Though a concept that may be met with skepticism, purchasing professionals can learn from Sales professionals. This skepticism either comes from the thought that these two groups represent opposite sides or—in mutual transactions such that purchasing professionals already understand sales.

There are, in fact, significant qualities that the best salespeople have that average purchasing people could use. A common trait is that Purchasing folks are very analytical and logical. They are serious in business situations, and often, emotion doesn’t factor into their work ethic.

While this may serve us well in some cases, it doesn’t in others.

Case in Point: Being Emotional and Being Empathetic

In some cases, purchasing professionals need to be more emotional. Being in touch with one’s emotions can help enhance one’s ability to take on the perspective of others. Purchasing professionals who tap into their own emotions may become better at identifying and empathizing with their customers’ emotional experiences. This helps them provide responses that are emotionally appropriate and supportive.

Take empathy, for example. Empathy is focusing outwardly and understanding the feelings of others. Being empathetic may translate to a professional understanding and expressing concern for what matters to the other parties they deal with in their many transactions. This can involve showing consideration, adjusting tone and tenor, and responding in a way that acknowledges the other party’s needs and points of view.  After all, an oft-repeated mantra in sales training is, “People buy on emotion, then justify their purchase with logic.”  Let’s twist this so it makes sense in purchasing.

Just like salespeople, purchasing professionals need to build strong relationships with vendors and suppliers. This will help them get better deals and ensure they get the best possible service. Conversely, purchasing teams can learn from sales professionals on how to effectively influence and persuade internal stakeholders to support their purchasing decisions.

Other Things Purchasing Teams Can Learn From Sales

1. Negotiation: Negotiation is a key skill for both salespeople and purchasing professionals. Purchasing professionals can learn from salespeople how to negotiate effectively to forge the best possible price and terms on goods and services.
2. Persuasion: Logic is not the only factor in decision-making. Purchasing professionals can learn from salespeople how to use persuasion to influence decision-makers.
3. Handling Objections: If there are professionals who know how to face objections, it would have to be sales folks. Purchasing professionals can learn from salespeople how to handle objections effectively.
4. The power of follow-up: Another signature move from the best of Sales: following up with potential customers after a sales call. Purchasing professionals can learn from this by following up with vendors and suppliers after placing an order.
5. Customer Service: Even after a sale is closed, salespeople must provide excellent customer service. Purchasing professionals can learn from this by providing excellent customer service to the departments for which they purchase goods and services.
6. The value of data and analytics: Salespeople rely on data and analytics to track their progress and identify areas for improvement. Purchasing professionals can learn from this by using data and analytics to track their spending and identify areas where they can save money.
7. Continuous Learning: The sales profession is constantly changing. Salespeople need to be committed to continuous learning—from trends to their competition—to stay ahead of the curve. Purchasing professionals can learn from this by being committed to continuous learning about the latest trends in procurement.

Boost Supplier Relationships & Save Money with Enhanced Soft Skills

Developing your negotiation, empathy, and data analysis skills will unlock stronger supplier relationships and significant cost savings for your company. Imagine forging win-win partnerships that fuel business growth. Ready to unlock these benefits? Explore the extensive learning resources at NLPA Learning – your one-stop shop for certifications, online courses, webinars, articles, templates, white papers, and more. Invest in your skills and watch your bottom line flourish!

Recommended Courses:

• Soft Skills for Supplier Relationship Management
• 15 Rules for Ethical Supplier Interaction
  
• Assess Supplier Financial Risk
• Managing Supplier Performance
  
• Supplier Development Program Basics
  
• Tips for Regret-Free Supplier Communication
  
• Supplier Solvency Warning Signs
  
• 7 Critical Steps of Effective Supplier Selection