by chris | Dec 16, 2014 | Sales Process
If you had to vote for one or the other as being smarter, which one would it be? The salesperson or purchasing agent? The question may seem simple, but it’s anything but that. I’ve never seen any polls on this nor have I seen any research on the subject, but I...
by chris | Feb 4, 2014 | Profit Maximizing Price, Sales Process
A classic battle that occurs on a daily basis happens when the salesperson walks into the purchasing agent or buyer’s office. In a split second, the game is on. As much as most salespeople would like to believe the battle if fought while sitting across from...
by chris | Dec 3, 2013 | Uncategorized
The race is on. The end of the year is near and salespeople everywhere are scrambling. Can you relate? Chances are you can, and at this point in time, it’s game on to grab whatever you can. Guess what? Your buyers know you’re scrambling and to them the...
by chris | Sep 24, 2010 | Sales Process
How you say thanks to a purchasing agent can and will determine what your next order does or does not look like. Purchasing agents want to be treated as professionals. Nothing will raise their “dark-side” faster than going overboard in thanking them with a nice gift...
by chris | Sep 8, 2010 | Uncategorized
Did you know that most purchasing departments have multiple sets of deadlines to which they are always trying to adhere? The wise salesperson understands these. The first set of deadlines is in conjunction with the products or services they’re buying. These are the...
