Handling Procurement Without Giving Away the Deal
Procurement is paid to take value off you. The reframe, the five standard plays to expect, and the preparation that protects the price and terms you already sold.
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Handling Procurement Without Giving Away the Deal
What's inside
- The reframe that turns procurement from threat into process
- The five standard plays buyers run and how to spot each one
- Counter-moves for delay, compete, bundle, urgency, and rule plays
- How to trade instead of give — never concede one-way
- Pre-negotiation prep that protects price and terms you already sold
- Word-for-word language to re-anchor on go-live and value beyond price
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
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