September 24th 2012
Negotiating with Backbone. Eight Sales Strategies to Defend Your price and Value. Reed K. Holden.
Negotiating with Backbone. Eight Sales Strategies to Defend Your price and Value. Reed K. Holden. 2012. ISBN 9780133064766. The author is an experienced salesperson who is also a serious academic researcher on pricing. His premise for this clearly written book is that procurement departments are becoming increasingly important and skilled in getting as much value for as little as possible from suppliers. This book is is attempt to level the field. He does the sales profession two great services. First he identifies the types of buyers ( Price, Relationship, Value and Poker Players) and gives you a how-to guide to negotiate with each of them. Second he stresses where you have strengths ( Advantages Player – you bring value) or not (The Rabbit – pricing roadkill), which gives a good salesperson the knowledge of when to walk away from the deal. He closes by noting that the situation will just become more aggressive and sales teams need to become better skilled in this. We agree and are finding that scenario based selling tools ( using Holden with Docters Contextual Pricing ideas) are helping our clients quickly regain stronger margins and better sales. This book is a must buy and read for sales managers and top performing sales people.
Related articles
- Book Review: Negotiating with Backbone (verasage.com)
- Negotiating: Is It Necessary in a Sales Process? (thesaleshunter.com)
- Getting Business Results With Value-Based Pricing & Value-Based Selling: Two Important New Books (leveragepoint.com)
- Negotiation with Procurement: Holden Advisors Announces Sales Negotiation Program for “The New Normal” (prweb.com)
Similar Posts:
- When Buyers Say No. Essential Strategies for Keeping a Sale Moving Forward Tom Hopkins & Ben Katt.
- Pricing with Confidence. 10 ways to stop leaving money on the table by Reed Holden, Mark Burton
- Implementing a Value Based Sales Approach – Part 4 of 4. Some sales training ideas
- Pricing survey indicates you are dropping prices, but for the right reasons? Part 1.
- Implementing a Value Based Sales Approach – part 3 of 4. What sales must do.
Category: Pricing, Sales, Sales Effectiveness
