Concord, MA (PRWEB) May 16, 2012
Nobody gets into sales expecting a steady stream of smiles, handshakes and 5 P.M. martinis. Its a tough business. But sales negotiation today is more ruthless than anyone a generation ago could have imagineda minefield of intimidation, head games and even outright deceit.
Put another way, sales just isnt as fun as it used to be.
In NEGOTIATING WITH BACKBONE (FT Press, on sale 5/28/2012), world-renowned pricing expert and Holden Advisors founder Dr. Reed K. Holden details the complete program for todays business-to-business sales professionals who know they must find a way to survive and thrive in this brave new world.
Once upon a time, purchasing decisions were typically made by managers who valued long-term partnerships with their vendors that were both friendly and good for everyones bottom line. Now, most deals are vetted by procurement teams who have no interests outside cutting their companys costs as much as possible. They achieve this with a thick playbook of hard-nosed negotiation tactics designed to bewilder and force crippling concessions from any unprepared salesperson.
NEGOTIATING WITH BACKBONE equips sales professionals with all the weapons needed to navigate high-pressure procurement scenarios without being intimidated into handing over their product at a fire sale price.
Drawing from Dr. Holdens decades of sales experience and the theoretical expertise that makes him one of the most sought-after pricing consultants in America, NEGOTIATING WITH BACKBONE is packed with actionable information no salesperson who cares about meeting quota should go another minute without, including:
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