As previously announced, we were present at the annual XI Procurement Forum, which took place on 15-18 June 2018 in Warsaw. What's more, Rafał Dados - Managing Partner Eveneum - had the pleasure of moderating a panel discussion on the phenomenon of backdoor selling. The topic was of great interest to the Forum guests, and the level of the discussion held was highly appreciated by the participants and organisers.
What is back door selling?
It is a set of activities undertaken by salespeople to undermine the customer's negotiating position. Typically, these activities involve exploiting the natural processes of interpersonal communication and thereby gaining “critical” information to gain an advantage over the buyer.
A second popular way is to contact design or product staff and sell products bypassing the purchasing department.
Why are backdoor selling activities so effective? Well, they help sellers to maximise the chance of selling their product and to secure margin levels. It is therefore not surprising that these negotiation techniques are widely used. Instead, it is worth considering the implementation of tools to prevent backdoor sales.
Eveneum solution
Eveneum organises workshops on the phenomenon of backdoor selling. Their aim is to raise awareness of the risks and potential losses associated with backdoor selling. During the workshops, we analyse real-life examples and, through negotiation games, teach how to counter such practices of salespeople and use them to improve your negotiating position and achieve your own goals. Anyone interested is welcome to contact us.
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For more information on this year's “Purchasing Forum”, please visit: http://forum-zakupy.com/relacja-2018/
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