Sales professionals now confront an unprecedented threat to their success. Regardless of their size, industry, country, customer type, nature of their relationships, or the value they provide, they’re finding purchasing decisions increasingly constrained by procurement organizations. Where traditional purchasing managers negotiated, procurement officials seek to dictate unprecedented discounts and concessions. As a sales professional, you must level the playing field – and that means developing some powerful new strategies and tactics of your own. You’ll find them in Negotiating with Backbone, Second Edition. Premier pricing strategist and sales consultant Reed K. Holden will help you identify what purchasing negotiators are really up to, protect your margins, keep value at the forefront of negotiations, and protect hard-earned profits from mindless discounting. 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. This Second Edition has been updated with new insights and strategies, including 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 executive responsible for leading successful sales organizations.
|Edition description:||2nd Revised ed.|
|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 Gamesmanship11. The Realities of the Game