{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The 1% Edge","title":"E93 - Procurement Isn't the Problem, Your Approach Is | Jorge Gayle","html":"","width":"100%","height":180,"duration":2032,"description":"This episode breaks down why procurement should not be treated as an obstacle, but as a person you need to understand. Carlos Nouche talks with Jorge Gayle, negotiations instructor at the Black Swan Group and former head of procurement at JetBlue, about how tactical empathy, curiosity, and better questions can change B2B sales outcomes.They also cover why likability matters in negotiation, how to move beyond price-focused selling, and how procurement fits into a larger buying committee with technical, legal, security, and business stakeholders.\nKey topics:\nJorge Gayle explains the biggest misconception about procurement: that they only want the cheapest deal.\nThe real job of procurement is not just price control, but managing risk, process, compliance, and value.\nIn negotiations, the goal is to uncover what the other side is not saying, not just respond to the surface-level request.\nTactical empathy means understanding the other person’s worldview before pushing back on price or terms.\nLabels like “it seems like” and “it sounds like” are used to gather information and lower defensiveness.\nCuriosity is framed as a superpower because it helps people feel heard and makes the conversation less combative.\nJorge defines negotiation broadly: anytime there is a want or need, you are already negotiating.\nAsking “why” too early can trigger resistance, so the episode recommends labels and calibrated questions instead.\nSalespeople should lead with the buyer’s pain points and priorities before presenting their own value.\nBeing likable can increase the odds of doing business significantly, especially in complex enterprise deals.\nProcurement is only one part of the buying process, so sales teams also need to understand technical, legal, security, and business stakeholders.\nJorge shares his personal 1 percent edge: training for ultramarathons and improving body performance through endurance work.\nConnect with Jorge: https://www.linkedin.com/in/jorge-gayle-3ba08299/\n- Carlos and...","thumbnail_url":"https://img.transistorcdn.com/rgoPozmqxOquZFiN7K2reWwvAKCexa9oxlrwdQazAHg/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9mZWQ4/Y2U4MjVmZWQ3MDJj/MWY2NDQ0MTMxYjdh/MGIzYi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}