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Categories: Sales Negotiation

Two Sales Negotiation Tactics to Use with Procurement

There isn’t a salesperson out there who hasn’t dreaded a meeting with procurement. After all, that’s where late-stage opportunities (those you’ve spent countless hours on) may hit detrimental roadblocks. It’s important to remember that a professional buyer, just like your other decision makers, has specific interests and value drivers just like everyone else. It’s up to you to understand, influence and align those factors with your value and differentiation. Here are tactics you can use to win more and help professional buyers be a hero in their organizations.

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Blog Feature

Categories: Sales Negotiation

How to Position Multiple Options in Sales Negotiations

A critical way to minimize price-only sales negotiations is to provide multiple options to your buyers. In our Value Negotiation sales engagements, we often help sellers understand the concept of presenting multiple options, coaching them on how to execute in front of their prospects. This article covers some of those concepts and the steps you can take in your opportunities to present multiple options and sell more.

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Blog Feature

Categories: Sales Negotiation

Win More By Making Procurement Your Ally

Many salespeople find dealing with Procurement an unpleasant task. While it may be a thorn in the side of your sales process, it’s important to remember you can reframe the experience by effectively managing the value conversation and the important interests of professional buyers. Find ways to make the sales process easier on professional buyers and include them as critical decision makers along the road to a winning deal. Here’s our top tips for shifting your negotiation approach so you can find success with procurement.

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Blog Feature

Categories: Sales Negotiation

Sales Negotiations: How to Make Procurement Your Ally

It’s true. When it comes to sales negotiations, you can make procurement your ally rather than your chief enemy.  When you approach negotiation as a process that’s centered on value and aligned with your organization’s strategy, procurement will see the value in your solution.

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Blog Feature

Categories: Sales Negotiation

Improve Sales Negotiations: Procurement Wants Value

We expect the feedback to come rolling in about this blog topic. We know what you’re thinking. You’ve spent whole quarters with procurement hammering out costs. You have a hard time believing that price isn’t their one and only focus. But really, just hear us out.  Procurement has to care about more than just price if they want to be effective. It’s your job to find out what else is driving their deal strategy.

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