Scale Your Sales Podcast #114: Mark Schenkius – Motivating the Buyer Is the Key Objective in Procurement

My next guest is founder of ROI-10, focusing on negotiations, procurement and sales. He has worked for Mars inc. For over 17 years in a variety of procurement functions. He is also lecturer of Business Economics at Fontys University of Applied Sciences and author of, and this is a brilliant book you all need to get a hold of, The Other Side of Sales. Welcome to Scale Your Sales Podcast, Mark Schenkius. 

0:00 Motivating the buyer is the key objective in procurement 

3:06 Listening to what a customer wants gets you good value and information 

5:49 What the blue chair/red chair concept means for negotiation 

11:17 Focus on the buyer’s interests to successfully negotiate 

17:51 Why having a good relationship with buyers creates positive conflict 

21:52 How to show the buyer your added value 

23:55 Finding out about competitors helps with decision making during negotiation 

26:23 Why diversity is great for maximizing your results

Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and of 150  Women B2B Thought Leader You Should Follow in 2021

Janice helps companies around the world to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event



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