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
• Connect on LinkedIn
• Strategic Dynamics on Facebook

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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