{"product_id":"negotiating-with-backbone-eight-sales-strategies-to-defend-your-price-and-value-9780133064766","title":"Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value","description":"\u003cp\u003eSales professionals now confront the most serious threat to their success. Regardless of their size  industry  country  customer type  nature of the relationship or amount of value they provide  sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated  procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays  describing proven ways to resist discounting and protect margins  demonstrating ways to keep value at the forefront of negotiations  offering targeted tactics to protect hard-earned profits from mindless discounting  and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals  customer-facing professionals  and executives responsible for leading successful sales organizations.\u003c\/p\u003e","brand":"My Store","offers":[{"title":"Default Title","offer_id":45646724956213,"sku":"ByrdShop_013306476X","price":26.41,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0627\/8139\/0901\/files\/9780133064766.jpg?v=1781677721","url":"https:\/\/atxbooks.com\/products\/negotiating-with-backbone-eight-sales-strategies-to-defend-your-price-and-value-9780133064766","provider":"ATX Books","version":"1.0","type":"link"}