October 2015
Intermediate to advanced
224 pages
4h 11m
English
book
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition
by Reed K. Holden
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6. Negotiating with Price Buyers
Negotiating with price buyers is pretty straightforward. All price buyers want is the lowest price from a wide range of competitive suppliers. Price buyers don’t respond to offers of extra services. They want only the simplest offer and the lowest possible price. And then they want the price to be lower.
Transforming a price buyer into anything else is almost impossible. No matter how many times you go the extra mile for them in an attempt to win their loyalty, they will organize a multivendor bid the next time they need a product or service.
For price buyers, a supplier is only as good as the lowest bid. These buyers do not need or want extra services or value above and beyond the purchase criteria. Yes, procurement ...
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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.