Selling to Large Companies
To do business with certain clients, you may have to follow strict procurement rules. These rules usually are posted on a prospect’s website.
Prospecting a larger company will hit you with these rules. Get used to it, they will be almost all the same. This is a way large corporations purchase products and services.
Employees of larger corporations feel pressured to follow corporate guide lines for procurement. They risk a reprimand by their manger or maybe even termination. Understandably, prospects that you are calling on take these procedures seriously. They do not appreciate a sales person who attempts to go around corporate policies. Most sales people try to go around this process.
The problem will not go away. It will become a larger obstacle overtime, as companies try to downsize their vendors.
Most products and services have become perceived as a commodity purchase. Corporations will build more procedures and rules to follow.
Think about a big project, multiyear contract that a well know company did not win. The solution required multiple IT products and services targeted to a financial company. The main reason they lost the project had nothing to do with their proposal. After the company performed a loss audit, they found that one person in the procurement office said that if they went “around him” and spoke with management, he would make sure they didn’t get the business.
Good sales people need to play by the rules set by procurement. If you don’t, you risk being dismissed by procurement. Imagine what it is like to get into Lowes, Walmart, or Target. They know how you view them.
The greater the purchasing department’s perception that your products or services are commodities, the tougher it will become to get in the door.
I have been through my share of negotiations where these factors with large companies have happened. It can be a grind on your time, efforts, resources, and spirit. The larger the company targeted, the more militaristic the rules will become. This problem is real and grows more complex each year.
There is hope. Advance, a JLAbbott, LLC has developed tools that can help you attack these rules in multifaced manner. The tools will give you more leverage over the situation. They will enable you to navigate more efficiently with larger companies.
I have been working with Joe for about five years. He has helped a great deal of my team open doors that would have otherwise remained closed. He is amazing using a step by step approach that has assisted Dell in achieving our goals.
CEO, Dell Inc.
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We have had the pleasure of working with the best speakers and trainers in the world. Joe brought our audience alive with insights and ideas that will change the way we approach business forever.
VP Sales Operations, North America Sales and Service. Unisys Corporation
Cincinnati, OH 45249.
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