Heading into a sales visit with a new Buyer? Are you prepared properly?
Do you have a sales qualification? What % of Procurement professional have a qualification in their functional area? 66%. Yes, you heard correctly. Two-thirds of procurement professionals have taken and passed an examination.
When I worked in Procurement we had to take an internal examination twice-yearly and a pass rate of 97% was required or we had to retake the whole thing.
Makes ‘relationship selling’ look a bit wishy-washy, doesn’t it?
A good buyer knows exactly what relationship they need with you and your company. How important the goods or services are to the smooth running of their business and the viable alternatives to you and your products.
Misunderstand this and you could badly under or over sell and ruin your chances of business.
Gradient has sat both sides of the table. Poacher and Gamekeeper. Let us work with your sales people in order top help them thrive against modern procurement techniques.