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Buyers are now all trained in behavioral techniques include destabilization exercises. These "decoys" are all commercial test.

The game of good and evil
A classic that blew hot and cold, and is played with two purchasers.

Always say no
To a first offer, whatever it is.

Start with a requirement too high, without justification
Remain silent or otherwise monopolize the floor
When the seller believes the game is won; involve a 3rd person who puts everything into question.

These techniques required the sales forces to upgrade. Training to help them better withstand the tremendous pressure exerted at the negotiating table. And demystify the overwhelming role of the buyer by putting himself in the shoes of another.

The new face of the purchasing function has direct repercussions on the business of the seller. Previously manager of suppliers and negotiator without real power of decision, the role of the professional buyer has expanded considerably, speaking very early stage of the purchase. It became a strategic department increasingly linked to the whole branch. Buyer collects information on market developments suppliers, product quality control, juggling the cost analysis and performance indicators. The price is no longer his only criterion: he drives value to all levels in its sub-contractors. Its business includes an introduction to marketing, management, finance, logistics, communications, legal, quality assurance. "The responsibilities of the buyer is expanding. It currently manages a full product pipeline from supply sources to end customers,"

"For some time, buyers have finally acquired the right of citizenship in the workplace. Better yet, the purchasing function is recognized as a component of the strategy, a cornerstone in building the future of business,"

"Up to 4 or 5 years, buyers were not trained in negotiation, but rather to law questions and tariff conditions. Now they are all trained in a behavioral approach to bargaining , "

LACK OF TRAINING

However, salespeople are rarely trained in buying techniques or just aware of the cost approach. The reason is simple: "There is some discomfort from the seller to ask this type of training to its sales manager. For a commercial, it is fashionable to say: "I know the buyer techniques of destabilization , however, when we get to show them the need for such courses, sales managers are delighted: the progress is real."

" The trade buyer are a lot more professional, especially in supermarkets. With the phenomenon of store concentration, sales force were in front of these mastodons. Those who think their glibness and their 10 years of field sould be sufficient to deceive. The salesmens forget that behind it, there is a company business strategy

"Take the medical markets. Recently appeared in hospitals buyers which are no longer doctors but managers whose mission is the drastic reduction of costs. The sale has become much fiercer. The sales forces of different suppliers were not prepared for this change. This is also a positive response from companies that go through a network of independent distributors who are somehow their internal buyers: insurance companies and brokers, oil and patterns of service stations, automotive and industrial their dealers ... Purpose: To better understand and resolve all conflicts of interest.

AXIS BEHAVIORAL

In practice, training dedicated to purchasing techniques are growing primarily internaly because they require custom work on real situations negotiations However, firms that have set up shop begin to include in their Catalogue of inter-company training. By very nature oriented "negotiations", programs differ from traditional seminars "sales techniques", even if the participant will found tools that he knows well: video interviews, skits about negotiating scenarios, training on real case .. .

These courses work particularly the behavioral aspect of the buyer-seller relationship. "The goal is to change the behavior of commercial face of the buyer to help better anticipate its reactions to not be disrupted and become more confident,". The work will focus on assertiveness, self-control, gesture and nonverbal to remove blockages input from the seller, whose tendency is to unconsciously put on the defensive against the buyer who perceived as an adversary powerful, "inviolable". In fact, the superiority of the purchaser is effective in late trading, when the final decision.

For a better awareness, one of the most effective methods is to invite buyers to come and talk about their craft before the sales force. Relational knowledge of the trainer is here decisive

Desecrate THE BUYER POSITION

"That's when we realize that if sellers are often making a mountain of their buyers, the reverse is also true!"Buyers were willing to play the game for over an hour explaining the evolution of their business, their requirements and their constraints. The theme of the seminar was" there is not impregnable, but, well-guarded fortresses, " When buyers have explained to them that everything is in the preparation of interviews, salespeople have realized that this was a game, a score that we must learn to decode. Their vision of negotiation has become much calmer. "

One of the major benefit of this training is to desecrate the image of the professional buyer to return to an even game between two negotiators who tend toward the same goal: to develop their turnover. Even if the path to get there differs: the buyer's interest to negotiate "with drawers" for every time new benefits while the seller will try to negotiate together, by locking each of its concessions.

In conclusion, the buyer is a normal human being. When the business becomes aware and knows to recognize the" lures "that he is, 80% of the road is done." Seller has not the privilege of stress. The buyer is also under pressure. Behind him, the Branch (for large volumes), production, accounting expect quality services, short delivery times, good payment terms. Purchasers must often "sell" their subsequent decisions internally.

Putting himself in their skins, and include commercial dimension of their interlocutors and their own constraints. They include buyers and sellers are finally only two sides of a single commercial craft.