How I Sell This

8. The secrets to wooing procurement w/ Andrew Peacock

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Episode notes

Today we are doing things a little bit differently. Instead of getting the secrets to success from another salesperson we’re going to be getting the secrets on how to successfully approach and understand a department that can often appear to get in the way of sales. Procurement.

To help us we are joined by Andrew Peacock the Director, Strategic Procurement and Business Services at La Trobe University in Melbourne.

In this episode he shares:

- Some quick yes or no points about procurement

- Why he believes procurement doesn’t make purchasing decisions

- Why procurement doesn’t make purchases, but it does influence them

- His advice for how salespeople should approach procurement

- How to best build a relationship with procurement

- The time someone cold called him, it worked and why it worked

- Why the procurement process might drag out

Key Quotes

“There's this kind of illusion out there that procurement hold the purse strings but it’s actually not correct.”

“Procurement people don’t like surprises.”

More about Andrew

You can follow Andrew on linkedin: https://www.linkedin.com/in/andrew-peacock-3872a320

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

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