Approaching Procurement in the Sales Process

FOUR ACTIONABLE TAKEAWAYS

• Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season.
• Assign values to the different “gets” from a customer and put together a slide that walks the customer through these.
• When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure.
• If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Pave
• Senior Manager of Sales @ Pave
• Client Strategy Manager @ Uber
• Strategic Partnerships @ Uber

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