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How to Sell to Procurement
Negotiations Ninja Podcast
English - April 05, 2021 09:00 - 33 minutes - 26.5 MB - ★★★★★ - 116 ratingsCareers Business Education influence negotiation persuasion procurement purchasing sales Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Throwback Thursday with Mohammed Faridy
Next Episode: The Role of Giving in Negotiation
How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it!
Outline of This Episode [1:14] More about Tom Williams [2:03] What is Buyer-Centered Selling? [3:48] The procurement process [5:49] Procurement within an organization [10:06] Where a salesperson fits in the process [12:46] The discovery process is continual [19:54] How to revive stalled deals [26:15] The architecture of a close [31:19] How to connect with Tom Resources & People Mentioned BOOK: Buyer-Centered Selling BOOK: The Seller’s Challenge The Kraljic matrix Connect with Tom Williams Strategic Dynamics Firm Connect on LinkedIn Strategic Dynamics on Facebook Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod