#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 How 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 will help with decision-making during a negotiation. 26:23 Why diversity is great for maximizing your results.  linkedin.com/in/markschenkius roi-10.com 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 https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG