk away. Thoigh I am not in sales I thought the analogy was helpful and I gained perspective on how to better negotiate.

    2 out of 3 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted November 6, 2012

    No text was provided for this review.

  • Anonymous

    Posted January 20, 2013

    No text was provided for this review.

Sort by: Showing all of 3 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)