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Introducing our new customized training solution for sales professionals.
View the 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.
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.
Traditionally, account teams feel caught running from one negotiation to the next. One of the first things we remind our clients is that what is at the table is only a small part of the overall negotiation process. The best negotiators actively manage the entire process and create the most options for their at-the-table discussions.
Organizations increasingly need to develop influence as a core competency in order to collaborate with internal business partners, drive change, and optimize engagement with suppliers. Learn about common influence traps and how to avoid them.
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