Zu dieser ISBN ist aktuell kein Angebot verfügbar.
Alle Exemplare der Ausgabe mit dieser ISBN anzeigen:“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
„Über diesen Titel“ kann sich auf eine andere Ausgabe dieses Titels beziehen.
Versand:
EUR 3,68
Innerhalb der USA
Buchbeschreibung Paperback. Zustand: new. New. Fast Shipping and good customer service. Bestandsnummer des Verkäufers Holz_New_0134268083
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Paperback. Zustand: new. New. Bestandsnummer des Verkäufers Wizard0134268083
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Zustand: new. Bestandsnummer des Verkäufers FrontCover0134268083
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Paperback. Zustand: new. Buy for Great customer experience. Bestandsnummer des Verkäufers GoldenDragon0134268083
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Paperback. Zustand: new. New Copy. Customer Service Guaranteed. Bestandsnummer des Verkäufers think0134268083
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Zustand: New. Buy with confidence! Book is in new, never-used condition 0.6. Bestandsnummer des Verkäufers bk0134268083xvz189zvxnew
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Zustand: New. New! This book is in the same immaculate condition as when it was published 0.6. Bestandsnummer des Verkäufers 353-0134268083-new
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren
Buchbeschreibung Paperback. Zustand: new. Brand New Copy. Bestandsnummer des Verkäufers BBB_new0134268083
Weitere Informationen zu diesem Verkäufer | Verkäufer kontaktieren