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Helping sales teams gain insights into buyer mentality
Posted 22 April 2013 | 
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Many sales people consider meetings with procurement as a confrontation designed purely to reduce their price, and regard procurement people as an adversary. Whilst procurement may see little or no value from the sales person and regard any meeting as unproductive. For commercial activity to progress these interactions need to happen, there must be a better way.
Rather than seeing each other as difficult we need both parties to understand the differences and the common ground. Whilst sales people have moved from transaction sales to relationship selling, and have learnt about business needs and how to sell to finance.... the procurement department largely remains an unknown!
By understanding the procurement function, and the people involved in purchasing and supply chain management, sales people can more effectively engage and deliver value. Through insight and appreciation of purchasing objectives the interaction can evolve from confrontation to collaboration. This will allow sales people to work with procurement for mutual gain and allow both organisations to achieve their business aims and objectives.
Buying Support Agency and Prepit, a leading sales development organisation, have collaborated to develop a sales development workshop to help support sales people to evolve their understanding. For further information contact Buying Support Agency (0845 217 8995)
by BSA & Prepit | 22 April 2013
