Selling to Procurement
Question: Why bother? No really, why bother? Even during the best of times procurement or purchasing specialists are a reality sales people would rather not deal with. As the economy tightens and companies reexamine their spending, reclassify things in terms of crucial or discretionary, the role of these professionals becomes even more critical and frequent. They make more decisions in a vacuum where value is a distant second to price, Procurement Specialist wield more power than ever before. There is no minimizing the impact they have on sales and the success of sales professionals. Sales professionals are constantly looking for ways to sell to these procurement folks, that special technique or special words that will help them overcome this perceived hurdle. ...
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