May 2012
Intermediate to advanced
208 pages
4h 15m
English
book
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value
by Reed K. Holden
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6. Negotiating with Relationship Buyers
Believe it or not, there are still companies out there that want to have solid, high-trust relationships with their suppliers. Relationship customers rely on their suppliers to take care of them in a particular area of expertise because they elect not to develop that expertise on their own. For example, most businesses believe that hosting their own payroll functions makes little sense when firms such as ADP can offer a more scalable solution better and cheaper. Even though Fortune 500 companies have their own (sometimes huge) legal department, they still rely on an outside, trusted legal firm to handle specialized tasks as due diligence in acquisitions or complex litigation. A large amount of relationship ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.