Buyer Training

“Before we move forward, who are your best competitors?”  This question – skillfully applied – is a Jedi-level tactic when interviewing a vendor. Here are some other great ways to ask it:  So, who are your strongest competitors? Who else should we talk to before deciding whether to move forward with you guys?  An apt…
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Some things in life are less complicated than they seem. – This is happily true about saving money, especially in business. While every year brings new management trends and buzzwords related to cutting cost, very little changes in the way companies reduce their expenses. In fact, there are only three paths to savings, and those…
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Business school negotiations classes are often promoted with this promise: you can pay for your whole education with one negotiation. If that’s true – and it certainly can be – then the next five minutes of reading this article might provide the best return on investment of any time you’ll spend this year. Do I…
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So, why do we buy? – It turns out this is a pretty easy question to answer: I will buy something when its price is less than its value to me. It sounds simple, and it is… at least at a concept level. In practice, dissecting value can get thorny, and we’ll explore that in…
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Have you ever fallen into the coupon trap? You stand at the brink of a purchase – you’re not quite sure you should buy it – but the discount is just too good to pass up. Then you get home, and find yourself with a sweater or pair of jeans that are an unbelievable bargain…
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