This post relates to FREE Purchasing Resource #71 entitled “What Salespeople Learn To Say To You.”

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Like everyone else who has ever held a purchasing position, I experience varying degrees of annoyance at getting requests for meetings without a compelling reason. I find Jill’s approach quite interesting. Here are a few of my thoughts…

1. I like Jill’s suggestion about pre-call research. If every salesperson followed this suggestion, this would force the sales person to pre-qualify themselves, rather than you having that responsibility.

2. You could even consider using Jill’s suggestion to adopt criteria to accept or decline requests for appointments. If the salesperson doesn’t specify how they will help you solve a problem or achieve an objective, they don’t get the appointment. Period.

3. If you do adopt some type of criteria for whether or not to grant an appointment, you also have to consider the category of products or services being presented. You have your goals and strategies for a given year. If sourcing for a certain category does not fit within your strategy, you have to decline the appointment, irrespective of how well the salesperson presents their value proposition. Maybe their solution is for next year’s problem. Don’t lose focus. You have limited resources, so don’t scatter yourself.

All in all, I’ve found it quite interesting to read Jill’s approach. I hope that you have, too. Her’s is a lot better than the approach used by other sales trainers who focus on borderline manipulation.

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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