“But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important.” – Lynn Powers in today’s Tip 1458
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Grit & Tenacity For The Win! – Lynn Powers on Vimeo
Grit & Tenacity For The Win! – Lynn Powers (Summit Presentation)
Lynn Powers on Sales Success Stories Interview
2023 Sales Success Summit
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip is a clip from the audio of Lynn Powers’ presentation on Grit & Tenacity from the last Sales Success Summit that we just shared on the Sales Success Stories podcast in its entirety, yesterday. Here’s Lynn:
Lynn Powers: And so making sure you’re making it as easy as possible for them to buy throughout that process, very low lift effort. The second is becoming best friends with procurement, which often is not the easiest thing to do, I will say. But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important. I knew that in order for them to purchase over six figures for me, with a failed deployment that is still going through implementation, I’m either going to wait for their implementation to finish and they’re going to waste everyone’s time, or I’m going to come in very strategically with procurement and procurement will offer that suggestion, not me.
So in this, I worked with procurement very closely around what levers did you pull in order for my competitor to win. And in those levers that you had pulled, who did that escalate to and then I start selling to them and that becomes my buying committee post losing my jewel. So in that procurement process, they became very maniacal about how I was working with them. They’re documenting everything, they’re looking at different ways that they’ve purchased in the past. And I’m doing full-on strategy sessions with a procurement person based off of how he’s coped instead of how I need to get a deal done.
And so creating those relationships beyond your typical buying team is just as essential in order to close the deal at a higher ASP, at a higher rate, at a quicker sale cycle than any other time. In this procurement process as well, I had to go against a situation where the implementation is still ongoing. I have to convince everyone to stop the implementation of an investment that they just made in order to start my implementation instead. And so for me, what this looks like from a procurement process is dialing in for them that timeline, because time to value is still something that the executive team is holding to my buyers, but they’re not executing on it with the current solution. And so showing that I’m able to align not only to the value that they’re looking to deliver, but to the value that I can serve for them in the short amount of time that they have left to execute on that project. So, driving the urgency around process, but also leveraging procurement in order to be successful with that.
Scott Ingram: For a link to the full audio, as well as the video, just click over to DailySales.Tips/1458 and I’d encourage you to listen or watch all the way through that because we talked more about leveraging your relationship with procurement in the Q&A. Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!