Defend Value vs. Procurement
What does it cover?
This Business-Critical Intervention is designed to help salespeople defend value during sales negotiations. Procurement teams have conflicting objectives at the moment – for example, supply chain continuity is often a key issue. However, they are also using a full set of positional techniques in order to reduce costs to the absolute minimum. This intervention draws on three modules from our award-winning 3D Negotiating Client Value program to equip salespeople with the skills they need to deal with ten common Procurement tactics, from time pressure to ‘best of best’ pricing.