{"id":4521,"date":"2012-09-24T08:06:30","date_gmt":"2012-09-24T16:06:30","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=4521"},"modified":"2012-09-24T08:06:30","modified_gmt":"2012-09-24T16:06:30","slug":"negotiating-with-backbone-eight-sales-strategies-to-defend-your-price-and-value-reed-k-holden","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2012\/09\/24\/negotiating-with-backbone-eight-sales-strategies-to-defend-your-price-and-value-reed-k-holden\/","title":{"rendered":"Negotiating with Backbone. Eight Sales Strategies to Defend Your price and Value. Reed K. Holden."},"content":{"rendered":"
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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.\u00a0 This book is is attempt to level the field.\u00a0 He does the sales profession two great services.\u00a0\u00a0 First he identifies the types of buyers\u00a0 ( Price, Relationship, Value and Poker Players)\u00a0 and gives you a how-to guide to negotiate with each of them.\u00a0 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.\u00a0 He closes by noting that the situation will just become more aggressive and sales teams need to become better skilled in this.\u00a0 We agree and are finding that scenario based selling tools ( using Holden with Docters Contextual Pricing ideas)\u00a0 are helping our clients quickly regain stronger margins and better sales.\u00a0\u00a0 This book is a must buy and read for sales managers and top performing sales people.<\/p>\n

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