Negotiating with Backbone

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B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close deals on your terms! This definitive guide for sales pros facing the "procurement buzzsaw" has been updated with powerful strategies and techniques. While traditional purchasing managers negotiated, today’s procurement officials aim to dictate terms, employing tactics to secure unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden provides essential strategies to protect margins and secure favorable deals. He helps you recognize the true intentions of purchasing negotiators, maintain focus on value during negotiations, and avoid discounting that undermines profitability. Holden outlines eight strategies for various pricing negotiations, addressing price buyers, relationship buyers, value buyers, and poker players, as well as reverse auctions. The Second Edition includes extensive new insights on establishing a foundation of value and developing crucial give-get options, including value-added services. This resource is invaluable for every B2B sales professional, customer-facing professional, and executive leading successful sales organizations.