As you sell to Procurement, do you understand how they are rewarded?
It is critical for you to understand how your customer values and rewards Procurement; this will enable you to close deals faster and maximize your margins.
✔︎ Ask open ended questions with your contact at the customer and if you are not working with Procurement, ask to be connected
✔︎ Do your research, understand what challenges and opportunities are on the table with the customers…
✔︎ Align your good/service to overcome a current challenge or deliver on an opportunity they shared… this IS your value proposition
❌ Stop discounting, rebating or giving away unnecessary margin, “just to close the deal”… this will hurt you in the long run
⭐️ Procurement category leaders “talk”… if you discount, rebate, etc. others will learn about this practice and ask for more than what you “gave” your last customer
🎯 Know your value proposition, connect this to the customer; you will win more deals and upsell more than you thought possible
Sell Smart.
You don’t get what you don’t ask for…
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