Behind Your Back: What purchasing managers say once you leave the room & how to get them to say yes

Hartmann, Bradley

ISBN 10: 0984966595 / ISBN 13: 9780984966592

Published by Red Angle, 2019

About this Item

150 pages. 8.00x5.00x0.34 inches. In Stock.

Seller Inventory # zk0984966595

Bibliographic Details

• Title: Behind Your Back: What purchasing managers say once you leave the room & how to get them to say yes
• Publisher: Red Angle
• Publication Date: 2019
• Language: English
• ISBN 10: 0984966595
• ISBN 13: 9780984966592
• Binding: Paperback
• Condition: Brand New

About this title

Synopsis

After working for several years as a purchasing manager for one of the nation’s largest home builders, Bradley Hartmann has a unique perspective into what drives purchasing managers to buy.

Hartmann’s book, Behind Your Back, covers 2 broad categories:

1) What sales reps did to win business.
2) What sales reps did to lose business.

This book is broken into four main parts that coincide with the natural timeline of the new client acquisition process:
1) Achieving awareness
2) Mastering the meeting
3) Navigating the negotiation
4) Amazing your account.

Each part contains 12 rules to live by. If my math is right, that’s a total of 48 rules – about one per week for a year excluding holidays, vacation days, and the day you’re hungover after the Super Bowl.

Here’s the best news: none of this will blow your mind. You can start doing the things in this list immediately.

On behalf of purchasing managers everywhere, we wish you would.