Mark Raffan, the Negotiations Ninja joins me on Make It Happen Mondays to talk about the other side of negotiations - procurement.
Topics we covered include.
What is procurement, how are they held accountable, and what are the different types of procurement.
Matching buyer roles to sales roles
Different categories of buyers
Sophisticated vs unsophisticated buyers
There is more than one close
Misconceptions about procurement
What happens when both parties stay silent for two minutes