The Negotiation Before The Negotiation, Part III<\/h3><\/div><\/div><\/div>PurchTips edition #421<\/p>\n<\/div>
What Can You Ask Your Supplier Before Negotiating?<\/h4><\/div><\/div><\/div>In the previous two editions of\u00a0PurchTips<\/strong>, I introduced you to three things you need to know about your suppliers before beginning a negotiation with them. In this final installment of this series, I will give you specific questions you can ask of your suppliers to extract this information.<\/p>\nAgain, I must emphasize that you should ask these questions in person, not in writing. Communicating in writing during a\u00a0negotiation gives your supplier<\/strong>\u00a0too much time to prepare answers intended to influence you rather than providing you with the truth! These questions are only examples to be used as a guide and are not mandatory. Use your own judgment to decide on questions \u2013 these ones or your own \u2013 that are appropriate for your specific situation.<\/p>\n\n- What are your organization\u2019s sales goals?<\/li>\n
- What is your organization\u2019s #1 sales priority?<\/li>\n
- How is your sales performance measured?<\/li>\n
- What are the benefits of accomplishing your sales goal?<\/li>\n
- What are the consequences of failing to accomplish your sales goal?<\/li>\n
- If we discuss some terms, who decide if they are acceptable to your organization?<\/li>\n
- How will the details of our discussions reach the decision-maker?<\/li>\n
- How likely is it that we can pull the decision-maker into the discussion if we come across an opportunity that you are not authorized to agree to?<\/li>\n
- Are there any significant dates related to changes in your production capacity?<\/li>\n
- How often do you have to internally report your sales numbers?<\/li>\n
- Is there a particular date by which you\u2019d like to get this deal done? Why?<\/li>\n<\/ul>\n
PurchTips edition #421<\/p>\n<\/div>
What Can You Ask Your Supplier Before Negotiating?<\/h4><\/div><\/div><\/div>In the previous two editions of\u00a0PurchTips<\/strong>, I introduced you to three things you need to know about your suppliers before beginning a negotiation with them. In this final installment of this series, I will give you specific questions you can ask of your suppliers to extract this information.<\/p>\nAgain, I must emphasize that you should ask these questions in person, not in writing. Communicating in writing during a\u00a0negotiation gives your supplier<\/strong>\u00a0too much time to prepare answers intended to influence you rather than providing you with the truth! These questions are only examples to be used as a guide and are not mandatory. Use your own judgment to decide on questions \u2013 these ones or your own \u2013 that are appropriate for your specific situation.<\/p>\n\n- What are your organization\u2019s sales goals?<\/li>\n
- What is your organization\u2019s #1 sales priority?<\/li>\n
- How is your sales performance measured?<\/li>\n
- What are the benefits of accomplishing your sales goal?<\/li>\n
- What are the consequences of failing to accomplish your sales goal?<\/li>\n
- If we discuss some terms, who decide if they are acceptable to your organization?<\/li>\n
- How will the details of our discussions reach the decision-maker?<\/li>\n
- How likely is it that we can pull the decision-maker into the discussion if we come across an opportunity that you are not authorized to agree to?<\/li>\n
- Are there any significant dates related to changes in your production capacity?<\/li>\n
- How often do you have to internally report your sales numbers?<\/li>\n
- Is there a particular date by which you\u2019d like to get this deal done? Why?<\/li>\n<\/ul>\n
In the previous two editions of\u00a0PurchTips<\/strong>, I introduced you to three things you need to know about your suppliers before beginning a negotiation with them. In this final installment of this series, I will give you specific questions you can ask of your suppliers to extract this information.<\/p>\n Again, I must emphasize that you should ask these questions in person, not in writing. Communicating in writing during a\u00a0negotiation gives your supplier<\/strong>\u00a0too much time to prepare answers intended to influence you rather than providing you with the truth! These questions are only examples to be used as a guide and are not mandatory. Use your own judgment to decide on questions \u2013 these ones or your own \u2013 that are appropriate for your specific situation.<\/p>\n\n
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