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Show Notes
How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It's a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you'll better understand how to sell to them. Don't miss it!
Outline of This Episode- [1:14] More about Tom Williams
- [2:03] What is Buyer-Centered Selling?
- [3:48] The procurement process
- [5:49] Procurement within an organization
- [10:06] Where a salesperson fits in the process
- [12:46] The discovery process is continual
- [19:54] How to revive stalled deals
- [26:15] The architecture of a close
- [31:19] How to connect with Tom
- Strategic Dynamics Firm
- Connect on LinkedIn
- Strategic Dynamics on Facebook
- Follow Negotiations Ninja on Twitter: @NegotiationPod
- Connect with Mark on LinkedIn
- Follow Negotiations Ninja on LinkedIn
- Connect on Instagram: @NegotiationPod