A purchaser’s role is to execute a purchase for a product based on another department’s purchasing criteria. Your best sales contact is actually the person in that other department.
For example, if you are selling group dental insurance, you may receive a purchase order from the purchasing department for your dental plan, but it was actually the Human Resources manager who decided the best dental plan to buy.
Although a good contact to have, unless you actually sell purchase order forms, the name of a purchaser is not your ultimate contact.
In my ebook, Action Plan for Sales Success, I discuss in detail how to determine who is your best sales contact, including not only who you should ask to speak to, but also the best way to ask so that you actually get the right answer.
Remember, if you are not talking to the right person, you simply won’t make the sale!
Looking for quick and easy ways to build trust with your prospects? Join us for our free online sales training webinar! Webinar not fit your schedule? Download free videos of our sales training seminars from our Download Centre. While you’re visiting the B2B Sales Connections Download Centre. why not download a free copy of our white paper How To Create Your Unique Value Proposition?
Susan A. Enns, B2B Sales Connections