This course will allow you to identify supplier sales strategies and develop messaging which will neutralize them. Traditional negotiation training often fails to identify, create and exploit leverage in cross-functional buying situations. This enables suppliers to control spending events and consistently outperform enterprise buyers. By focusing on messaging which motivates the sales team and clearly outlines leverage, buyers can regain control in their negotiations.

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Key Learning Objectives:

• Learn how to identify the prevailing IT supplier sales strategies

• Understand suppliers’ deal approval process and the role of the forecast

• Anticipate the tactics a supplier will use to support their sales strategy

• Use frameworks to develop messages that influence the forecast and change the dynamics of a deal

Approach​:

The program will be delivered on Zoom in one week across five daily 90-min sessions. The course combines interactive discussions and self-guided work built on real world case studies, actual contract examples, and real supplier situations including Microsoft, Oracle, and Salesforce. Participants will return to their organizations with tools in hand to improve execution on their next deal. Frameworks and worksheets include:

• Sales Strategy Identification
• Buyer Leverage Assessment
• Sales Tactics Identification
• Sales Tactics Neutralization
• Buyer Message Development