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Negotiating with Backbone

Eight Sales Strategies to Defend Your Price and Value

Ingenaaid Engels 2015 9780134268415
Verkooppositie 5725
Verwachte levertijd ongeveer 8 werkdagen

Samenvatting

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.

Specificaties

ISBN13:9780134268415
Taal:Engels
Bindwijze:ingenaaid
Aantal pagina's:208
Verschijningsdatum:12-10-2015
Hoofdrubriek:Marketing

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Inhoudsopgave

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 Gamesmanship
11. The Realities of the Game

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