Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition), by Reed K. Holden
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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition), by Reed K. Holden
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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 consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. 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 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 will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition), by Reed K. Holden- Amazon Sales Rank: #177845 in Books
- Published on: 2015-10-22
- Original language: English
- Number of items: 1
- Dimensions: 9.10" h x .90" w x 6.10" l, .90 pounds
- Binding: Hardcover
- 208 pages
Review
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
From the Back Cover
“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
About the Author
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. Dr. Holden specializes in helping sales organizations avoid the procurement buzzsaw SM by implementing strategies to recognize and counter margin-reducing buying tactics. As a change agent, he works with major corporations throughout the world to manage with in outside-in view of the customer. He is an enthusiastic and persuasive advocate for demonstrating customer value and price leadership with companies that need to adapt in highly competitive markets. In 2008 he co-authored Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table, a top selling pricing book for executives.
Where to Download Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (2nd Edition), by Reed K. Holden
Most helpful customer reviews
6 of 6 people found the following review helpful. Becoming a successful negotiator By PT Cruiser Having been in sales for more years than I'd like to admit, and thinking that I knew everything about selling there is to know, it was refreshing to read a book that taught me some things that I actually didn't. I don't think there has been a tougher time in my career than the past couple of years with the present ecomomy. Convincing a potential customer that he needs something is the easy part. Convincing him to pay a price that has increased significantly is more difficult. Even when I make the sale, it isn't without some personal uneasiness about the negotiating part. I think the strategies presented in this book help with the anxiety going into a negotiation. It's one thing to have an idea of what the situation requires, and another to have a plan laid out in black and white, a series of steps that will help to bolster confidence. This is especially true in a scenario where your product and that of a competitor is essentially the same and the cost is what you have to deal with.There are so many things in this book that I wish I would have read years ago when I was new to sales. It would have made life so much easier to have this information up front and not have to learn it from experience. The book is arranged well, with easy to understand points and lists. The author backs up these points with personal experiences and stories of his own and others. I especially liked the part about negotiating with Relationship Buyers, about companies that already have a relationship with another vendor that they're happy with, so you are left in the position of being a Patient Outsider. Of course, the object is to become the main vendor.All in all, a well thought out and easy to follow plan for successful negotiating that would benefit people that are new to sales as well as those who are experienced.
8 of 9 people found the following review helpful. I love the game of sales...well I love understanding it. By Jeremy Haggard I admit, I'm a sales geek. I don't like selling stuff, I don't like buying stuff but I love the human psychology that goes into making a sale. The little tricks people do to manipulate one anothers emotions is fun to read about. And recently I had a young girl come to my door selling magazine subscriptions and she was good, I'm not sure who taught her the tricks but she almost had me, and I knew she was working me over. It wasn't until she got greedy and tried to get me to buy several hundred dollars worth of magazines that I walked away. She got greedy.This book is all about sales and the eight strategies to use. This book really is about keeping your morals in place but still getting the job done. It talks about the "tells", how to sell the value to the customer, negotiating and so much more. This is a great book and I highly recommend it. It is laid out well, easy to read in one sitting but good enough to be a reference book to go back to when needed. I'd say get this!
4 of 4 people found the following review helpful. Solid Information, Easy to Read, Great Intro or Refresher to negotiation By AmazonJavaJunki I'm not in sales but as a college instructor, MBA and business writer negotiation is a timeless topic. Over the years I've taken my fair share of negotiation courses and have been involved in various negotiation dealings. Let's face it, whether asking for a salary increase or negotiating a buy-out, negotiation is a part of nearly every business deal. In fact, my negotiation class and technical/scientific writing courses were probably two of the most useful "real life" skills I acquired in my decade of college courses.This book provides an easy to read, accessible overview of negotiation specific to sales. That isn't to say others wouldn't benefit by the information...there are some good tips useful to nearly any field or industry...but by far, the information is directed toward sales persons.The author has an engaging yet authoritative style which makes it a pleasure to read. It's not an overwhelming book but rather places emphasis on outcomes in a realistic manner. The emphasis is on "how to" with sufficient "why" to assure understanding.While the book is slim on theoretical foundations and some of the more subtle forms of negotiation skills, there is one area in which is excells...pricing strategies. Given the tough economic environment and evolution of online price comparisons, this is a much needed topic which is often avoided by lesser sales oriented books. In fact, I recently reviewed another book on sales which was so filled with vague generalitics, rah-rah feel good platitudes and "filler/fluff" that this became a joy to read. It dares to take on the topic which fills lesser authors/sales guru's with complete and utter dread...getting the right price. It's realistic and feasible without participating in the feel good filler.Overall, very enjoyable and well worth the price, time and effort for anyone interested in price negotiation.
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