Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value by Reed Holden

Author:Reed Holden [Holden, Reed]
Language: eng
Format: mobi
Publisher: Pearson Education
Published: 2012-05-15T14:00:00+00:00

Understanding these eight scenarios and the actions you can take to conduct effective price negotiations is paramount to effective selling against the procurement professionals stacked against your profits. Remember, you’re in a zero-sum game. The goal of procurement is to grab as much of the pot as possible. Your goal is to hold the line and defend your price against the power of procurement. The following chapters give you the lay of the land. Play your hand well, and you can level the playing field.

Each of the eight scenarios is organized by the following structure: the name, a short description, the tactics that a customer in that scenario will generally employ, and the tactics that a sales professional can use in response, before, during, and after price negotiations.

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