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. ...
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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.
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Add this copy of Negotiating With Backbone: Eight Sales Strategies to to cart. $15.61, good condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Pearson FT Press.
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Good. Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing but the text remains fully legible. Dust jacket may be missing and supplemental materials like CDs or codes may not be included. Could have library markings. Ships promptly!
Add this copy of Negotiating With Backbone: Eight Sales Strategies to to cart. $19.95, fair condition, Sold by ICTBooks rated 5.0 out of 5 stars, ships from Wichita, KS, UNITED STATES, published 2015 by Pearson FT Press.
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Fair. Book shows heavy wear from use and may contain signifcant amounts of marking writing. May not include dust jacket and bear library markings. LISTING USES STOCK PHOTOS AND COVER MAY VARY. Ships via USPS and typically arrives within 10-12 business days.
Add this copy of Negotiating With Backbone: Eight Sales Strategies to to cart. $15.53, very good condition, Sold by Books From California rated 4.0 out of 5 stars, ships from Simi Valley, CA, UNITED STATES, published 2015 by Pearson FT Press.
Add this copy of Negotiating With Backbone: Eight Sales Strategies to to cart. $17.96, fair condition, Sold by BooksRun rated 4.0 out of 5 stars, ships from Philadelphia, PA, UNITED STATES, published 2016 by Pearson FT Press.
Add this copy of Negotiating With Backbone: Eight Sales Strategies to to cart. $46.47, good condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Newport Coast, CA, UNITED STATES, published 2015 by Pearson FT Press.
Add this copy of Negotiating With Backbone: Eight Sales Strategies to to cart. $56.95, new condition, Sold by EB-Books LLC rated 4.0 out of 5 stars, ships from Rockford, IL, UNITED STATES, published 2016 by Pearson FT Press.
