Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition)

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. Procurement teams are getting more trained, competition is becoming incredible fierce, while brand and customer loyalty are plummeting. 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. 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 & Entrep

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. 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 gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. 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 con

and “Negotiating with Backbone” is an excellent way to polish your business-to-business selling skills Ian Mann With 2015 just begun, it is an appropriate time to improve your skills, and “Negotiating with Backbone” is an excellent way to polish your business-to-business selling skills. If you are a seasoned sales person, you will be refreshing skills you already possess, and you will, undoubtedly learn important new techniques.Holden’s book differs from the p. Clear, concise, and easy book on negotiation I have attended a one-day workshop with Mr. Holden, while reading this book. I found both are complimentary to each other, hence it would be unwise to ask someone to read only this book and develop negotiation skill.Having said that, this is perhaps one of the most easy-reading book on an important professional topic I have seen so far. The book is concise, less than . "This book is incredibly valuable to any salesperson, selling" according to Mike Guanci. This book is incredibly valuable to any salesperson, selling anything. It's especially applicable to those of us working our way through the modern procurement departments of large organizations. The material is relevant and the tips can be implemented immediately. Reed is able to speak to the reader - there are bits of humor and quite a bit of "that's me!" I found th

Reed K. Holden, Coach and Founder of Holden Advisors, is a world-class B2B pricing expert who helps clients build go-to-market strategies to drive price leadership, selling backbone, and profitable growth. Holden specializes in helping sales organizations avoid the procurement buzzsaw SM  by implementing strategies to recognize and counter margin-reducing buying tactics. Dr. As a change agent, he works with major corporations throughout the world to manage