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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value by Reed K. Holden

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1. Tough Selling—The New Normal

The toughest challenge that business-to-business sales professionals and leaders face today is dealing with the margin-draining games played by the economic or procurement buyer to gain additional discounts. These traps are a part of every purchasing training manual and have been fine-tuned over the years to drain maximum discounts out of even the largest and most sophisticated suppliers.

These professionals don’t use the product and apparently don’t care about the supplying company, the quality or value of its products and services, or the level of trust in the company’s relationship with its salespeople.

The story of the CEO of a high-quality software company seems to be the best example of dealing with this ...

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