{"id":3447,"date":"2020-09-18T04:30:07","date_gmt":"2020-09-18T09:30:07","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=3447"},"modified":"2020-09-17T23:09:58","modified_gmt":"2020-09-18T04:09:58","slug":"sales-tip-608-why-buyers-behave-the-way-they-do-part-2-routine-items-mark-schenkius","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-608-why-buyers-behave-the-way-they-do-part-2-routine-items-mark-schenkius\/","title":{"rendered":"Sales Tip 608: Why Buyers Behave The Way They Do (Part 2 – Routine Items) – Mark Schenkius"},"content":{"rendered":"

\"\"“The more you integrate your business with that of a customer, the more difficult it will be for them to step out.” – Mark Schenkius in today’s Tip 608<\/p>\n

How do you focus on \u201croutine\u201d items?<\/strong><\/p>\n

Join the conversation below<\/a> and go check out the links!<\/p>\n

ROI 10<\/a>
\nThe Other Side of Sales<\/a>
\nMark Schenkius on LinkedIn<\/a>
\n601: Why Buyers Behave The Way They Do (Kraljic Matrix Series Part 1)<\/a>
\nSubmit a Sales Tip<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today Mark Schenkius is back with another installment in his series. Mark is the founder of ROI 10 where he helps sales professionals get better at dealing with buyers, and he\u2019s also the author of \u201cThe Other Side of Sales,\u201d where he shares his perspective after 15 years in procurement. Here he is:<\/p>\n

Mark Schenkius: Hi everyone, I\u2019m back with part 2 of the 5 tips series on Kraljic\u2019s purchasing portfolio matrix. If you haven\u2019t yet listened to part one, check back in on tip #601 for an overview of the tool that buyers use extensively for assessing the market they operate in. After all, understanding a buyer\u2019s perspective makes you a much more effective sales professional.<\/p>\n

Today\u2019s tip will focus on \u201cnon-critical\u201d or \u201croutine\u201d items.<\/p>\n

These items are low risk and have a low impact upon organizational profitability. The most commonly used example in this segment is office stationery. Readily available for most companies at relative low cost as well.<\/p>\n

Buyers don\u2019t want to spend time and energy on buying routine items since it has very little benefits for them. They can buy it anytime, anywhere without any real financial incentive. This means buyers prefer spending as little time as possible on routine items so they can spend their time on topics that matter more to them.<\/p>\n

A buyer\u2019s sourcing strategy here is to focus on efficiency by reducing administrative burden. A few examples of this are: long-term supplier contracts, outsourcing, reducing the number of suppliers, e-auctions, and catalog buying. Anything to minimize time and energy spent.<\/p>\n

So, what does this mean from a sales perspective?<\/p>\n

When you\u2019re selling products like for example office stationery, don\u2019t expect a lot of time from buyers. You\u2019ll probably struggle to make an appointment with them at all.<\/p>\n

The best way to get a foot in the door is by suggesting a hassle-free, long-term solution allowing the buyer to spend time on topics that matter more to them.<\/p>\n

For example, offer additional services to buyers so they have a one-stop-shop for a larger portfolio. You can even co-operate with other companies to provide this. In the example of office stationery, you could find a partner to offer printing or copier services in addition.<\/p>\n

Another example is to offer, long-term, hassle-free deals by providing a service contract in addition to the products you sell. Manage inventory, simplify invoicing, or take over administrative processes which makes it easy for a buyer to deal with you.<\/p>\n

The additional benefit is that the more you integrate your business with that of a customer, the more difficult it will be for them to step out. This way, you have just secured a long-term contract.<\/p>\n

In summary, for \u201croutine\u201d items be creative in proposing a solution that works best for the buyer. Make life easy for them and it will be worth your while.<\/p>\n

Happy negotiation everyone!<\/p>\n

Scott Ingram: For more about Mark and his book \u201cThe Other Side of Sales<\/a>,\u201d click over to DailySales.Tips\/608<\/a> and we\u2019ll have everything for you there including a transcript of his tip.<\/p>\n

Then make sure you\u2019re subscribed to the podcast so you don\u2019t miss the rest of Mark\u2019s series with the next part coming next Friday. Of course, you should also come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“The more you integrate your business with that of a customer, the more difficult it will be for them to step out.” – Mark Schenkius in today’s Tip 608 How do you focus on \u201croutine\u201d items? Join the conversation below and go check out the links! ROI 10 The Other Side of Sales Mark Schenkius…<\/p>\n","protected":false},"author":2,"featured_media":2399,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-3447","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"\nSales Tip 608: Why Buyers Behave The Way They Do (Part 2 - Routine Items) - Mark Schenkius - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-608-why-buyers-behave-the-way-they-do-part-2-routine-items-mark-schenkius\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 608: Why Buyers Behave The Way They Do (Part 2 - Routine Items) - Mark Schenkius - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“The more you integrate your business with that of a customer, the more difficult it will be for them to step out.” – Mark Schenkius in today’s Tip 608 How do you focus on \u201croutine\u201d items? 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