Negotiating with Backbone

Eight Sales Strategies to Defend Your Price and Value

By: Reed K. Holden

Narrated by: Chris Johnson

Length: 5 hrs and 10 mins

Publisher's summary

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.

©2012, 2015 Reed K. Holden (P)2022 Reed K. Holden