Most B2B salespeople have been trained to sell, few have been trained to negotiate. Fewer still know how to do both at the same time.  This book closes that gap B2B Sales Negotiation gives you a practical, field-tested framework to close more deals, on better terms, with less stress. Written for the real world of complex B2B sales where buyers are better informed, procurement teams are more aggressive, and the pressure to discount has never been higher

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ABOUT THE BOOK

B2B sales negotiation is changing, and sales professionals need to be ahead of the wave. Research shows that buyers today have made 70% of their purchasing decisions before they ever speak to a potential supplier. Three quarters of them would rather not deal with your sales team at all. And when they do sit down with you, they arrive armed with AI-powered negotiation tools, competitive benchmarks, and professional procurement playbooks.

The old rules no longer apply in many cases. Neither does advice designed for FBI hostage negotiators or Harvard Law School graduates. You are not trying to get criminals to surrender. You are trying to close a deal with a business partner – and that means understanding that you will always “split the difference.” Your job is to make sure you don’t split it 50/50.

B2B Sales Negotiation is the book that bridges the gap between selling and negotiating. It draws on decades of real-world experience across industries – from handheld scanning systems to small modular nuclear reactors – to give you the tools, language, and process to win more complex deals on terms that protect your margins and strengthen your relationships.