Mar 7, 2024
Today I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry.
We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of business deals.
Anna’s wealth of knowledge offers a rich perspective on steering clear of aggressive sales tactics and fostering a collaborative environment that benefits all parties involved.
Anna and I reflect on the value of being well-informed and how this can safeguard against the erosion of trust.
Amidst a business landscape reshaped by COVID-19, we examine the newfound importance of trust and the delicate professional boundaries necessary for healthy partnerships.
We discuss innovations born from necessity during the pandemic and how these adaptations have led to more robust supply chains and risk management practices.
The conversation reveals how crises can create stronger bonds and the key role that thorough vendor evaluation now plays in preparing for future uncertainties.
We turn our focus to the future, examining the strategies and communication tools that can streamline the buyer-seller journey.
From the importance of clear, transparent pricing to the subtle art of optimising email footers, we discuss practical takeaways for anyone in the field of sales and procurement.
Anna shares wisdom from the buyer's perspective, providing a clearer understanding of what they truly need from salespeople.
This episode has practical takeaways for anyone navigating the intricate world of sales and procurement.
--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Collaboration Between Buyers and Salespeople
Buyer-seller relationships, involving technical experts, clear communication, and transparency are crucial in procurement and sales strategies.
(0:08:48) - Collaboration and Communication in Business
Nature's procurement challenges in made-to-order industries, emphasising early engagement, clear communication, and becoming a preferred partner.
(0:17:15) - Building Trust and Understanding Buyers
Trust is fragile and takes time to build, balance research and respect, avoid crossing boundaries in business relationships.
(0:21:31) - Navigating Supplier Relationships Post-Covid
COVID-19 exposed vulnerabilities in global supply chains, leading to innovative solutions and a focus on risk assessment and vendor management.
(0:29:55) - Sales Tips and Buyer Insights
Nature's frustrations for buyers, importance of early engagement, avoiding short-term gains, internal communication, doing homework, transparent communication, personal preferences.
(0:35:44) - Optimising Email Footers for Communication
Importance of including contact info in email footers, psychological impact of email sign-offs, and gratitude for engaging discussion.
Follow Anna
https://www.linkedin.com/in/anna-corless-61a21854/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube