You would think that I would know if I was buying or selling. They are distinct activities in business. However, a couple of weeks ago I participated in a Miller Heiman sales training course which was run by one of sales directors for our team. The company's sales team use the Miller Heiman methods for their entire sales process. It was a good course designed aimed at helping sales people with significant sales opportunities.
However, our team buys. We need sales skills to an extent to present business cases to suppliers to persuade them that they should licence their content and information to us. But, the fact is that our business is to buy their goods. Our team sends cheques in the form of up-front payments and royalties because of the deals we sign. Fact. The activity of the sales team results in customers sending cheques to them. Fact. Two distinct processes which both require commercial skills but which require quite different mindsets.
If I have a sales mindset when I am buying, I will be in the wrong state of mind for the buying process. I need to get the best deal to suit my customers and our business. I need to show our suppliers that I can bring them revenue which they can't get themselves. The suppliers need this information to show that we are not taking their own direct customers. I need to get as much content for as little cost as possible. Our sales team need to get as much revenue for their goods as possible.
The push of the course was that 'whether we liked it or not, we were selling' to our suppliers. Er, no. The problem with that state of mind is that it puts us as buyers in a position where we are sounding desperate for the content or information they have and that they need to help us. Whereas, if I have a buyers mindset, I can show the supplier how I can help them by presenting a business case or market view.
We do need similar skills as the sales team. But, the mind set needs to be different in order to be successful. And, I am definitely buying, unless there has been a fundamental change in the basics of commerce of which I am not aware.
However, our team buys. We need sales skills to an extent to present business cases to suppliers to persuade them that they should licence their content and information to us. But, the fact is that our business is to buy their goods. Our team sends cheques in the form of up-front payments and royalties because of the deals we sign. Fact. The activity of the sales team results in customers sending cheques to them. Fact. Two distinct processes which both require commercial skills but which require quite different mindsets.
If I have a sales mindset when I am buying, I will be in the wrong state of mind for the buying process. I need to get the best deal to suit my customers and our business. I need to show our suppliers that I can bring them revenue which they can't get themselves. The suppliers need this information to show that we are not taking their own direct customers. I need to get as much content for as little cost as possible. Our sales team need to get as much revenue for their goods as possible.
The push of the course was that 'whether we liked it or not, we were selling' to our suppliers. Er, no. The problem with that state of mind is that it puts us as buyers in a position where we are sounding desperate for the content or information they have and that they need to help us. Whereas, if I have a buyers mindset, I can show the supplier how I can help them by presenting a business case or market view.
We do need similar skills as the sales team. But, the mind set needs to be different in order to be successful. And, I am definitely buying, unless there has been a fundamental change in the basics of commerce of which I am not aware.
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