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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value
Sellers, you had asked and now we have delivered the audiobook that will put you in the driver’s seat for your next customer negotiation. Our old ways of selling won’t work any longer. The buying center is growing exponentially, and procurement tactics are being utilized across the customer organization.
We must understand the true buying criteria for our opportunities and take charge of the games we know will be played. In Negotiating with Backbone, you will hear stories of how to control negotiation outcomes by creating compelling options for your customer and making simple changes to your approach. As one seller recently said, “I realized I am selling the way I want to sell, and not selling the way they want to buy. The Backbone model has me thinking differently about how I interact with customers.”
With Negotiating with Backbone, you can access the important information you need to avoid unnecessary discounting and reach your quota targets faster. When you are on the go, it’s easier than ever to learn about defending value in new ways or creating your negotiation strategy based on your selling scenario, all while targeting your offering to your buyer’s true needs.
Selling is more fun with the Backbone framework - listen today.
We must understand the true buying criteria for our opportunities and take charge of the games we know will be played. In Negotiating with Backbone, you will hear stories of how to control negotiation outcomes by creating compelling options for your customer and making simple changes to your approach. As one seller recently said, “I realized I am selling the way I want to sell, and not selling the way they want to buy. The Backbone model has me thinking differently about how I interact with customers.”
With Negotiating with Backbone, you can access the important information you need to avoid unnecessary discounting and reach your quota targets faster. When you are on the go, it’s easier than ever to learn about defending value in new ways or creating your negotiation strategy based on your selling scenario, all while targeting your offering to your buyer’s true needs.
Selling is more fun with the Backbone framework - listen today.
Audible Audio
First published May 1, 2012
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Displaying 1 - 8 of 8 reviews
December 16, 2012
“Negotiating With Backbone: Eight Sales Strategies To Defend Your Price And Value” by Reed K. Holden is a very good book for those in procurement. The negotiating strategies presented in this text focus on the selling model that the author teaches. It is a very good model for those working in this field.
The first part of the book contains four chapters that focus on the tricks procurement people or economic buyers use to get lower prices and how to mitigate the damage of those negotiations. These chapters address tough selling and how that is the new normal, the tells of the game, stacking the deck in your favor, and getting tactics right the first time.
Part two describes step-by-step negotiating scenarios using winning responses for each of the four buyer types. These include: negotiating with price buyers, relationship buyers, value buyers, and poker players.
All of these chapters contain plenty of examples and suggestions for before the negotiations, during the negotiations, and after the negotiations.
Part three, It's a Negotiation, Not a Surrender, focuses on attempts to rationalize a position because you want to close a deal. The chapters include Beware the Signs of a Losing Game and the Realities of the Game. They provide a good finishing touch on this book aimed at procurement professionals and anyone else in the sales game. I'd highly recommend the book for anyone in sales or sales management. Also recommended for anyone who wants to study all aspects of negotiation.
The first part of the book contains four chapters that focus on the tricks procurement people or economic buyers use to get lower prices and how to mitigate the damage of those negotiations. These chapters address tough selling and how that is the new normal, the tells of the game, stacking the deck in your favor, and getting tactics right the first time.
Part two describes step-by-step negotiating scenarios using winning responses for each of the four buyer types. These include: negotiating with price buyers, relationship buyers, value buyers, and poker players.
All of these chapters contain plenty of examples and suggestions for before the negotiations, during the negotiations, and after the negotiations.
Part three, It's a Negotiation, Not a Surrender, focuses on attempts to rationalize a position because you want to close a deal. The chapters include Beware the Signs of a Losing Game and the Realities of the Game. They provide a good finishing touch on this book aimed at procurement professionals and anyone else in the sales game. I'd highly recommend the book for anyone in sales or sales management. Also recommended for anyone who wants to study all aspects of negotiation.
June 3, 2021
Es un gran libro, el autor te guía desde la perspectiva del vendedor pero también te abre la puerta a explorar los tipos de compradores qué hay, y a entender cómo estás parado vs la competencia y bajo el criterio de tus clientes.
Te anima a experimentar tácticas según cada comprador y realmente inspira a querer vender mejor tus productos y conocer el valor de tu marca.
Te anima a experimentar tácticas según cada comprador y realmente inspira a querer vender mejor tus productos y conocer el valor de tu marca.
December 31, 2017
Excellent book on negotiation from the salesman perspective. Having a credible relationship with the decision maker is the key to winning the business. If you can't figure out the game, you are probably the pansy.
July 19, 2012
This book is geared toward the b2b salesman and has a wealth of tactics and qualifications to add to your toolbox in today's negotiations. Reed does a good job of injecting personal experience into the lessons helping to ground the tactics into your memory. My strongest criticism is that at times he seems to drag on or repeat himself a little too much. I do think that if you are a b2b salesman that wants to improve your sales conversion and your impact on the profit margin, this book is worth the time.
December 30, 2014
Not since reading Spin Selling by Rackham have I felt so engaged to the selling tactics used by software and hardware vendors. Obviously Hold's book isn't about the IT industry but so much of the content rang true in vendor engagements I have worked with. A great read but I felt like I had snuck into the huddle of the other team since he was extolling tactics used against me as I have set on the other side of the table and saw the poker playing and rabbit engagement. Great book for Manager's engaged In vendor management and contract negotiations.
July 6, 2016
The best sales and negotiations book I have ever read. Most sales books on the market a full of common sense and a lot of non sense. Not this book! On a not so positive note I found it puzzling how someone like Holden so well versed in value insights can think in terms of zero-sum games. The analogy of sales being a game and using poker as an example was distracting in the book. Sales and negotiating is a profession, not like Las Vegas casinos. Still 5 starts
June 16, 2016
Great practical advice in being an effective salesperson in the ever changing world.
Displaying 1 - 8 of 8 reviews