Backdooring

Are you backdooring?

I've heard this expression used by procurement professionals to describe sales approaches that don't come through them

Perhaps it's a little bit precious

Naive even... to think that a salesperson is always going to take this route

If you solve an engineering problem you are probably going to talk to engineers

An IT issue is best discussed with IT

Some opportunities are better launched with senior management support so 'Selling at C-Level' approach is more suited

That said a salesperson would be equally naive to ignore this function

Let's explore why and how with

🟠 Orange Hat Thinking 🟠

🔶 Why

Salespeople shouldn't avoid procurement, but rather understand its role and importance in the purchasing process

Building relationships with procurement professionals can help when it comes to negotiations

It can also ensure a smoother sales process when a senior or more strategic procurement professional opens the right doors

🔶 How

Salespeople can effectively engage with procurement by:

1. Understanding procurement's goals

- Knowing their objectives helps tailor sales pitches to align with their needs, such as cost savings, quality assurance or risk mitigation

2. Building relationships

- Establishing rapport with procurement professionals builds trust and enhances collaboration. Regular communication and face-to-face meetings can strengthen these connections

3. Offering tailored value propositions:

- Presenting clear value propositions that address procurement's concerns, such as cost-effectiveness, reliability, and compliance with regulations, can resonate more with them

4. Being transparent

- Providing accurate information about products or services, pricing, terms and conditions builds credibility and creates more open dialogue

5. Being flexible

- Understanding procurement's processes and timelines can help salespeople adapt their strategies to meet their requirements and deadlines

6. Providing solutions - not just products

- Offering solutions that address procurement's challenges or streamline their processes demonstrates a deeper understanding of their needs and can differentiate salespeople from their competitors

7. Anticipating objections

- Proactively addressing potential objections or concerns from procurement can help alleviate doubts and move negotiations forward

8. Following up

- Maintaining communication and following up after initial discussions or negotiations shows commitment and helps keep future sales moving

In other words

🧡 Don't ignore... involve 🧡

They want to buy stuff

Make sure they want to buy it off YOU