Mark Raffan: 9 Secrets to Win Deals and Influence Stakeholders
Negotiate Anything
Negotiation Dynamics: Sales vs. Procurement
This chapter explores the differing incentives of salespeople and procurement teams during negotiations, emphasizing the urgency of closing deals versus the focus on long-term value. It highlights the necessity for sales professionals to adapt their strategies to align with procurement processes, rather than relying on high-pressure tactics. Personal experiences illustrate the challenges faced in navigating complex internal systems within organizations, underscoring the importance of patience and genuine understanding in the sales process.
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