Never Call on Purchasing Agents

… unless, of course, you are selling something for their own personal use. Here is why:
• Their incentive is to save money. i.e. reduce your price
• They don’t know much about the use of the product or service beyond what is written in the specifications.
• They don’t know anything about the problem your product or service is designed to fix.
• Your value proposition is lost on them
• Once you start in the purchasing department, it is virtually impossible to get to the end user without causing the purchasing department to be upset.
They are an important part of the sales process. You will probably end up dealing with the purchasing department. Just don’t start there.