Selling to Purchasing Departments – One of the most difficult parts of a salesperson’s job is dealing with purchasing departments. Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson. Unless you are truly unprepared, there’s no reason for anyone to fear dealing with a purchasing department.
A Better Approach with Purchasing Departments — It’s easy to view purchasing departments as evil. The number of salespeople who have told me stories about how much they can’t stand working with purchasing departments is huge! I’ve heard every reason “why” salespeople don’t like working with purchasing departments, but let’s cut to the chase.
Discounting to Create Cashflow? Be Careful — It may seem logical to discount a price in order to boost cashflow, but ultimately you could do more damage. In this article, Mark Hunter “The Sales Hunter” looks closer at this technique and explains the negative outcomes you may not have anticipated.
Why Buyers Love Delaying — Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they’re going to make a buying decision, they suddenly hold off.
Your Buyer is Smarter than You — Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down.
Dealing with a Purchasing Department — Mark Hunter has written a valuable checklist of the pitfalls to avoid and best practices to include when dealing with a Purchasing Department. Hear him elaborate on this information through two different audio podcasts that can be downloaded from this website or through iTunes.
Why Buyers Don’t Like Salespeople — Mark Hunter shares his extensive experience in what he has learned from working closely with buyers — and discovering how they view salespeople. His information can help give you an edge when you find yourself interacting with buyers.