Selling to Procurement
Secrets of Selling to Procurement
Procurement don’t always focus on price – they just want you to think they do
Programme Overview
A structured learning journey that helps sales teams:
- Understand how procurement really works
- Influence decisions earlier in the buying process
- Position value more clearly across stakeholders
- Negotiate with more confidence and control
Delivered through live sessions, real deal application, and ongoing manager support.
Our breakthrough programme THE SECRETS OF SELLING TO PROCUREMENT will help your team to develop profitable relationships and negotiate successfully with Procurement and buyers who are trained negotiators.
The programme will give your team the 6 powerful insights & skills that have helped hundreds of sales teams win more profitable deals and take control of the negotiation. They will walk away with a clearer understanding of how procurement actually works, and more importantly, how to influence it. Not by pushing harder, but by working smarter, earlier, and with more control.
What makes this programme different
This isn’t a one-day negotiation workshop or a set of closing techniques.
It’s a structured learning journey built around how real deals unfold.
Your team doesn’t just learn concepts. They apply them to live opportunities, test them in realistic scenarios, and refine how they approach real stakeholders.
The content is grounded in direct insight from procurement leaders and shaped by years of working alongside sales teams dealing with complex buying environments.
What that means in practice is simple. The learning feels relevant straight away, and it sticks.
Download the brochure
Selling to Procurement: Programme Benefits
1
You can influence and coach Procurement as easily as you can anyone else
2
You can manage Procurement’s stakeholders better than they do
3
You can influence the supplier selection process
4
You can influence how they really see cost and value
5
You can create a negotiation that gives you an equal seat at the table.
The Secrets of Selling to Procurement will help your team to navigate through Procurement with your price list as protected as possible – by giving your team the professional secrets held by Procurement and used every day.
What our clients say
You showed my team that Procurement can be open to interpretation and influence just like anyone else. In the 3 months following Secrets of Selling to Procurement our sales team has sold £87K worth of revenue as a direct result of the training. That’s a 90-day 8:1 ROI.
Rob Chapman, Co-CEO
Firebrand
How the programme works
The programme runs as a short, focused journey rather than a single event.
Each stage builds on the last. Early sessions focus on understanding procurement and how buying decisions are structured. Later sessions move into influence, value, and negotiation, all grounded in the team’s real deals.
Between sessions, your team applies what they’ve learned. They test ideas, try conversations, and come back with real examples to work through.
That rhythm matters. Without it, most training is forgotten quickly. With it, behaviours start to change and results follow.
Alongside the learner journey, managers are actively involved. They are equipped to coach the behaviours, reinforce the thinking, and keep the programme alive in day-to-day sales conversations.
Case Study
Canon B2B Sales Team
Canon continue to put their sales teams through this breakthrough programme.
A more natural way to sell to procurement
Selling to procurement doesn’t need to feel like a battle.
When your team understands the environment, knows where influence sits, and can communicate value clearly, the whole process becomes more controlled and far less frustrating.
That’s what this programme is designed to do.
Give your team the clarity, confidence and structure to sell into procurement-led environments in a way that feels natural and delivers results.
Everything was deeply, clearly and skillfully managed. Practice and theory were well mixed. Involvement of people was continuous.
Alessandro, Lab Manager & Team Leader
Thermo Fisher Scientific
Ready to get started?
Let’s make it yours – naturally..
Please get in touch to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently.
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