The Importance of Preparation in Negotiations

Let’s get this right – Sales people have been trained in negotiation, body language and closing a sale for many years. Most of a private sector companies training budget is spent on training sales people, so why should we in procurement think that when they arrive at a negotiation that they are not prepared, of course they are! They may look comfortable, in full control of their body language and relaxed, talking about football and holidays but do not think for one second that they are not ready to negotiate, if they weren’t ready, they wouldn’t be here!

In this episode we discuss the need to prepare and plan for a 100% ready sales person to be sat opposite us every time!

Fail to Prepare, Prepare to Fail