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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7. Negotiating with Value Buyers
Simply put, value buyers want value from suppliers—virtually as much as they can get. They have the internal or hired skills to establish performance and buying criteria, evaluate alternate vendors, and make their ultimate decision based on a balanced consideration of both price and value. From the outside, dealing with value buyers might look like just another procurement poker game, but with a little digging, disciplined suppliers can begin to discover who the alternate vendors are and what the process is for selecting them. With value buyers you might work the hardest to win the deal, but you also know right upfront what the stakes are and what you need to do to win. Value buyers want proof of value and how ...
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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.