Selling to Buyers – a look into the mind of the buyer
WHO WILL BENEFIT FROM THIS SEMINAR?
Selling to Buyers: This seminar will be beneficial to individuals or teams working in all levels of sales and who wish to understand the buyers’ perspective and tools they use.
WHY SHOULD YOU ATTEND?
This seminar will show how the procurement function operates in terms of the tools and techniques it use when facing sales people:
1. On the seminar you will see how Buyers use specific tools to segment their suppliers and where you could be on their target list!
2. Learn how to recognize the buyer’s behaviours, in order to accurately assess what they think of you, your business as well as your offering
3. Learn and practice a number of procurement tactics designed to extract value from suppliers, in order to understand how to counter these.
4. You will also cover the basics of the negotiation process, from the buyer’s perspective.
METHODOLOGY
The learning during the workshop is practice oriented. Through individual work, case studies in small groups and role-playing exercises attendees will receive an insight into how to approach buyers and then have the opportunity to test these new skills and techniques.
At the end of the workshop you will have an action plan to take away that will give you a clear idea of the process changes and steps needed to optimize your performance.
CONTENT OF THE SEMINAR
After an introduction on the key trends & techniques/tools in procurement, the seminar continues with training about getting the basics in place and how to gain improved value from your contact with buyers.
We will then look at how buyers themselves determine how to approach you, in your business, segmenting your product and service offering, before they use specific tools and techniques.
Next we will focus on the levers a buyer can pull in order to extract maximum value from their supplier base.
We will look at the impact of technology the procurement process and look at how ‘E’ can impact processes – as well as prices, unless you plan & prepare well!
The seminar is completed with a significant practical role-play, presenting to a purchasing organization in order to see how these tools and techniques are used in practice.
DURATION
The workshop consists of 2 days & for people/teams of around 6 – 12 people. The content can also be modified to be delivered via zoom.