Business Zone
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- Academy
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- Business Zone
As a Supplier
As a supplier you should be in a productive interaction with your buyer to:
- Understand the buyer's perspective
- Build the trust
- Align your solutions with the buyers needs
- Create of a win/win environment
- Manage the buyers negotiation competitor, price, features and timeline tactics
As a Buyer
Even if you are an informed buyer you should deal with a lot of
pressures, concerns, and needs to close a deal. As a buyer you:
- Are under constant pressure to get the best deal for the solutions offered by competing reps; buyers must get more for less
- Have a specific purchase process to follow
- Must be concerned about the solution they choose
- Have specific needs that must be met
- Need to make sure your business & personal needs are met
- Know that the error in supplier selection will end to wrong solution, time and resources will be wasted