71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja

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