Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even the most seasoned sales professional.

If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other challenging concepts on Episode 617 of the Winning at Selling podcast.

Selling more and better starts with sounding different than others in the industry. Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities.

Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.

Is your sales conversation the same as it was 5 years ago? Do you still have that tired company pitch that extols the virtues of your organization? Are you caught in the cycle of fact-benefit-confirmation? Is your customer supposed to provide the information and you match up the solution? Well, it’s time to change your approach.

If you want to keep from falling further behind the sales curve tune in as Scott and I welcome our guest Anthony Iannarino to tell us Why You Must Be One-Up Now on Episode 615 of the Winning at Selling podcast.