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Afficher les exemplaires de cette édition ISBN“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
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
Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.
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EUR 3,97
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