--- title: Why Reps are Stuck Talking to Procurement description: Why getting past procurement is easier said than done. --- [Skip to content](https://www.growth-arc.com/articles/reps-procurement#main-content) [![GA_Web+Logo-01](https://www.growth-arc.com/hubfs/GA_Web+Logo-01.png)](https://www.growth-arc.com) - [Home](https://www.growth-arc.com) - Consulting - [Sales & Marketing](https://www.growth-arc.com/commercial-excellence) - [Innovation](https://www.growth-arc.com/innovation) - [Strategy](https://www.growth-arc.com/strategy) - [Case Studies](https://www.growth-arc.com/cases) - Executive Coaching - 1 on 1 Coaching - [Group Mastermind](https://www.growth-arc.com/breakthrough) - [Exec Roundtable](https://www.growth-arc.com/roundtable) - [Articles](https://www.growth-arc.com/articles/tag/executive-development) - About - [Results](https://www.growth-arc.com/clients-results) - [Case Studies](https://www.growth-arc.com/cases) - [Our Firm](https://www.growth-arc.com/about) - [Contact](https://www.growth-arc.com/contact-us) - Newsletter - [Subscribe](https://www.growth-arc.com/subscribe) - [Business Growth](https://www.growth-arc.com/articles/tag/business-growth) - [Exec Career](https://www.growth-arc.com/articles/tag/executive-development) - [Roundtable](https://www.growth-arc.com/roundtable) Search Growth Arc - There are no suggestions because the search field is empty. # Why Reps are Stuck Talking to Procurement [Kendall Justiniano](https://www.growth-arc.com/articles/author/kendall-justiniano) 04 March Why getting past procurement is easier said than done. ### 4 Reasons Their Behvaior is Trapping Them -    The conventional wisdom is that you have to get past Purchasing. Yet in actual practice, we see many reps who still spend far too much time there. Here are a few behaviors that if addressed will help your reps to stop saying it and start doing it. These behavior changes are a key effect of [adopting a Consultative Selling approach](https://youtu.be/oRQknnTIGRg). And Consultative approaches are **proven to close more deals, reliably.** ![young business people group have meeting and working in modern bright office indoor](https://www.growth-arc.com/hs-fs/hubfs/young%20business%20people%20group%20have%20meeting%20and%20working%20in%20modern%20bright%20office%20indoor.jpeg?width=500&height=334&name=young%20business%20people%20group%20have%20meeting%20and%20working%20in%20modern%20bright%20office%20indoor.jpeg) **1. They don’t ask enough questions** Reps that in with a prepared question strategy and know that understanding the customer is the secret to closing more business will find purchasing to be a lousy source. Reps who are looking for an opening to pitch will find a ready recipient in a purchasing manager. **2. They don’t connect to customer pain** The only “pain” that Purchasing feels is that their total spend is exceeding plan (i.e. price pressure) To close business today you must connect to the pain you solution addresses. That means seeking out and understanding the people who feel it. **3. They can’t elevate the conversation** As long as Purchasing drives the conversation, your solution fits in the pigeonhole *they* want you to be in. The people receptive to other frames for your solution aren’t in purchasing. We had a rep we were working with who framed his solution at a holistic, strategic level. Purchasing wasn’t interested. The CEO was. Business closed. **4. They only focus on their products.** Reps who haven’t done the prior steps only have one thing to talk about: **their products.** Purchasing wants nothing more than to understand how you think about your own products absent a connection to pain. Remember, they collect intelligence on you and your company too. Until next week, Kendall - [![secta.ai_005 keyhole](https://www.growth-arc.com/hs-fs/hubfs/secta.ai_005%20keyhole.png?width=120&height=120&name=secta.ai_005%20keyhole.png)](https://www.growth-arc.com/bios) [Find me on LinkedIn](https://www.linkedin.com/in/kendalljustiniano/) or [Book a 1:1 call](https://www.growth-arc.com/meetings/kendall-justiniano) Not a subscriber yet? [Subscribe here](https://www.growth-arc.com/subscribe) ### [![Need to drive growth? Growth Arc Advisors is a consultancy focused on Materials industries (chemicals, plastics, oil & gas, biomaterials). Led by former industry execs with a single client emphasis: Growth.   We focus on the 3 capabilities that drive growth: Sales & Marketing  Innovation Strategy & Transformation Use us in 3 ways to accelerate your growth: Do For You: Assess or build your strategic options for growth Do With You: Facilitate your internal teams' growth initiatives Build Capability: Help build your organization's systems and skills All engagements are customized to your organizational needs and requirements. 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