About Negotiating with Backbone
Negotiating with Backbone is the definitive guide for every sales professional facing the “procurement buzzsaw" and needing a way to resist mindless discounting, level the playing field against tough procurement organizations and close the deal on their own terms.
Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations and avoiding the mindless discounting that wrecks profitability.
"Negotiating with Backbone is part of our culture. We now truly understand the value of our services and know how to turn the negotiations table to our favor, regardless of the type of buyer we are facing."
Rudy Ploder, President, Workforce Solutions, Equifax