Own Your Process to Stay Out of the Procurement Pit

This is an excerpt from the book, "销售真相" by Mike Weinberg. It has been republished here with permission.

Just because a customer asks for a demo or a sales pitch, does not mean that it benefits you to do so. And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP).

Most of us in sales are not paid to做工作。We are paid to bring in new business and win deals. Said differently, there are no rewards for jumping through hoops, perfectly complying with someone’s ridiculous process, or for completing more pages of RFPs than other sellers.

很抱歉，如果此消息使您感到不安或让您的苹果购物车感到不安，但是我有一些苛刻的消息。raybetapp仅仅为了得分“服从点”而盲目地按照买方的方向而努力，这不会帮助您带来更多的业务。

太多的销售人员在自己的销售流程上闲逛，即使没有任何意义，也继续拖欠买方的流程。这剥夺了他们有机会执行适当的发现工作，增强与合适的客户利益相关者的关系，并防止他们能够量身定制其方法，演示和提议的解决方案。

我知道，对于许多销售人员而言，反对客户的建议（规定）过程会造成不适。我们想被爱。我们希望被视为善解人意。我们希望得到帮助，反应迅速和尊重。我们希望与之易于开展业务。我们希望潜在客户想与我们合作。

Those are all great motivations and there is nothing wrong with our desire for a smooth relationship. But there’s just one problem with what I call the “Acquiesce Approach,” and it’s a biggie.

默许客户的严格流程可以阻止我们将自己定位为真正的顾问和顾问，阻止我们区分我们的方法，并且通常最终使我们成为商品化，因为采购将所有潜在的供应商集中在一起。

我不能说您喜欢有多少机会来区分自己，您的公司和解决方案，但我可以为自己说话。raybet电子竞技我恨它！

Getting commoditized sucks. Playing by someone else’s rules whose desire is to squeeze all the creativity, differentiation, and profit margin out of our deals is not fun. Following orders from a certified procurement person whose stated mission is to “level the playing field” is not very motivating to me and certainly not why I am in sales.

我有两个任务作为专业销售员。首先，我被迫为客户创造绝对最佳和最高价值的结果。其次，我致力于赢得我竞争的每笔交易 - 当然，假设我坚信这符合客户的最大利益。

这两个任务是驱使我并推动我的销售流程的原因。我很想让客户赢得胜利并做我需要做的事情，以便我赢得胜利。

“双赢”一词被抛弃了很多，但这是一个完美应用的实例。我致力于创造双赢的情况，如果那意味着必须避免，避免或改变客户的购买过程，那就这样吧。

我不为采购人士工作。我为我的客户联系（商人），公司和我自己工作。raybet电子竞技我有责任做任何道德和必要的事情，以确保客户获得最佳解决方案，并为自己提供最佳获胜机会。

Translation: when I perceive that the customer’s stated buying process or instructions to me are counter to either creating the best solution or improving my likelihood of winning, that’s when it is time to stand my ground and push back.