Sales Productivity

How to make procurement your best friend in the sales process

You spend a huge amount of time building a strong relationship with key sales contacts in the enterprise sales process. Then when it comes down to crunch time and a buying decision you have to then also start dealing procurement as well.

Over the years,  I have been on the end of huge wins and just as big losses. What has always been vital is the strength of the relationship and the trust that you build with procurement. Most people ignore this opportunity and just follow a process. Here are some simple ways to help make procurement your best friend in the sales process.

Understand their main objectives and how they measure success

Remember they have a manager and are part of a team just like you.  They have objectives and a targets to achieve as well. You do not need to stop selling just because you are dealing with procurement.  Ask them what their main objectives are. You need to very quickly find out what they are most focused on and how they will be measuring their success. Is it finding a vendor with the best service? Lowest price? Biggest return on investment?  When you know this you can really work on  showing them the value in that area first.

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Sales Techniques, Sales Training

How to handle a prospect whose first question is “How much?”

If you’re one of, if not the highest price provider in your market, you never like it when the first question you get from your sales prospect is..

“Can you give me an idea of the cost of your program?”

It’s tricky, right? You don’t want to give the pricing to the sales prospect until they understand the value of what you can offer. Here are 5 simple steps on how to handle this question.

Step 1:  Gently divert attention on price away from the beginning to the end of the call

First of all, you don’t want to piss them off so you need to answer the question. But I hate answering the question without the opportunity of helping them understand the value of what we provide, I feel like you might as well price a black box with no idea what’s inside. So my answer is always the same “Yes, I’ll give you a rough idea of pricing before we finish the call, I’d like to understand a little about how we can help first” Then lead with the next step..

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