Overview
Sales training like none other; our sales training courses (delivered by procurement professionals) uncover the secrets behind modern-day great procurement and help you change your entire sales approach to gain advantage.
Our training to sell to procurement covers the key steps and approaches buyers use to create winning buying strategies, and how the seller can position themselves to get the best outcomes possible in the face of a strong adversary.
Take together with our Negotiation for Sales Teams training course for the complete training program to equip and enable your sales team.
Classroom
2 days
Virtual
4 x 3.5 hours
Course Content
Buyer vs. seller perspective
- The challenges of selling to well-trained procurement teams
- What best practice procurement looks like today, and the processes and training you can come up against
- Establishing multi-point relationships across the customer’s business
How to leverage value
- Understanding power drivers - the Day One Analysis tool and how to gain advantage
- Value levers the buyer will use, and how to position the offer to the value the buyer seeks
Maximizing bid success
- Getting behind the RFP - strategies to deliver the winning bid
- Strategies for ‘nil-contract’ engagements and eAuctions
- Making the contract work to your advantage
Meeting the buyer's requirements
- An introduction to procurement category management (the key method used by procurement teams)
- How procurement teams define business requirements
Getting into the mind of the buyer
- Pricing strategies and how the buyer will analyze these
- Navigating the cost breakdown
- How the buyer will determine the strategic direction for an area of spend (portfolio analysis and supplier preferencing)
Managing the relationship and securing future value
- Supporting implementation of a sourcing strategy
- Establishing and maintaining the right relationship
- When things go wrong - what to do
Learning Objectives
By the end of this course delegates will be able to:
- Describe the approaches buyers use to gain advantage
- Be one step ahead of how the buyer is approaching the sourcing activity
- Position the offer to resonate with the buyer’s key requirements and strategy
- Establish, where possible, relationships with the customer’s organization that support the sales process
- Determine approaches to leverage value
- Secure better outcomes within a bid process
- Establish a more collaborative relationship with the buyer and across the wider organization
- Secure future benefit and maximize the longevity of the engagement