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

Holden, Reed

Hardcover

ISBN 10: 0134268415 ISBN 13: 9780134268415

Publisher: Pearson FT Press, 2016

Synopsis

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.

About this title

Review:

Defeat the “Procurement Buzzsaw”...and get the margins you deserve

 

“Negotiating with Backbone is part of our culture. We now truly understand the value of our services and know how to turn the negotiations table to our favor, regardless of the type of buyer we are facing. And the icing on the cake is access to Reed for the most difficult negotiations.”

-Rudy Ploder, President, U.S. Information Solutions, Equifax

 

“Our customer-facing teams can confidently communicate and demonstrate our value to multiple buyer types. The Backbone strategies and tools drive real change in sales execution because they have a true understanding of value to the customer.”

-Lynn Guinn, Global Strategic Pricing Leader, Food Ingredient & Systems, Cargill

 

“I have been reading Reed’s works for over two decades now. Negotiating with Backbone, 2nd edition, comes with more fine-tuned insights – engaging, pragmatic, lucid and devoid of management jargon. It will take your thinking forward, help you craft winning pricing strategies, and arm you with negotiation tactics to better suit today’s highly competitive B2B settings. Procurement teams are getting more trained, competition is becoming incredible fierce, while brand and customer loyalty are plummeting. 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’–rather it focuses on winning strategies that turn into orders.  Buy it, read it, bank it.”

–Jeffrey Gitomer, author, Little Red Book of Selling

 

The Second Edition is Even Better

·    Prepare for the procurement gauntlet

·    Counter procurement’s cutting-edge models and analytics

·    Use “Give-Gets” to restore the link between price and value

From the Back Cover:

“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’–rather 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, Holden’s 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, it’s 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), you’re 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  organizations―and 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 procurement’s most sophisticated traps, gambits, and tricks.

 

Negotiating with Backbone brings together actionable best practices for strengthening customer relationships and selling with  tangible value, despite procurement’s  interference...negotiating far more effectively with “economic buyers” of all kinds... fixing pricing mistakes you’ve already made...giving sales teams all the tools  and insights they now need to succeed!

 

Understand your true value and  power in the sales process
What procurement doesn’t want you to know―about them, and about you

 

Re-stack the deck in your favor

Ten detailed tactics for escaping the  procurement buzzsaw

 

Recognize and plan for  every type of buyer

Get better results with price buyers,  relationship buyers, value buyers,  and poker players

 

Stop surrendering, start negotiating

Master today’s eight most important  negotiating scenarios for each buyer behavior

About this edition

• Publisher: Pearson FT Press
• Publication date: 2016
• ISBN 10: 0134268415
• ISBN 13: 9780134268415
• Binding: Hardcover
• Edition number: 2
• Number of pages: 208