Negotiating with Backbone by Reed K. Holden
Eight Sales Strategies to Defend Your Price and Value

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Price negotiations are one of the toughest parts of a sales person's job.  It's no wonder: Many customers have already made a purchase decision before sales even gets involved, including the decision of what they are willing to pay.  Procurement professionals have gained more power in business-to-business negotiations and are employing aggressive tactics to win deeper discounts.  With the speed of business today, paired with procurement's tactics,  value is often obscured by so many just-good-enough competitors. This book contains the keys for transforming sales professionals from internally negotiating for the best discount for the customer to negotiating the best price for their company.  It is a field guide for how to level the selling playing field and improve margins by offering targeted tactics to protect price from needless discounting, demonstrating ways to keep value at the forefront of communication and negotiations with customers. Reed Holden, a pioneer in value-based pricing, shows readers how to assess the games tough buyers plays, and details eight strategies to help sales people become confident in defending price and value.
Negotiating with Backbone will help readers: Decode the customer's behavior and respond appropriately - from a position of strengthDetermine the backbone-building tactics for tough negotiations to defend price and protect marginsCreate the stories and messages that communicate valueDevelop the information and tools to build sales confidence in negotiations

About Reed K. Holden

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Reed K. Holden, CEO and Founder of Holden Advisors, is a world-class pricing expert who has spent the past 20 some years helping clients build go-to-market strategies to drive price leadership and profitable growth. His firm has been consulting with clients for 10 years to improve and sustain pricing power in highly competitive markets. His latest work with salespeople focuses on successfully dealing with high pressure procurement departments through more effective value positioning, selling, and negotiation. With Mark Burton, he wrote Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table. He is also coauthor of the second and third editions of The Strategy and Tactics of Pricing.
Published May 16, 2012 by FT Press. 199 pages
Genres: Business & Economics. Non-fiction

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