Devoted to purchasing, purchasing agents, and all things related

To meet or not to meet?  That is the question faced by Buyers when a salesperson approaches by phone or worse (unannounced, in person - in the lobby).

Sales training teaches salespeople that they absolutely must get a face-to-face meeting with prospects.  Therefore, salespeople will do anything to obtain such a meeting.  Persistent phone calls, namedropping, using contacts, and showing up uninvited are all methods they employ.  What should Buyers do?

Of course, Buyers have to consider their own schedules and responsibilities when deciding whether they should set up a meeting with a salesperson.  In my experience, the newer or younger the Buyer, the more likely he or she is going to meet with any salesperson who requests it.

Though many factors influence the decision, my own rule of thumb is to take into consideration the salesperson's time as well.  He or she makes no money unless there is a commission on a sale.  If I have just signed a contract with a company, I'm not going to meet with the competitors.  That is wasting everyone's time.  If I've just come through an RFP process, then I already have "back-up vendors if necessary.

I am more open to meetings if I know a contract is expiring soon or if I have recently taken over a commodity.  In those cases, it is conceivable that I will possibly do business with a new vendor so the meeting time is well worth it.

[Note, the meetings mentioned in this post are in reference to salespeople trying to win business by cold calling, not a current vendor rep requesting to meet with the Buyer.]