Class 2 : Supplier Strategies / Deal Messaging / Contract Risk Assessment

Countering and Neutralizing Sales Strategies & Tactics

This class was designed and developed to address the gap in traditional negotiation training that fails to educate buyers on the sales strategies and tactics used by suppliers to exploit leverage when negotiating deals. This training gap has enabled suppliers to control spending events and consistently outperform professional procurement resources. Participants will learn to identify supplier sales strategies, develop messaging to neutralize supplier tactics and know where to look in contracts and deal agreements to minimize risk for their organization. Deal leaders will complete exercises to help build effective messages to regain control of negotiations and create motivation for the sales teams to meet your deal objectives as long as it clearly outlines a buyers leverage! 

Learning Objectives :

Become proficient at identifying the most common supplier sales strategies and associated tactics Understand suppliers’ deal approval process and the role of their sales…