In this episode of Pricing College – we discuss 5 things that you should consider when your sales team is having meetings with procurement.

TIME-STAMPED SHOW NOTES:

[00:45] We have to know what is going wrong to make improvements.
[01:05] Sales teams can be too focused on features and benefits – rather than problems the customer may have.
[01:40] A meeting is not the time to be likeable and make friends.
[02:00] Sales teams often do not know about pricing or have an ability to discuss or negotiate on pricing.
[03:00] Sales sometimes do not really understand the customers business. Ask how you can help their business.
[03:45] Aidan suggests the sales team can feel in a lose lose situation.
[05:05] Sales can come across as needy – which pushes down pricing.
[05:30] Joanna says she will cover some more positive stories in future episodes.

LINKS MENTIONED IN TODAY’S EPISODE:

What is a challenger sale

B2B sales methodology