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

Connect with Tom Williams

Strategic Dynamics Firm
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How to Sell to Procurement