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In this episode of 'The Luxury of Choice', host Steve Vaughan, along with guests Jayne and Jonathan, delve into the common phrase 'my order is stuck in purchasing'. They explore the implications of this phrase on sales forecasting and revenue projections, the importance of understanding the buying process, and the necessity of engaging with purchasing teams early in the sales process to mitigate delays. The conversation emphasizes the human aspect of purchasing and the need for salespeople to build relationships with purchasing professionals to facilitate smoother transactions. In this conversation, the speakers delve into the intricacies of the buying process, emphasizing the importance of understanding customer relationships, particularly with purchasing departments. They discuss the challenges salespeople face, including fear and preparation, and highlight the significance of addressing terms and conditions early in the sales process. The conversation concludes with insights on leveraging purchasing departments as enablers in achieving sales goals.
Key Takeaways :
• The phrase 'my order is stuck in purchasing' often indicates a breakdown in communication between sales and purchasing.
• Salespeople should engage with purchasing teams early to understand their processes and requirements.
• Understanding the customer buying process is crucial for sales success.
• Building relationships with purchasing professionals can lead to smoother transactions.
• Salespeople often overlook the importance of the purchasing process in their sales strategy.
• Purchasing teams are not the enemy; they are part of the sales process.
• Salespeople should educate themselves on the buying process to better navigate it.
• Effective forecasting in sales requires close collaboration with purchasing teams.
• Purchasing can be overwhelmed by demands from both sales and internal teams.
• Engaging with purchasing early can help avoid delays and complications. Understanding the buying process is crucial for successful sales.
Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com
The trainers on LinkedIn:
Steve Vaughan www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche www.linkedin.com/in/pascal-le-floch-220ba46/
george james training website georgejames-training.com/