Deadly Mistake #2: Making It Hard to Do Business with You
Introduction: They’re Not Just Buying Your Product—They’re Evaluating You
Welcome back to our 7-part series, “Selling to Procurement: The 7 Deadly Mistakes That Sales Makes.”
In the first article, we tackled one of the most common—and costly—errors Sales makes: Treating Procurement like a roadblock instead of a strategic stakeholder. If you missed that one, go back and read it. It’s the foundation for everything that follows.
Today, we’re zeroing in on the second deadly mistake:
Making it hard to do business with you.
Here’s the kicker: Procurement isn’t just evaluating your product or service. They’re evaluating you—your responsiveness, transparency, flexibility, and willingness to collaborate inside their process, not just yours.
It’s not just what you’re selling that gets you chosen. It’s how you show up in the buying process.
