ISBN-10:
0134268415
ISBN-13:
9780134268415
Pub. Date:
10/12/2015
Publisher:
Pearson Education
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value / Edition 2

Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value / Edition 2

by Reed HoldenReed Holden
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Overview

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.

Product Details

ISBN-13: 9780134268415
Publisher: Pearson Education
Publication date: 10/12/2015
Edition description: 2nd Revised ed.
Pages: 208
Product dimensions: 6.10(w) x 9.20(h) x 1.00(d)

About the Author

Reed K. Holden, Coach and Founder of Holden Advisors, is a world-class B2B pricing expert who helps clients build go-to-market strategies to drive price leadership, selling backbone, and profitable growth. Dr. Holden specializes in helping sales organizations avoid the procurement buzzsaw SM by implementing strategies to recognize and counter margin-reducing buying tactics. 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. In 2008 he co-authored Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table, a top selling pricing book for executives.

Table of Contents

Part 1. The Great Game of Procurement

1. Tough Selling—-The New Normal

2. The Tells of the Game

3. The Basics of the Game

4. Understand Your Foundation of Value

Part II. Eight Knock-Em-Dead Scenarios for Winning the Game

5. Develop Give-Get

6. Negotiating with Price Buyers

7. Negotiating with Relationship Buyers

8. Negotiating with Value Buyers

9. Negotiating with Poker Players

Part III. It’s a Negotiation, Not a Surrender

10. Advanced Gamesmanship

11. The Realities of the Game

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