On September 21, 2009
How to Upsell Around Procurement Drones
Most sales pros have gotten the “easy sale” phone call — a procurement department with an unexpected order. The tendency, of course, is to simply take the order and enjoy the “free” commission. Doing that, though, might be leaving a bigger opportunity on the table. A better approach, according to Kevin Hooper, the vice president of technology solutions group at Hewlett-Packard, is to block the sale by asking “why?” and then having a plausible reason why it might be a bad idea for the customer to buy your offering. This attempt to block the sale will greatly surprise the procurement drone, who naturally thinks the conversation is just going to be about details like price and delivery date. It will…
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