Motivating the Buyer Is the Key Objective
Motivating the Buyer Is the Key Objective
Intro
My next guest is founder of ROI-10, focusing on negotiations, procurement and sales. He has worked for Mars inc. For over 17 years in a variety of procurement functions. He is also lecturer of Business Economics at Fontys University of Applied Sciences and author of, and this is a brilliant book you all need to get a hold of, The Other Side of Sales. Welcome to Scale Your Sales Podcast, Mark Schenkius.
0:00 Motivating the buyer is the key objective in procurement.
3:06 How listening to what a customer wants gets you good value and information.
5:49 What the blue chair/red chair concept means for negotiation.
11:17 Focus on the buyer’s interests to successfully negotiate.
17:51 Why having a good relationship with buyers creates positive conflict.
21:52 How to show the buyer your added value
23:55 Finding out about competitors will help with decision-making during a negotiation.
26:23 Why diversity is great for maximizing your results
