{"id":2716,"date":"2009-08-06T16:01:00","date_gmt":"2009-08-06T16:01:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2009\/08\/06\/the-sales-world-wants-buyer-to-be-synonymous-with-jerk\/"},"modified":"2021-07-19T05:53:19","modified_gmt":"2021-07-19T09:53:19","slug":"the-sales-world-wants-buyer-to-be-synonymous-with-jerk","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/the-sales-world-wants-buyer-to-be-synonymous-with-jerk\/","title":{"rendered":"The Sales World Wants &#8220;Buyer&#8221; To Be Synonymous With &#8220;Jerk&#8221;"},"content":{"rendered":"<p>I don\u2019t know what it is, but lately I have been seeing many sales pieces that try to paint buyers as, for lack of a more appropriate word, jerks. If you didn\u2019t get that impression from the whitepaper I reviewed yesterday, you certainly will by watching this video that I have come across multiple times on the Internet.<\/p>\n<p>Don\u2019t miss updates on Procurement &amp; Supply Chain, Subscribe here!<\/p>\n<p>Beyond just the video, some of the comments on YouTube provide additional insights into the perception of buyers and our approach to negotiation. Consider these:<\/p>\n<ul>\n<li>\u201cAlong with \u2018partnership,\u2019 \u2018vendor skin-in-our-game,\u2019 \u2018shared risk &amp; rewards,\u2019 these behaviors reflect the toxic reality of Technology Professional Services. CIOs, Purchasing &amp; Accounts Payable Departments are all in fierce competition for Gold Medals in the Vendor Abuse Olympics.\u201d<\/li>\n<li>\u201cAlways trust your gut and don\u2019t compromise for dead-beats.\u201d<\/li>\n<li>\u201cThat is so true, sadly enough. I just wish we could stop trying to cheat off one another\u201d<\/li>\n<\/ul>\n<p>Now, I\u2019m not saying that the techniques used by the buyers in this video represent corporate procurement best practices or anything. These people \u2013 as intended by the director \u2013 do come off as abrasive. But asking for better terms in and of itself is not shameful.<\/p>\n<p>Today\u2019s business world is highly competitive. There is not infinite margin to go around. For some companies, negotiated savings is the difference between profitability and death. If those companies stopped negotiating, they wouldn\u2019t be around to be a client of their vendors anymore.<\/p>\n<p>Negotiating isn\u2019t \u201ctrying to cheat.\u201d It is simply an attempt to reach a price point where the profitability of the transaction is mutually acceptable and balanced (not equal, balanced) for both parties. Often, list price is not mutually balanced, so buyers must ask \u2013 and receive \u2013 more attractive pricing and terms.<\/p>\n<p>There\u2019s no shame in that. Keep negotiating.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I don\u2019t know what it is, but lately I have [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":4079,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2716","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Sales World Wants &quot;Buyer&quot; To Be Synonymous With &quot;Jerk&quot; - Next Level Purchasing Association (NLPA)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.certitrek.com\/nlpa\/blog\/the-sales-world-wants-buyer-to-be-synonymous-with-jerk\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Sales World Wants &quot;Buyer&quot; 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