Getting to Yes with Procurement: Advice for Sales Professionals

Elizabeth Rayer, Ph.D. and David Chapnick

For sales professionals, negotiating with procurement can be a daunting experience. With over 20 years of consulting experience to both sales and procurement organizations, Vantage Partners knows how difficult this process can be – especially given the continuous expansion of procurement's role in the buying and negotiation process. However, with the right tactics and preparation, getting to yes with procurement doesn't have to be such an ordeal.

Vantage's Elizabeth Rayer, Ph.D., and David Chapnick provide negotiation advice for dealing with the many challenges sales professionals face when negotiating with procurement.

Some common challenges the presenters will discuss:

  • Procurement the gate-keeper
  • Selling value when procurement seems to only care about price
  • Negotiating when it feels like procurement has all of the leverage
  • Out to bid – managing procurement's reliance on a RFx process
  • Dealing with threats, stalling, and other tough tactics
Back to Webinars