Day 194: Use the Procurement Reset when a late-stage buyer says, “We just…

💡 Tip — Day 194

Use the Procurement Reset when a late-stage buyer says, “We just need your best price.” Procurement is doing its job. Your job is to stop treating price like the only variable. 1. Label the ask: “Sounds like you’re trying to make sure the business gets the best possible terms.” 2. Re-anchor the outcome: “The reason the team chose this path was to solve ___, which is costing ___.” 3. Narrow the gap: “What number or term are you being asked to get to?” 4. Protect scope: “If we need to adjust commercial terms, we’ll need to adjust scope, timing, or commitment structure too.” 5. Keep the sponsor close: “Before we reshape this, let’s make sure it still supports what ___ needs operationally.” This is Never Split the Difference in practice: label the pressure, then use calibrated questions to keep control. 🎯 Try this today: Write your 5-line Procurement Reset for one deal that may hit purchasing this month.