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Introducing our new customized training solution for sales professionals.
Join us on October 28, 2014 for a Selling Power sponsored webinar, "Getting to Yes with Procurement: Advice for Sales Professionals."
View the March 27, 2014 webinar, "Critical to Achieving Business Results: Effective Negotiation", presented by Elizabeth Rayer and Brian Blancke.
View the October 8, 2013 Selling Power sponsored webinar, "Managing Difficult Customer Interactions", presented by Elizabeth Rayer and Bruce Patton.
In business, we are negotiating every day. Whether negotiating over contracts and sales, negotiating internally over resources, or getting buy-in for a new project, it is hard to find a business initiative - or a day - that does not involve some sort of negotiation.
Getting into procurement's shoes and developing skills in negotiating with them are essential competencies for every sales professional working in the current environment. In this article, we address some of the key challenges sales people face most often when working with procurement, followed by some advice based on over 20 years of consulting to both sales and procurement organizations.
Influence is the way things get done in a matrixed organization. Leaders need to make sure that the approach to influence their people employ is one that will lead to creative solutions, wise trade-offs, positive working relationships amongst colleagues, and an organizational capacity for learning and innovation.
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