Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales.
Key Highlights:
- Background and Experience:
- Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers.
Buyer and Seller Dynamics:
- The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques.
Risk and Decision Making:
- A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions.
Building Relationships:
- The conversation highlights the significance of deepening relationships with clients, exemplified by Lander’s experience with a trusted vendor named Malcolm. Malcolm’s approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks.
Negotiation and Value Perception:
- Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market.
Final Thoughts:
- The episode wraps up with Lander reiterating the importance of sincerity in sales.
Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!