One day you will look back and realize you worried way too much about things that didn’t matter.
This Thanksgiving week (here in the USA), we would like say Thank You to our clients and share a few valuable pieces of advice for all!
↳ Do your homework on your clients… if they are publicly traded listen to earnings calls. You will learn business priorities, problems they are trying to solve and currently facing. (don’t just read the transcript, listen for inflection in executive voices as they share and answer questions from analysts)
↳ Every conversation is a negotiation. Think before you speak or “spill the beans” on something. Procurement are savvy negotiators and know this well.
↳ Focus on your value proposition. Solve problems and prevent them for your customers, this will differentiate you from your competition.
↳ Ask open ended questions. Seek to understand and use what you learn to then articulate your value proposition and help your clients business.
↳ Be patient. Selling to and through Procurement is a marathon, not a sprint.
↳ Stop selling at any cost. Procurement professional “talk”… know your value and anchor to that vs. discounting the heck out of your product/service.
Sell Smart.
You don’t get what you don’t ask for…
#sellsmart #businessfierce #sales #salescoach #salestraining#negotiation #results #success #salesexcellence #saleseffectiveness#salesenablement #innovation #supplychain #growth #purpose #procurement #productivity #integrity #trust