selling to procurement
For B2B sales teams, specialised Procurement functions are a fact of life in dealing with large modern corporations.
No matter how strong your relationship, your key contact in your customer business will be required to involve Procurement in contracting for your services.
For salespeople, this can be the start of a frustrating process. Too often it feels like Procurement has no real understanding of your value proposition, too little concern for the wider needs of their own business and a desire to eliminate or capture all of your value from the relationship.
You are beginning to realise that your standard approach to selling features and benefits and overcoming objections won’t get you anywhere with them.
Whether you know it or not, they have your business classified in one of four supplier relationship types and this governs how they look at you and how they treat you.
Based on our decades of Procurement experience we will lift the lid on the workings of this increasingly influential function.
Using TSL’s three-step Procurement Sales Advantage programme, we will help you to build effective strategies to turn Procurement from an obstructive gatekeeper to an active promoter.
Procurement Sales Advantage
Three steps to success:
1. Build Procurement business traction >
Use TSL’s Procurement traction model to build stakeholder sponsorship that actually impacts Procurement’s approach to your business.
2. Offer Procurement something they care about >
Understand the needs, targets, practices & policies of the Procurement team and address what really matters to them.
3. Engage your buyer >
Understand your individual buyer’s hierarchy of needs. They are not the same as your main stakeholder’s. A few important changes in your approach will open up their collaboration.
Workshop Details
We offer a 1 day workshop programme for up to 8 delegates
A lively mix of content, exercises and experience-sharing
Grounded in TSL’s three-step Procurement Sales Advantage process
At the end of the programme your team will:
• Understand what Procurement is:
The mission and roles of Procurement organisations – who they are,
why they exist and what they do
• Understand how Procurement sees value:
Procurement KPIs – how they are measured and how to give them what they
need while protecting your interests
• Understand how they look at you:
Looking at suppliers and categories from inside Procurement:
how things look from their side of the table and why they do what they do
• Understand how buyers think:
Their hopes and fears, what makes them get up in the morning and how to engage them at a
deeper level to your advantage
• Build an effective plan for breakthrough:
Using TSL’s Three Step Procurement Sales Advantage process build an action plan for
rapidly improving your results in dealing with Procurement
• Understand what Procurement is:
The mission and roles of Procurement organisations –
who they are, why they exist and what they do
• Understand how Procurement sees value:
Procurement KPIs – how they are measured and how to
give them what they need while protecting your interests
• Understand how they look at you:
Looking at suppliers and categories from
inside Procurement: how things look from their side
of the table and why they do what they do
• Understand how buyers think:
Their hopes and fears, what makes them get up in the
morning and how to engage them at a deeper level to
your advantage
• Build an effective plan for breakthrough:
Using TSL’s Three Step Procurement Sales Advantage
process build an action plan for rapidly improving your
results in dealing with Procurement
• Understand what Procurement is:
The mission and roles of Procurement
organisations – who they are,
why they exist and what they do
• Understand how Procurement sees value:
Procurement KPIs – how they
are measured and how to give them
what they need while protecting your
interests
• Understand how they look at you:
Looking at suppliers and categories
from inside Procurement: how things
look from their side of the table
and why they do what they do
• Understand how buyers think:
Their hopes and fears, what makes
them get up in the morning and
how to engage them at a deeper
level to your advantage
• Build an effective plan for breakthrough:
Using TSL’s Three Step Procurement
Sales Advantage process build
an action plan for rapidly improving
your results in dealing with Procurement