Sales Skills for Procurement Professionals - See whats on the other side...
Details
ADVANCED
Sales Skills for Procurement Professionals
Reduce the likelihood that the procurement process be subverted by suppliers' sales processes.
The workshop aims to equip participants with an awareness of sales techniques in order to neutralise the tactics of suppliers and emulate behaviours when influencing internal/external stakeholders during the procurement process. Explore business to business sales tactics, particularly for significant sales that will impact on the procurement process.
Outline
1 DAY COURSE
LEARNING OUTCOMES
Our practical one-day course will equip you with the knowledge and tools to:
- Describe the sales process and a variety of sales methods used to influence buying behaviour in business-to-business sales.
- Identify the strategies, tactics and behaviours adopted to influence stakeholders internally.
- Develop mechanisms to neutralise the influence of sales people in the procurement process.
- Surface the real business needs in an agnostic manner to ensure procurement decisions are reached in an environment of probity and transparency.
- Detect and neutralise the common negotiation tactics and promote a negotiation culture of transparency and ethical behaviour.
BENEFITS OF ATTENDING
- Increased confidence understanding sales techniques in order to neutralise suppliers' tactics.
- More effective engagement in the business and greater alignment to the procurement project's goals and objectives.
- Lowers the likelihood the procurement process is sabotaged or undermined by a participant in a bid or negotiation process.
COURSE OVERVIEW
1 - 'Selling to' versus 'buying from'; the change in the business-to-business sales process
2 - The 'hard' sell; features and benefits
3 - The 'soft' sell; value based sales
4 - Strategic selling and buying facilitation
5 - Accessing and engaging the 'VITO'
6 - Key ways salespeople influence the procurement process
7 - Negotiation tactics and ploys
8 - Needs identification; explicit and latent needs
9 - Procurement practitioners can outwit sales people
AUDIENCE
This workshop will be of benefit to practitioners whose role involves them in category management, strategic sourcing, procurement and/or vendor management who manage complex business to business acquisition projects.
Speaker/s
Comprara is an organization that specializes in offering expertise for supplier and cost management solutions across three key areas – People, Process and Technology.
Comprara is all about supporting procurement and commercial leaders and their teams to gain more ground in the way they purchase to add increased value back into their organisation.
Comprara work with ASX 200 companies including some of the largest organisations in Australia and New Zealand in Telecommunications, Health, Energy, Financial Services, Retail Banking, Aviation, Manufacturing, Utilities, Transport, FMCG, Resources as well as the Public Sector to name just a few.
