57% of sales decisions are made before a sales person is contacted – are your sales team prepared in this new world of professional buyers?
Since 2008, Procurement has moved from a transactional role to a strategic business partner role. Salespeople who understand professional buyers and how they are measured are the ones who are able to fully engage with procurement and close more deals.
Our interactive workshop will provide you and your sales team with an inside track on the skills, tools and approach to deal with tough, demanding procurement professionals.
You will learn:
- How procurement is measured, and the high value, low-cost, ways salespeople can help them succeed
- The unique pressure procurement professionals face, and what salespeople 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, NOT the focus