Class 2: Supplier Strategies / Deal Messaging / Contract Risk Assessment

Countering and Neutralizing Sales Strategies & Tactics

This class was designed and developed to address the gap in traditional negotiation training that fails to educate buyers on the sales strategies and tactics used by suppliers to exploit leverage when negotiating deals. This training gap has enabled suppliers to control spending events and consistently outperform professional procurement resources. Participants will learn to identify supplier sales strategies, develop messaging to neutralize supplier tactics and know where to look in contracts and deal agreements to minimize risk for their organization. Deal leaders will complete exercises to help build effective messages to regain control of negotiations and create motivation for the sales teams to meet your deal objectives as long as it clearly outlines a buyers leverage! 

Learning Objectives :

Become proficient at identifying the most common supplier sales strategies and associated tactics Understand suppliers’ deal approval process and the role of their sales funnel and forecasting process 

Create action plans to counter tactics a supplier will use to support their sales deal strategy 

Develop deal messaging to effectively influence and change the dynamics of a deal 

Expected Outcomes:

Participants will return to their organizations with tools and techniques to improve negotiation execution on their next deal. Tools and worksheets include:

• Sales strategy identification worksheets 
• Sales strategy tactics identification worksheets 
• Strategy and tactics neutralization action plan worksheet 
• Deal message development checklist

*This class will be held daily from August 19th to August 23rd, 2024, from 12:30 PM to 2:00 PM EDT.