71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja
Mark Raffan, the Negotiations Ninja joins me on Make It Happen Mondays to talk about the other side of negotiations - procurement. We extended this one to an hour because we were getting so into the conversation.
Topics we covered include.
What is procurement, how are they held accountable, and what are the different types of procurement.
Matching buyer roles to sales roles
Different categories of buyers
Sophisticated vs unsophisticated buyers
Getting over someone’s head
There is more than one close
Misconceptions about procurement
What happens when both parties stay silent for two minutes
Know your walkaway line
