07 November @ 9:30 am - 5:00 pm, 10 St Bride Street, London, EC4A 4AD
Early bird discount of 10% applies if registration and payment is made by 11 October 2019
Learn how to turn ferocious purchasing tigers into tabby cats!
Why should you choose “Negotiating with IT Purchasing”?
Even the bravest can feel fear when they are summoned to meet with the customer’s purchasing department. They know that IT buyers can often be intimidating, flint-hearted and well-practiced in squeezing suppliers until their pips squeak. These people are professionally trained to be tough and ruthless. Their tactics place intolerable pressure on sales teams, often leading to ill-advised concessions that not only reduce the margin of the deal but result in bad “agreements” that set the seeds for project failure.
The skilled sales negotiator, however, is not afraid. They understand that the customer benefits most from an agreement which delivers maximum value to both parties. They know that by “playing the game”, using five golden rules, and countering predictable tactics of bluffing, pressure and intimidation, they can effortlessly avoid the man-traps set by an unscrupulous buyer.
Who should attend this course?
What is the course outcome?
By the end of this workshop, you will feel confident that you can deal with the tactics applied by aggressive purchasing departments, and secure a deal that works best for supplier and customer alike. Your margins will improve, your projects will be more successful – and respect and repeat business will follow.
The workshop uses exercises and role-play based on a real-life case study. It examines strategies for dealing with the classic issues in ICT and technology sales negotiation including price, delays, loose specifications, intellectual property, licence terms, warranty and support.
What is the course agenda?
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