Mark Raffan, the Negotiations Ninja joins me on Make It Happen Mondays to talk about the other side of negotiations - procurement. We extended this one to an hour because we were getting so into the conversation.
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
Getting over someone’s head
There is more than one close
Misconceptions about procurement
What happens when both parties stay silent for two minutes
The importance of knowing your walkaway line
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"Sales is the best profession in the world when done right, but the worst when done wrong. Let's do it right."
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John Barrows is the founder of J.Barrows Sales Training. His clients include Salesforce, LinkedIn, Tableau, Okta. He has been featured in Forbes, Inc and Entrepreneur and trained tens of thousands of sales reps around the world.
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Resources
Website: https://jbarrows.com/
Facebook: https://www.facebook.com/JBarrows/
Instagram: https://instagram.com/johnmbarrows
Twitter: https://twitter.com/johnmbarrows
Store: https://shop.jbarrows.com
Podcast: https://jbarrows.com/podcast
Negotiation Training and Tactics with Mark Raffan the Negotiations Ninja sales training hospitality industry | |
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| Education | Upload TimePublished on 20 Sep 2018 |
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