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

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

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by Reed K. Holden
     
 

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Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where…  See more details below

Overview

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate.  Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals.  This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation.  This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

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Editorial Reviews

From the Publisher

Defeat the “Procurement Buzzsaw”…and get the margins you deserve

“Negotiating with Backbone is part of our culture. We now truly understand the value of our services and know how to turn the negotiations table to our favor, regardless of the type of buyer we are facing. And the icing on the cake is access to Reed for the most difficult negotiations.”

-Rudy Ploder, President, U.S. Information Solutions, Equifax

“Our customer-facing teams can confidently communicate and demonstrate our value to multiple buyer types. The Backbone strategies and tools drive real change in sales execution because they have a true understanding of value to the customer.”

-Lynn Guinn, Global Strategic Pricing Leader, Food Ingredient & Systems, Cargill

“I have been reading Reed’s works for over two decades now. Negotiating with Backbone, 2nd edition, comes with more fine-tuned insights – engaging, pragmatic, lucid and devoid of management jargon. It will take your thinking forward, help you craft winning pricing strategies, and arm you with negotiation tactics to better suit today’s highly competitive B2B settings. Procurement teams are getting more trained, competition is becoming incredible fierce, while brand and customer loyalty are plummeting. 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’–rather it focuses on winning strategies that turn into orders. Buy it, read it, bank it.”

–Jeffrey Gitomer, author, Little Red Book of Selling

The Second Edition is Even Better

· Prepare for the procurement gauntlet

· Counter procurement’s cutting-edge models and analytics

· Use “Give-Gets” to restore the link between price and value

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Product Details

ISBN-13:
9780133064797
Publisher:
Pearson Education
Publication date:
05/16/2012
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
208
Sales rank:
739,642
File size:
584 KB

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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.

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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value 3.3 out of 5 based on 0 ratings. 4 reviews.
Anonymous More than 1 year ago
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.
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