by chris | Nov 17, 2010 | Sales Motivation, Sales Process
Time. Trust. Tactics. These are the the 3 Ts purchasing departments use to determine how they interact with vendors. When you master an understanding of these, you will see a boost in your sales motivation. First T is time. Buyers are notorious for using this with...
by chris | Nov 3, 2010 | Sales Motivation, Sales Process
When working with purchasing departments, try to find out who the “key players” are in the department. Don’t think for a moment the buyer with whom you’re working is the one making all the decisions regarding you and your business. Every purchasing...
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...