Why read Negotiating with Backbone?

Book cover of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Book description

Sales 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.…

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Why read it?

1 author picked Negotiating with Backbone as one of their favorite books. Why do they recommend it?

Jeet Mukherjee

Author

This is the logical next step in value-based building blocks.

Learning simple negotiation approaches is essential for go-to-market capability building so teams can defend their prices and get paid for the value they deliver. In order for us to sell the price we came up with, we need to understand the various types of people we’re selling to.

The book discusses how to frame value and price appropriately in order to get the most out of realized price, training customers to realize price over time and negotiating more effectively in both the short- and long-term scenarios of customer relationships.

From Jeet's list on The best books to make an impact in your organization through pricing.