Long time readers of my blog know that I love to study sales strategies and determine how procurement professionals should deal with them. So, when I received the below-linked sales training video clip in my very overloaded inbox today, I couldn\u2019t save it for later. I had to watch it right away!<\/p>\n
Don\u2019t miss updates on Procurement & Supply Chain, Subscribe here!<\/p>\n
One part of the video \u2013 around the 2:00 mark \u2013 teaches how a salesperson should react when a buyer says \u201cThis looks good\u2026I\u2019d like to think this over. Why don\u2019t you call me in a couple of weeks?\u201d The trainer instructs salespeople to try to convince the buyer to make a decision right there or at least to uncover any potential obstacles by asking \u201cWhat is there to think about?\u201d After all, as the instructor points out, \u201cThe longer we go through that think-it-over process, the less likely they are to buy.\u201d<\/p>\n
So how should we, as procurement professionals, answer this question?<\/p>\n
Well, there are a few angles to consider. A couple of those will be addressed in an upcoming PurchTips article of mine. But here is one additional tidbit that\u2019s worth thinking about\u2026<\/p>\n
If you \u201cthink it over\u201d before starting a true negotiation, when you do finally show more of an interest in formalizing a commitment, the supplier will feel more certain of getting your business and will be less willing to make concessions to earn your business. It can be to your biggest advantage to create the perception that it\u2019s the supplier\u2019s job to make you decide by giving you the right concession sooner rather than later.<\/p>\n
Now for that video\u2026<\/p>\n
Recommended Reading<\/strong><\/p>\n Supplier Management Metrics: Don\u2019t Let Lack of Automation Make You Subservient to the End User<\/a> Long time readers of my blog know that I love […]<\/p>\n","protected":false},"author":12,"featured_media":4075,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3082","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\n
\nWorld\u2019s Largest Purchasing Association Tops 200K Members<\/a>
\nWhy Your Suppliers Don\u2019t Want You To Think It Over<\/a>
\nExplosion in the iPad Supply Chain: Will Lack of Supply Diversification Hurt Apple?<\/a>
\nJapan Earthquake\/Tsunami Supply Chain Effect Begins To Hit Financials<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"