If you’ve ever struggled to gain traction with a highly proficient procurement function, these courses will 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.
Frequently Asked Questions
Why is this different from other sales training?
Our training for sales teams is unique because it helps the seller understand the buyer better and explores the key approaches, tools and tactics procurement use. With this insight, the seller is better equipped to gain an advantage.
Will the training cover what Buyers do to gain advantage over the seller?
Yes, this is a key part of the training and we explore the key models and approaches Buyers use to gain advantage, and what the seller can do to counter this.
Is the training delivered by sales or procurement people?
This training is delivered by experienced procurement practitioners.
How have other sales teams benefited from this training?
This training has been transformational for sales teams who have learnt how to adapt their approach to resonate with how the Buyer approaches the relationship, and finding levers that can open up value opportunities.
Does this training include how to negotiate with buyers?
Yes it does, based upon the proven Red Sheet methodology used by procurement teams worldwide, but applied ‘seller-side’ in this case.
Will this training help us get past a cost only discussion to talk about value?
Yes, this is a key part of the training, and we will provide some approaches and tools to help.