Many sellers complain that meetings with procurement are as little fun as a trip to the accountant, or even the tax office. Gone are the days when sellers were shown into plush offices, offered coffee and made feel welcome.
The reality is that few salespeople would describe the modern procurement professional as being warm and inviting.
Indeed, in what appears to be a definite trend, buyers can seem cold and unfriendly. Many buyers are now slow to engage in ‘small talk’ and, in their desire to get right down to business, can even appear to be rude.
But, what does it mean for the relationship sale?
In this article we will discover that there are more effective way of connecting with the buyer than through small talk and chit-chat.
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