Drivers and strategies
for winning deals

★ ★ ★ ★ ★

9,2 / 10

Negotiate with greater insight, control, and results.

Understand the interests, strategies, and behaviors of the other party.

Close strong deals with lasting commitment.

Introduction

Curious about what drives a buyer and motivates a seller? And why sales and procurement professionals often struggle to fully understand each other?

In the ‘Sales Meets Procurement’ training course, sales and procurement professionals come together to engage in real negotiation scenarios. You will experience the other side of the table firsthand. For many participants, this is both a unique learning experience and a true eye-opener.

Who is this training for?

The ‘Sales Meets Procurement’ training course is designed for sales professionals, consultants, advisors, procurement professionals, and project managers with purchasing responsibilities and several years of experience.

What makes this two-day training course unique

This ‘Sales meets Procurement’ training brings combines two worlds that rely on each other every day, yet rarely fully understand one another. You will work from both perspectives and experience directly how this impacts your negotiation effectiveness.

The approach is sharp, practical, and in-depth. With insights you can apply immediately at the negotiation table.

Benefits of this two-day program:

Experience negotiations from both the sales and procurement perspective.
Gain insight into psychological drivers, emotions, and strategies on both sides.
Translate strategies directly into concrete actions for stronger, more profitable deals.

Results

After completing the training course, you will have a strong set of both sales and procurement strategies. You will understand what sales and procurement professionals have in common and where they differ.

You will be able to recognize and analyze the underlying emotions in negotiation conversations. You will gain clear insight into the psychological drivers and techniques of the party on the other side of the table.

You understand the conditions a deal must meet for both sales and procurement. This enables you to lead negotiations with focus and confidence, and successfully close deals.

Practical information

Duration: This training course is given over two days, with a two-week interval between sessions.
Training hours: From 9:30 AM to 5:00 PM
Participants: Maximum of 10/12 participants
Locations: Alkmaar, Amersfoort, Amsterdam, Apeldoorn, Arnhem, Breda, Den Bosch, Den Haag, Eindhoven, Groningen, Maastricht, Naarden, Rotterdam, Utrecht, Zwolle, Online
Participation fee: € 1.295,- excl. VAT

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Personal advice

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Program

Day 1

9:30 AM Start training course

Insight into the strategies, interests, and positions of power of buyers and sellers.
The most important differences and similarities in thinking and acting.
The starting point of both parties in a negotiation.
Successful negotiation strategies and their effect on results and relationships.
Recognizing and utilizing motivations, negotiation styles, and emotional signals.
Understanding how decisions are actually made on both sides.
Formulating personal learning goals and action points for the upcoming period.

5:00 PM End of training course

Day 2

9:30 AM Start training course

Feedback on the interim period and results achieved.
Understanding psychological dynamics between buyers and sellers.
Recognizing and avoiding classic pitfalls in negotiation processes.
Strategies for steering towards win-win without compromising on value.
Dealing effectively with pressure, power, and objections.
Steering towards a concrete, workable, and profitable agreement.
Evaluation of the training course and drawing up a personal, practice-oriented action plan.

5:00 PM End of training course

Your training course in 3 steps

Prior to the training course, we ask you to complete an online intake form. If you prefer to discuss your personal learning objectives in more detail, we’ll be more than happy to schedule a one-on-one intake call. Based on your learning objectives, background, and focus areas, we’ll match you with a training group with similar professionals. This way, the training will be tailored to your situation and learning objectives.
The two-day training course ‘Sales Meets Procurement’ is spread over two weeks. Each training day combines inspiration, theory, and practical exercises. There will be a mix of plenary sessions, group assignments, and time for reflection. This way, the skills you acquired can be put to use right away.

In between the two training days, you’ll apply what you’ve learned in your daily work. During the second training day, you’ll discuss your experiences, insights, and results with the trainer and the group. Your training course ends with a personal evaluation and a clear plan of action for the future.

About your trainer

The training course is delivered by an experienced trainer with extensive practical experience. Our trainers combine expertise, analytical ability, and sharp observational skills with a personal and positive approach. They offer respectful, direct feedback, challenge you to grow, and support you in getting the very best out of yourself.
From the very first day of your training course, you’ll have access to the YEARTH Online Learning Platform. Here, you’ll find in-depth articles, assignments, and tools to help you put what you’ve learned into practice. You can choose where and when to study using the YEARTH app, your tablet, or computer. This allows you to get the most out of your training course and apply what you have learned in your daily practice in a sustainable way.

Your investment

My organization covers the costs

Participant fee	€ 1.295,
Facility fee € 50 per day	€ 100,
Total price excluding VAT	€ 1.395,

My organization is exempt from VAT

Participant fee	€ 1.295,
Surcharge 10%	€ 129,50
Facility fee € 50 per day	€ 100,
Total price excluding VAT	€ 1.524,50

I pay for the training course myself

Participant fee	€ 1.295,
Surcharge 10%	€ 129,50
Facility fee € 50 per day	€ 100,
Total price excluding VAT	€ 1.524,50

This is included in your investment:

Personal intake.
Syllabus and course materials.
The YEARTH certificate.
Year-long access to the Online Learning Platform.

VAT

The total investment excludes VAT. In some cases, a VAT exemption may be possible. In that case, the participation fee will increase by 10%. This can be beneficial for individuals and organizations that are not able to deduct VAT. Read more about VAT exemption.