I touched on the topic of how salespeople treat buyers when they are not the ultimate decision maker in the podcast that accompanied the article “Suppliers’ Secrets For Negotiating With Purchasing.”

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Yesterday, I came across an article entitled “Buyer Spotting” by the infamous Allan Weiss. Allan takes a more coarse approach to dealing with buyers who aren’t the ultimate decision makers.

In particular, I recommend checking out the questions Allan suggests that salespeople ask. It could help you prepare for an interaction with an aggressive salesperson.

Even if you’re not the decision maker, the fact that it is your job to interface with the salesperson makes your role valuable. So I hope that both buyers and salespeople can learn a little more about each other’s perspectives so the interaction doesn’t have to be hostile and borderline degrading.

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Charles Dominick, SPSM, SPSM2, SPSM3

Charles Dominick, SPSM, SPSM2, SPSM3 is an internationally-recognized business expert, legendary procurement thought leader, award-winning entrepreneur, and provocative blogger. Charles founded the Next Level Purchasing Association in 2000, oversaw its incredible growth, and successfully led the organization to its acquisition by the Certitrek Group in 2016. He continues to blog and provide advisory services for the NLPA on a part-time basis as he incubates his upcoming business innovations. Charles is also the co-author of the wildly popular, groundbreaking book, "The Procurement Game Plan: Winning Strategies & Techniques For Supply Management Professionals."

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