Beschreibung Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (Paperback). Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for: Resisting discounting, and keeping value at the forefront of negotiations Implementing targeted tactics to protect hard-earned profits Negotiating with price buyers, relationship buyers, value buyers, and "poker players"
Negotiating with Backbone: Eight Sales Strategies to ~ Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value / Holden, Reed K. / ISBN: 9780134268415 / Kostenloser Versand für alle Bücher mit Versand und Verkauf duch .
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Negotiating With Backbone: Eight Sales Strategies to ~ Negotiating With Backbone: Eight Sales Strategies to Defend Your Price and Value / Holden, Reed K. / ISBN: 9780133064766 / Kostenloser Versand für alle Bücher mit Versand und Verkauf duch .
Negotiating with Backbone: Eight Sales Strategies to ~ Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (Paperback) / Holden, Reed K. / ISBN: 9780134268088 / Kostenloser Versand für alle Bücher mit Versand und Verkauf duch .
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Negotiating With Backbone Eight Sales Strategies To Defend ~ negotiating with backbone eight sales strategies to defend your price and value 2nd edition Sep 15, 2020 Posted By Alexander Pushkin Public Library TEXT ID b91614c0 Online PDF Ebook Epub Library consultant reed k holden will help you identify what purchasing negotiators are really up to protect your margins keep value at the forefront of negotiations and protect
Negotiating with Backbone: Eight Sales Strategies to ~ 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. This Second Edition has been updated with new insights and strategies, including extensive new coverage of establishing your foundation of value, and developing crucial give-get .
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Negotiating with Backbone: Eight Sales Strategies to ~ 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 … - Selection from Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition [Book]
Negotiating with Backbone: Eight Sales Strategies to ~ 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 .
Negotiating with Backbone: Eight Sales Strategies to ~ Eight sales strategies and numerous techniques to help sales professionals close the deal on their terms. Resist mindless discounting! Learn powerful new positioning, sales, and negotiation techniques for defeating the "procurement buzz saw". Level the playing field, and restore pricing power and confidence.
Negotiating with Backbone: Eight Sales Strategies to ~ Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (paperback) 208. by Reed Holden. Paperback $ 34 . Chapter 5 Negotiating with Price Buyers 89. Price Buyers 90. Scenario 1: The Penny Pincher 93 . Considerations for How to Price the Deal and the Negotiation for Penny Pinchers 94. Planning the Negotiation for Penny Pinchers 94. Scenario 2: The Scout 99. Assessing .
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Holden, Negotiating with Backbone: Eight Sales Strategies ~ Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value. Supporting our customers during Coronavirus (COVID-19) Search the site. Educators ; Learners; Industry and Professionals; About us; Shop; United Kingdom. United Kingdom; United States; Canada; Netherlands; Belgium; Global; All Pearson locations; Contact Us; This item has been replaced by Negotiating with Backbone .
Negotiating With Backbone Eight Sales Strategies To Defend ~ negotiating with backbone eight sales strategies to defend your price and value 2nd edition Aug 28, 2020 Posted By Patricia Cornwell Media Publishing TEXT ID 49188b5a Online PDF Ebook Epub Library concessions premier pricing negotiating with backbone eight sales strategies to defend your price and value reed k holden home worldcat home about worldcat help search
Holden, Negotiating with Backbone: Eight Sales Strategies ~ Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value . Supporting our customers during Coronavirus (COVID-19) Search the site. Educators; Learners; Industry and Professionals; About us; Shop; United Kingdom. United Kingdom; United States; Canada; Netherlands; Belgium; Global; All Pearson locations; Contact Us; Not yet available. Negotiating with Backbone: Eight .
Negotiating with Backbone: Eight Sales Strategies to ~ Premier pricing strategist and sales consultant Reed K. Holden will help you identify what purchasing negotiators are really up to, protect your margins, keep value at the forefront of negotiations, and protect hard-earned profits from mindless discounting. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers .
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