Tag Archives: purchasing department

Finding sales prospects: three basic rules for locating the decision maker who can in fact say yes to what you offer

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  Finding sales prospects, first basic rule: You can make a sale only if you deal with the person who can say Yes to what you offer.

That’s obvious enough, especially if you’re selling to individuals.

But it’s more difficult if you’re selling to organizations. The selling skills you use in finding prospects within organizations in both the public and private sectors is more complicated, as

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Decision influencers: who they are, and how to work with them

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Decision influencers: who are they, and how can you work effectively with them?

Even if the user, or the person in charge of an area, does not have the level of Authority, Need, and Dollars to be the actual Decision Maker, they may nonetheless be an important "Decision Influencer."


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Why it’s usually not a good idea to begin with the purchasing department

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Purchasing managers, you might assumed, are the folks who decide what to
buy.

But that assumption is usually wrong. In reality, the
purchasing manager will be more of an obstacle than a help . . .
provided that is, that you are selling anything other than commodities.

Continue reading → Why it’s usually not a good idea to begin with the purchasing department