The program has the playful name SHARK ATTACK because sharks have a very specific attack method, which is also used by experienced buyers. It forms a mental connection point to memorization, the core message can be summed up with two words: be prepared.

Please visit our procurement department for the order. Experienced buyers earn their place in the organizations of your customers more and more. Your technical account managers are surprised how strong the financial driving force is with these buyers. In addition they want to impose their contractual conditions with a large number of penalties. This objective is challenging for your technical sales people. That's why we offer the necessary interactive, so that your employees understand the dynamics and drivers of a buyer.

Buyers and sellers have seemingly contradictory interests. They are sometimes diametrically opposed to each other and this leads to a lot of frustration and misunderstanding. The training that Blue Chain offers puts the seller in the shoes of the buyer and offers him a look in his purchase kitchen. The participant will learn what goals he pursues and which aspects he deems important. A better understanding of the importance and the functioning of the procurement function is pursued. The final focus is to prepare the sales team for their contacts with professional buyers and to increase the efficiency of this.

The program is tailored for your organization. Your sales situations will be dealt with by performing exercises and role plays. Mostly, the program consists of five training days spread over a number of months. It is especially the real-life negotiations that the participants remembered.