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

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.