An article throwing some light on the murky world of selling services to procurement professionals, by Steve Jordan – and friend.
This is where I come clean. I didn’t write this article. Neither did anyone else. It was written by a machine, by AI. In years past, if I started to read an article written by a computer I would probably have switched off – maybe switched it off as well. But now, I’m not so sure. Judge for yourself.
I know that many of you wrestle every day with the frustrations of selling to corporate procurement professionals. I also know that specific sales training might be hard to find for some, is time consuming and has a cost. So I thought I would just ask ChatGPT to help by asking for some advice on selling a high-quality service to people who, we think, are only interested in price. I then went one stage further and asked how to sell a commodity to procurement, as many people feel that is what moving has become.
To save you some time, I have edited out the bits I didn’t think were helpful. But that left me with quite a lot that focused on understanding procurement people, demonstrating value, and building
the trust of procurement teams that are, quite rightly, looking at cost-efficiency, risk mitigation, and ensuring
their organisation's needs are met in the most effective way possible ...
Photo: Steve Jordan.
Click here to read the full story in The Mover magazine.