OasisLMS

Duration: 58mins - As a result of joining this event the participant will know new negotiation skills, knowledge, tools and best practice which will enable them to effectively negotiate with procurement teams in 2022

Sales professionals, Sales Managers, Sales Leadership

UK and International

Even experienced salespeople and managers often negotiate 'by the seat of their pants'. If you're up against a trained procurement professional, that's a recipe for value destruction. This is even more true, as the pandemic starts to ease. In sectors where the recovery is lagging, Procurement teams are laser-focused on discounts and favourable payment terms, while limiting their purchase commitments. In sectors where the boom is already in sight, they are leveraging that buying power to manage margin and working capital, while seeking major concessions on issues such as supply-chain flexibility, SLAs, and guarantees.

The 8 types of sales negotiator, and which types you definitely don't want to be. The 10 main Procurement strategies, and how to resist them. How to build a comprehensive sales negotiation capability across your whole team.

CPD Points: Two (when attending live) or one (watching the recording)

Claire Cologne, Head of Sales at Imparta In her role as Head of Sales at Imparta, Claire has worked with a wide range of global organisations across a variety of industries. She brings insight and expertise in improving sales performance to support the execution of sales and business strategies through developing skills at every level; from Front Line to Executive. Supplemental assets · Sales Conversations Podcast - How to Negotiate with Procurement in 2022 - https://imparta.com/resources/how-to-negotiate-with-procurement-in-2022/ · Sales Negotiations FAST Framework - https://imparta.com/resources/insights/fast-framework/ · Push Back Against Post-Pandemic Procurement Pressure, Whitepaper - https://imparta.com/resources/insights/push-back-against-post-pandemic-procurement-pressure/