What do you think?
Rate this book
I'm Not Buying It : Insights on the Buying Process From the Other Side of the Table
I'm Not Buying It
is unlike any other sales book you’ve ever heard of.
Veteran procurement guy Michael Shields shares unvarnished perspectives from decades on the other side of the negotiating table. The insights from these vivid, real, and surprising stories turn stale sales truisms on their heads.
For example . . .
Your discounting doesn’t close deals, it creates buying monsters who stall and hold out for a better deal – especially at the end of the quarter.Curiosity and preparation make all the “Always Be Continuously Discovering” works far better than “Always Be Closing.”Making your offer feel like a deal may be more important than actual deal terms.That enticing RFP is more likely to be trap than an opportunity.
You’ll see how perception is leverage – which is how Shields snagged a 23% discount in a last-minute negotiation. How to trade, not concede, offering sweeteners that buyers value but hardly cost you anything. And how to negotiate together on the buyer’s problem, not against each other.
I'm Not Buying It is quirky, creative, and entertaining. Additionally, it shows that procurement is not the enemy. Success just means learning how they think. That’s the path to less wasted effort and frustration and faster, better, win-win deals for everybody.
Veteran procurement guy Michael Shields shares unvarnished perspectives from decades on the other side of the negotiating table. The insights from these vivid, real, and surprising stories turn stale sales truisms on their heads.
For example . . .
Your discounting doesn’t close deals, it creates buying monsters who stall and hold out for a better deal – especially at the end of the quarter.Curiosity and preparation make all the “Always Be Continuously Discovering” works far better than “Always Be Closing.”Making your offer feel like a deal may be more important than actual deal terms.That enticing RFP is more likely to be trap than an opportunity.
You’ll see how perception is leverage – which is how Shields snagged a 23% discount in a last-minute negotiation. How to trade, not concede, offering sweeteners that buyers value but hardly cost you anything. And how to negotiate together on the buyer’s problem, not against each other.
I'm Not Buying It is quirky, creative, and entertaining. Additionally, it shows that procurement is not the enemy. Success just means learning how they think. That’s the path to less wasted effort and frustration and faster, better, win-win deals for everybody.
Kindle Edition
Published October 5, 2026
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
No one has reviewed this book yet.