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

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.

Author: Reed K. Holden
Publisher: Pearson FT Press
Published: 10/12/2015
Pages: 208
Binding Type: Hardcover
Weight: 0.90lbs
Size: 9.00h x 6.30w x 0.60d
ISBN: 9780134268415

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.


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