FLOW STATE

Selling to Procurement

You’ve built value, been selected as the vendor of choice and the contract is all but agreed - now you need to navigate a procurement process. This process doesn’t need to be a battle and should in fact be a collaborative process to get the deal done:

  • Understanding the role of procurement
  • Uncovering the KPI’s and success criteria that procurement teams are driven by
  • Understanding how the procurement process works
  • What are the negotiation variables at your disposal – and how can you leverage these when dealing with procurement
  • How transparency and honestly speed up negotiations

Sales Competencies that your team will develop in this module:

1

Engaging Procurement

2

Building a Compelling Business Case

3

Negotiation

4

Surfacing & Overcoming Objections

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Surfacing & Overcoming Objections

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Dealing with Customer Indecision

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Effective Negotiation

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FLOW STATE

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