Negotiating with backbone : eight sales strategies to defend your price and value

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 doesnt teach manipulative tricksrather it focuses on winning strategies that turn into orders.  Buy it, read it, bank it. Jeffrey Gitomer, author, Little Red Book of Selling   It comes as no surprise that evolving procurement organizations are placing increasing pressure on supplier salespeople. Holden distinguished among price, relationship, and value buyers; then offers down-to-earth practical approaches for successful business results. The entire sales organization will learn from Negotiating with Backbone; after all, Holdens been there, done that!  Noel Capon, R.C. Kopf Professor of International Marketing, Columbia Business School; coauthor, Sales Eats First    This is a must-read for sales, sales management, and even executive management. The recent evolution of procurement to negatively impact seller margins and therefore sales commissions with complex buying behaviors is real! Holden provides detailed steps to recognize and address these strategies and tactics to maximize profitability. More than a book, its a reference guide that should be at your fingertips to use daily to coach and mentor  the sales organization. It will with me. Lewis Miller, CEO and President, Qvidian   If you sell B2B (or lead a B2B sales  organization), youre facing a brutal, profit-draining force that threatens your very survival: the procurement department. In Negotiating with Backbone, world-renowned pricing strategist Dr. Reed K. Holden offers a complete plan for re-leveling the playing field, restoring your pricing power, fighting back against ruthless procurement  organizationsand winning!   Holden reviews how customer buyer  behaviors and the procurement function have permanently transformed the sales process and why conventional selling is getting even tougher. Next, he shows how to systematically anticipate and respond to each of procurements most sophisticated traps, gambits, and tricks.   Negotiating with Backbone brings together actionable best practices for strengthening customer relationships and selling with  tangible value, despite procurements  interferencenegotiating far more effectively with economic buyers of all kinds fixing pricing mistakes youve already madegiving sales teams all the tools  and insights they now need to succeed!   Understand your true value and  power in the sales process What procurement doesnt want you to knowabout them, and about you   Re-stack the deck in your favor Ten d...