Remove Communication Remove Negotiation Remove Procurement
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Consultative Selling Tips: How to Sell to Procurement Managers

Brooks Group

Procurement managers have a reputation for focusing only on price. This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. Understanding Procurement Manager Challenges Procurement managers are in a unique position.

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What To Do If Your Company Is Asked To Participate In A Reverse Auction

Holden Advisors

Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect. In front of the procurement team and the buying decision maker, we explained the extra value we offered point by point. Luckily, procurement did not have that power. We didn’t think they did.

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The Important Role of Pricing Departments in the Price, Cost, Revenue Equation

Holden Advisors

Assist in communicating value. Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Think about it.

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Context and curiosity drive commerciality and pricing

Red Star Kim

Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Often, pricing becomes the focus of these negotiations. Pricing is one of the five considerations for procurement Do You Know what the Five Rights of Procurement are?

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How to negotiate a contract

PandaDoc

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

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Top Tactics for Selling to a Buying Committee

Brooks Group

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

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The Benefits of a Collaborative Culture

Peter Simoons

You might see them, from a procurement perspective, trying to get the best deal for the company rather than a great deal for both parties. In addition, as the silos don’t collaborate and communicate internally, there may be circumstances when their people meet each other at the external company’s location.