How to Sell to Procurement

<p>How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of&nbsp;<a href="https://www.amazon.com/Buyer-Centered-Selling-Modern-Sellers-Collaborate/dp/1948974053" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Buyer-Centered Selling</a>—believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of&nbsp;<em>Negotiations Ninja</em>, we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it!</p><h2>Outline of This Episode</h2><ul><li>[1:14] More about Tom Williams</li><li>[2:03] What is Buyer-Centered Selling?</li><li>[3:48] The procurement process</li><li>[5:49] Procurement within an organization</li><li>[10:06] Where a salesperson fits in the process</li><li>[12:46] The discovery process is continual</li><li>[19:54] How to revive stalled deals</li><li>[26:15] The architecture of a close</li><li>[31:19] How to connect with Tom</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li>BOOK:&nbsp;<a href="https://www.amazon.com/Buyer-Centered-Selling-Modern-Sellers-Collaborate/dp/1948974053" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Buyer-Centered Selling</a></li><li>BOOK:&nbsp;<a href="https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">The Seller’s Challenge</a></li><li><a href="https://en.wikipedia.org/wiki/Kraljic_matrix" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">The Kraljic matrix</a></li></ul><h2>Connect with Tom Williams</h2><ul><li><a href="https://strategicdynamicsfirm.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Strategic Dynamics Firm</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/thomasj