Dealing With Procurement
Not long ago, top salespeople often developed sales strategies designed to go around procurement, or involve them very late in the sales process to sign off on a completed deal.
Today, procurement has been elevated to a fully-developed management team role in many organizations, so top salespeople must understand the complete buying process including the role procurement plays, and have a strategy that involves them at the right time in the decision process. Not doing so can be hugely detrimental to a company's growth.
What you get.
Dealing with Procurement & Professional Buyers provides powerful concepts, skills, technology, and tools to close more profitable business transactions faster, and sell value rather than price when dealing with professional buyers.
Participants will learn the importance of having a strategy for understanding and controlling the buying process even before initial contact is made, and for working with procurement as partners in the decision-making process. They will develop tools to assess the power of procurement in the organization, complete a stakeholder analysis, identify KPIs, determine stakeholder analysis and management strategies deployed by the buyer, and how to create a value exchange approach to negotiations that enhances credibility and protects bottom line profitability.
Free to Share
Most training companies protect their IP, charging clients per seat. In our mind, this creates silo-based behavior within organizations due to budgetary issues, and prevents the implementation of new and innovative thinking.
GPG sales solution IP can be openly shared across departments and the organization – in fact, we encourage it. We only charge when the business wishes us to apply the “how” training segment. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.
It is critical to understand the forces within the customer organization that influence procurement and the buying process, so that you can leverage them to your advantage in the negotiation process.
These forces include Product Specifications, Underlying Business Requirements and Stakeholder Analysis. The Arena enables you to operate in a way that makes you most effective, and to avoid traditional approaches that are familiar and comfortable, but ineffective. You will learn how to leverage the inevitable tension that occurs during high stakes negotiations and develop the confidence and skills to operate in a truly effective way.
How we deliver.
All our programs are delivered in the same way, have the same support and offer the same value to an organization. The key is to change mindset, deliver bite-sized learning and practice getting it right, followed by ongoing reinforcement and support.
Our training changes mindsets, beliefs, and values to create sustainable innovation within your business from within. Your only decision is which team you wish to start with.
We provide our clients with a flexible approach in terms of workshop length and content, and offer deliver in ILT and VLT formats. All training is results-tracked and successes-captured to help you turn best practices into common practices.
DWP Solution Delivers
An understanding of the role of procurement and the professional buyer, the challenges they face, and their measures of success to gain control of the negotiation process and drive sustainable, profitable agreements. Participants will learn how to:
- Leverage the inevitable tension and pressure inherent in every sales situation, especially when procurement and professional buyers are involved.
- Ask insightful, thought-provoking questions that expand thinking and buying opportunities to drive more innovative agreements.
- Identify, prioritize, and gain agreement to explore previously undiscovered and/or underappreciated procurement needs.
- Move decision makers to a logical close based on demonstrated value and ROI, rather than on what appears to be the lowest upfront price.
Clients we service
- American Express
- Thomson Reuters
- Cambridge Assessment
- Swiss RE