Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition)
| Author | : | |
| Rating | : | 4.25 (860 Votes) |
| Asin | : | 0134268415 |
| Format Type | : | paperback |
| Number of Pages | : | 208 Pages |
| Publish Date | : | 2016-04-12 |
| Language | : | English |
DESCRIPTION:
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’&
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. 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 cust
This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.. Premier pricing strategist and sales consultant Reed K. 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 tactic
"Five Stars" according to Adele C McLean. Practical advice and structure!. "Timely Book for Corporate Sales" according to JDP. Just got Negotiating with Backbone from Amazon yesterday expecting to have some good reference material. I only got into the introduction the first night and saw how valuable it is going to be for our company. The book provides the tools to direct our sales rationale to the VP of procurement, who has bogged down decisions for our salesmen for almost two years. Thanks to the author fo. Lots of substance - deep enough that I easily got out what I put in and will read again Sometimes I start thinking high end services are not essentially different than other services. Author Reed Holden kind of cured me of that mode of thinking. To think like that is emotional, not logical. From the author's perspective, the first thing we have to do is recognize when we have a victim's mentality and get out of it.The problem with providing high end services is the nego