UPCOMING SHOWCASE EVENTS:

DEALING WITH PROCUREMENT AND PROFESSIONAL BUYERS

Experience the unique Dealing with Procurement and Professional Buyers content!

LONDON
28th March 2019
8:30am– 9:00am Breakfast
9:00am – 3:00pm Session


WHERE
Radisson Blu Edwardian, Kenilworth
97 Great Russell Street
Bloomsbury, London, WC1B 3LB

HOUSTON
4th April 2019
8:30am– 9:00am Breakfast
9:00am – 3:00pm Session


WHERE
Houston Marriott North
255 North Sam Houston Pkwy E
Houston, TX 77060

Experience the unique Dealing with Procurement
and Professional Buyers content!

In this interactive workshop, you will discover skills, tools and
approaches to deal effectively with tough, demanding
procurement professionals including:

  • How procurement is measured, and the high value, low cost
    ways sales people can help them succeed
  • Understanding the unique pressure procurement
    professionals face, and what sales people can do to help
    them deliver required results while protecting their own
    bottom line
  • Tools and techniques to effectively engage tough buyers
    and create a provocative procurement dialogue that leads
    to higher levels of collaboration and innovation
  • Skills to uncover, prioritize and gaining agreement on
    previously Undiscovered and/or underappreciated needs so
    that price becomes a factor in the decision making process,
    rather than the focus

Facts:

  • According to Corporate Executive Board, 57% of sales
    decisions are made before a sales person is contacted. Since
    2008, Procurement has moved from a transactional
    processing role to a strategic business partner role.
  • Sales people who understand professional buyers, how they
    are measured, and what pressures they face are able to
    fully engage with procurement rather than try to avoid or
    work around them.
  • Top sales performers know how to engage procurement
    professionals in provocative dialogues to take control of the
    sales and negotiation process, especially when the buying
    professionals insist it’s only about a better price, higher
    discounts and more giveaways.

 

TO REGISTER
Contact us at +44 (0) 7961 683 033
or fill in the registration form below

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