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 Backboneis 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 fromNegotiating 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. InNegotiating 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 Backbonebrings 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 processWhat procurement doesn’t want you to know—about them, and about you Re-stack the deck in your favorTen detailed tactics for escaping the  procurement buzzsaw Recognize and plan for  every type of buyerGet better results with price buyers,  relationship buyers, value buyers,  and poker players Stop surrendering, start negotiatingMaster today’s eight most important  negotiating scenarios for each buyer behavior