training for sales professionals

Though our expertise in the field of supply chain and procurement, we help you sell to the professional buyer, influencing the buying process, winning more deals and building wallet share in your accounts by selling through procurement.

State of Flux’s highly specialised training provides you with the expertise to achieve these goals and strengthen your position in your target accounts.

Inside the buyer's head training

In today’s cost-conscious environment, the power of the procurement department has grown dramatically as organisations seek improved value and lower cost. As the professional buyer gets involved in leading more purchases, sales are required to go through procurement more and more. Inside the buyer’s head is comprehensive training revealing the technical knowledge and skills needed to neutralise the techniques that procurement professionals use and engage them on their own terms.
The training covers:
  • Building influence and power by knowing procurement structure and objectives
  • Aligning to the buying process – creating differentiation by selling the way procurement buys
  • Turning the supplier management strategies that procurement uses to your advantage
  • Delivering RFP presentations and sales pitches that work the way that procurement thinks

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Negotiating with procurement

In order to equip sales professionals to be commercially effective in negotiating with procurement at a strategic and tactical level, our negotiating with procurement training addresses several inter-related topic areas:
  • The anatomy of a negotiation – when it takes place, structure, timing and styles
  • The buy side perspective – how professional buyers can be expected to negotiate in the context of a strategic sourcing process
  • The sell side perspective and how trading, bundling and pricing levers affect the negotiation
  • Framing negotiations using perceived and actual value
  • How industry, market and competitive intelligence can be used to create a research-led negotiation strategy
  • Post contract considerations – a closer look at the importance of the key contract schedules and the supplier management perspective
  • Negotiation as a contact sport – review of the key behavioural skills
  • eAuctions – how they are used in a wider negotiation context

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