Customers say “You’ll need to go through procurement” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
Procurement is a process, and it often applies after the business has already chosen what it wants. If you only meet procurement, you compete on price alone. Often the best move is to secure the business owner’s support first, then follow the process properly.
Typical in: Software and SaaS, Manufacturing and logistics, Professional services
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Ask what sits behind the objection, so you answer the real concern.
“Of course, I am happy to follow the process. What does procurement need from a supplier at this stage, and at which point does it usually get involved?” Learn the sequence before you offer anything.
Point to the right person, time or channel without losing the thread.
“Before I do, who in your team is the main user of this, so I can make sure that what I give procurement reflects what you need? I would not want a form to replace the real requirement.”
Shrink the decision to something low-risk that moves things forward.
“Could you tell me what the registration or tender steps are, so I can prepare the documents? And may I check in with you afterwards, to hear whether there are questions from the business?”
After your response, ask:
Who besides procurement will decide whether we are the right fit?
Avoid: I’d rather skip procurement, they only care about price.
It disrespects a legitimate process and the colleagues who run it. It may also be against rules that the customer must follow.
Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.
Practise this objectionProcurement is a process, and it often applies after the business has already chosen what it wants. If you only meet procurement, you compete on price alone. Often the best move is to secure the business owner’s support first, then follow the process properly.
Clarify before you answer: “Of course, I am happy to follow the process. What does procurement need from a supplier at this stage, and at which point does it usually get involved?” Learn the sequence before you offer anything. Redirect: “Before I do, who in your team is the main user of this, so I can make sure that what I give procurement reflects what you need? I would not want a form to replace the real requirement.” Propose a smaller step: “Could you tell me what the registration or tender steps are, so I can prepare the documents? And may I check in with you afterwards, to hear whether there are questions from the business?”
Who besides procurement will decide whether we are the right fit?
Avoid “I’d rather skip procurement, they only care about price.” It disrespects a legitimate process and the colleagues who run it. It may also be against rules that the customer must follow.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.