How to Sell to Procurement
How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams\u2014sales consultant and author of\xa0Buyer-Centered Selling\u2014believes that understanding the mind of procurement is a game-changer. It\u2019s a surefire way to transform the way you sell. In this episode of\xa0Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you\u2019ll better understand how to sell to them. Don\u2019t 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
- BOOK:\xa0Buyer-Centered Selling
- BOOK:\xa0The Seller\u2019s Challenge
- The Kraljic matrix
- Strategic Dynamics Firm
- Connect on\xa0LinkedIn
- Strategic Dynamics on\xa0Facebook
- Follow Negotiations Ninja on Twitter:\xa0@NegotiationPod
- Connect with Mark\xa0on LinkedIn
- Follow Negotiations Ninja\xa0on LinkedIn
- Connect on Instagram:\xa0@NegotiationPod