Negotiations Ninja Podcast

How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it! Outline of This Episode [1:14] More about Tom Williams [2:03] What is Buyer-Centered Selling? [3:48] The procurement process [5:49] Procurement within an organization [10:06] Where a salesperson fits in the process [12:46] The discovery process is continual [19:54] How to revive stalled deals [26:15] The architecture of a close [31:19] How to connect with Tom Resources & People Mentioned BOOK: Buyer-Centered Selling BOOK: The Seller’s Challenge The Kraljic matrix Connect with Tom Williams Strategic Dynamics Firm Conn