Why is my sale stuck in purchasing? And what can I do about it!!

01/15/25 • 34 min

The Luxury Of Choice - Sales Skills Podcast

Let us know your thoughts on this episode!

In this episode of 'The Luxury of Choice', host Steve Vaughan, along with guests Jayne and Jonathan, delve into the common phrase 'my order is stuck in purchasing'. They explore the implications of this phrase on sales forecasting and revenue projections, the importance of understanding the buying process, and the necessity of engaging with purchasing teams early in the sales process to mitigate delays. The conversation emphasizes the human aspect of purchasing and the need for salespeople to build relationships with purchasing professionals to facilitate smoother transactions. In this conversation, the speakers delve into the intricacies of the buying process, emphasizing the importance of understanding customer relationships, particularly with purchasing departments. They discuss the challenges salespeople face, including fear and preparation, and highlight the significance of addressing terms and conditions early in the sales process. The conversation concludes with insights on leveraging purchasing departments as enablers in achieving sales goals.
Key Takeaways :

The phrase 'my order is stuck in purchasing' often indicates a breakdown in communication between sales and purchasing.
Salespeople should engage with purchasing teams early to understand their processes and requirements.
Understanding the customer buying process is crucial for sales success.
Building relationships with purchasing professionals can lead to smoother transactions.
Salespeople often overlook the importance of the purchasing process in their sales strategy.
Purchasing teams are not the enemy; they are part of the sales process.
Salespeople should educate themselves on the buying process to better navigate it.
Effective forecasting in sales requires close collaboration with purchasing teams.
Purchasing can be overwhelmed by demands from both sales and internal teams.
Engaging with purchasing early can help avoid delays and complications. Understanding the buying process is crucial for successful sales.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: [email protected]
The trainers on LinkedIn:
Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/
george james training website https://georgejames-training.com/

Let us know your thoughts on this episode!

The phrase 'my order is stuck in purchasing' often indicates a breakdown in communication between sales and purchasing.
Salespeople should engage with purchasing teams early to understand their processes and requirements.
Understanding the customer buying process is crucial for sales success.
Building relationships with purchasing professionals can lead to smoother transactions.
Salespeople often overlook the importance of the purchasing process in their sales strategy.
Purchasing teams are not the enemy; they are part of the sales process.
Salespeople should educate themselves on the buying process to better navigate it.
Effective forecasting in sales requires close collaboration with purchasing teams.
Purchasing can be overwhelmed by demands from both sales and internal teams.
Engaging with purchasing early can help avoid delays and complications. Understanding the buying process is crucial for successful sales.

Previous Episode

Why doesn't my sales team do what I tell them to do?

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In this final episode before the holiday season, Steve, Jonathan and Pascal discuss the challenges sales managers face in getting their teams to follow directives. They explore the importance of trust, situational leadership, and the shift from directing to coaching. The conversation emphasizes the need for active listening and understanding individual team members' needs, especially under pressure. The hosts share insights on how to foster a supportive environment that encourages autonomy and self-discovery among team members, ultimately leading to better performance and team dynamics.

Next Episode

How to Delegate Effectively

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In this episode of the Luxury of Choice podcast, Steve Vaughan, Pascal Le Floch and Christian Walter discuss the critical skill of delegation in sales and management. They explore the definition of delegation, its importance, and the challenges faced by managers and salespeople in effectively delegating tasks. The conversation covers strategies for successful delegation, the role of trust and empowerment, and the significance of situational leadership. The hosts also address when delegation may not be appropriate, emphasizing the need for leaders to lead by example and support their teams.

takeaways

Delegation is essential for effective management and sales.
Trust is a fundamental component of successful delegation.
Salespeople can delegate tasks, not just managers.
The Eisenhower matrix is a useful tool for prioritizing tasks.
Delegation should not be seen as abdication of responsibility.
Effective delegation involves empowering team members.
Situational leadership is crucial in determining delegation strategies.
Clear communication about delegated tasks is vital.
Delegation can lead to team growth and development.
Leaders should lead by example and not delegate everything.

The Luxury Of Choice - Sales Skills Podcast - Why is my sale stuck in purchasing? And what can I do about it!!

Transcript

Hello again, and welcome to the luxury choice, a B2B sales and business podcast brought to you by the training team of George James limited. My name is Steve Vaughan. I'm a senior sales trainer at George James, and I'm also the host and producer of the Of this podcast. And it's our first podcast of 2025.

And incredibly it's a new year. I don't know where the years go to these days. I know when I was a kid, my mother used to say, when you get older, the years fly by. I used to think what