Look through the purchase!
Two days, live training (off- or online)
- From corporate strategy to purchasing strategy
- Importance of costs, savings and ROI in purchasing
- The purchasing strategy in the daily work of buyers
- How are successful buyers measured?
- Preparation for negotiations and discussions in purchasing
- The → EVEREST-Methode® for purchasing and sales
- Interaction between purchasing and the specialist department
- Back Door Selling and Maverick Buying
- The question of power: who has more to lose?
- Situation and risk assessment before the negotiation
- Positioning and classification of suppliers
- Reading the buyers: From body language and demeanour to goals and tactics
- The different types in purchasing
- Type-appropriate selling
- Something is wrong: gaps in the argumentation
- Bargaining chips and compromises: Where does a deal make sense?
- Understanding the purchasing department’s reasoning
- Dealing correctly with knock-down arguments
- Classical argumentation techniques
- Manipulation techniques: From well poisoning to the ‘former’ technique
- The buyers’ bag of tricks
- Aggressiveness and arrogance
- Old school tricks
- Dealing with threats
- Lessons learnt: what does this mean for sales?