Selling to Procurement
If you’re selling B2B then no matter how strong your relationship with your key contact at your customer, you know they will have to involve Procurement in contracting for your services.
For salespeople, this can be the start of a frustrating process. It may feel like Procurement has no real understanding of your value proposition, too little concern for the wider needs of their own business and a desire to eliminate or capture all of your value from the relationship.
You’ve probably realised that your standard approach to selling features and benefits and overcoming objections won’t get you anywhere with them.
Whether you know it or not, they have your business classified in one of four supplier relationship types: Routine, Bottleneck, Leverage or Strategic.
They probably have a strategy on how they want to approach the category of spend which you fall into, and they will certainly have some governance standards and KPIs that they need to deliver.
All of these factors affect how they look at you and how they treat you. You need to understand this and prepare accordingly.
Based on our decades of Procurement experience we will lift the lid on the workings of this increasingly influential function.
We will help you to build effective strategies to turn Procurement from an obstructive gatekeeper to an active promoter.
