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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. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?

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10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

New procurement teams introduce big challenges and new opportunities into the customer relationship. My old contact has been replaced A new procurement team introduces fresh dynamics and relationships. The working environment will undoubtedly change from what you were used to with the previous procurement team.

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Struggling With Procurement?

Whetstone

Unfortunately, Procurement doesn’t! When you’re not allowed to differentiate your value and you are forced to compete solely on price, it can be difficult to close a sale, and if you do close the sale, you know it might not have been worth the effort. Here are four tips on how to effectively deal with procurement departments: 1.

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Re-framing Procurement Negotiations: From Buying and Selling to Decision Making

5600 Blue

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly they are making a decision.

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How the Procuring Cause Works in Real Estate

Hubspot Sales

As a real estate professional, the amount you're paid for each sale is often dependent on commission. And the average commission for the sale of a property is 6% of the purchase price. This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals.

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Don’t Waste Your Time: Five Red Flags to Watch for with Unsolicited RFPs

Holden Advisors

In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But , if you find yourself dealing with procurement, you might want to save your energy. And, if they accepted the proposal, I would make my quota for the entire year. Dealing with procurement is never easy. So, I lowered it.

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3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. You're only the local lead - decision makers are in other countries. Do you sell?