+12 Years of SaaS Sales Experience on How to Bypass Procurement Without Discounting Your Value

Procurement Bypass: The Complete Strategy for Holding the Line During Enterprise Negotiations

🏁 Introduction

You’ve aligned with the Decider.

You’ve justified the ROI.

You’ve scoped the right solution.

Then Procurement steps in—and tries to rewrite the deal.

The Procurement Bypass module teaches SaaS Sales Reps how to navigate this final mile without surrendering scope, slashing price, or losing executive backing.

You’ll learn how to keep the Decider engaged, protect the original business case, and confidently steer Procurement negotiations without ever losing control.

📦 Part 1: Don’t Let Procurement Rewrite the Scope

Procurement often enters with questions about downgrading or simplifying the package. Learn how to hold the line, re-anchor to Decider-approved goals, and protect what the deal was originally designed to solve.

→ Includes role plays with Procurement-driven requests to “just simplify the package” or “revisit pricing.”

🎯 Part 2: When Procurement Pretends to Be the Buyer

Sometimes Procurement acts like they are the Decider. This section shows you how to respectfully reassert executive alignment—without creating conflict or sounding political.

→ Includes role plays with Procurement overriding pricing decisions and pushing their own agenda.

💰 Part 3: Protect the Close from the “Last-Minute Discount” Trap

Deals get derailed in the final stretch when reps cave to urgency-based pressure. Learn how to counter take-it-or-leave-it discount ultimatums by re-engaging the Decider and reinforcing the ROI they already approved.

→ Includes role plays with Procurement issuing “sign now at 20% off” pressure and budget-based stall tactics.

🛠 What You’ll Learn:

The Procurement Bypass Framework:🔹 Preempt the Drift🔹 Re-Engage the Decider🔹 Anchor to Impact
How to challenge pricing pushback without being confrontational
How to loop Deciders back in without escalating the situation
How to defend scope and value without negotiating against yourself

Whether your deal is being re-priced, delayed, or stripped down, this course gives you the tools to close with confidence—and the conviction to protect the deal you earned.

🎧 Bonus: Includes podcast-backed role plays so you can hear how real reps hold the line without losing the deal.

// Michael Feichtner

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Learn how to navigate Procurement without discounting your deal. The Procurement Bypass module teaches SaaS Sales Reps how to protect scope, re-engage the Decider, and defend value when Procurement enters late-stage negotiations. You’ll get the language, strategy, and confidence to hold the line—without losing momentum. → Ideal for reps closing enterprise deals with Decider alignment already in place. → Includes live role plays and a repeatable 3-part framework: Preempt the Drift → Re-Engage the Decider → Anchor to Impact. Close strong. Don’t cave.

What You’ll Master

How to defend pricing and scope without sounding defensive How to bring the Decider back in when Procurement tries to reshape the deal How to respond to last-minute discount pressure with confidence and control How to anchor negotiation in value, not just budget How to close cleanly—without compromising what you already earned You'll walk away knowing exactly what to say, when to push back, and how to finish deals without losing margin or momentum.

Use Cases Covered

When Procurement asks to downgrade scope after Decider approval When Procurement positions themselves as the final decision-maker When Procurement delivers a “take-it-or-leave-it” discount ultimatum When deals stall in legal without executive re-engagement When reps need to defend value without discounting This module prepares you for the final-mile moments where great deals get diluted—and shows you how to prevent it.

Format

Content + Audio

Designed For

Sales Development Representatives, Business Development Representatives or Account Executives selling SaaS products