71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja

Sep 17, 2018

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