Training

Questioning Techniques for Procurement Professionals

Successful negotiations are often decided by who asks the better questions. Salespeople tend to deploy their arguments in a targeted way – buyers need the ability to uncover the true room for maneuver and priorities through precise questioning.

Scenario

In this training, you experience a negotiation in which your counterpart initially gives only brief, superficial answers. As long as you ask in an unspecific way, information remains hidden. Only when you follow up in a targeted, open, and precise manner does the salesperson open up and provide insight into their lines of argument, room for maneuver, and interests.

Learnings

Use questions as a strategic negotiation instrument
Gain more information through precise follow-up questions
Recognize and deepen superficial answers
Avoid leading questions and remain neutral
Apply insights directly to strengthen your negotiating position

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