How to Be More Persuasive in Procurement

Number 9 in our Christmas Countdown is one of our fantastic articles on professional development, complete with knowledge from an industry expert. We could all do with being a bit more persuasive every now and again, both personally and professionally, and the good news is that it’s not as difficult as you might think. It certainly rang true with more than a few of you this year!

How easy is it to persuade someone to do something? Very easy, according to famous cosmetics entrepreneur, Mary Kay: 

“Persuasion is simple: just pretend that every single person you meet has a sign around their neck that says ‘Make me feel important’”. 

While it might have felt simple for the American businesswoman to persuade millions of customers to buy her products, doing the same as a procurement professional can be more complex. 

What is not complex, though, are the benefits of being persuasive. Those who master this skill are more likely to succeed in supplier negotiations, in their stakeholder interactions, and, more broadly, in their career, as they are more likely to sway outcomes in their favour. 

So if you want to follow in Mary Kay’s footsteps and master the art of persuasion, here are seven quick tips to up your game: 

Tip 1: Understand Your Audience

You’ve likely heard this before as part of Supplier Negotiations 101, but just in case you need to hear it again – the foundation of persuasion lies in understanding the needs, motivations, and concerns of your audience. 

Before you engage in any negotiation or discussion, take the time to research and analyse your audience’s background, including their motivations, pain points, and what they might be looking to achieve. Then, tailor your approach accordingly to resonate with their interests and priorities.

Tip 2: Build Trust and Rapport

Establishing a strong rapport and cultivating trust with anyone you are trying to persuade of something, whether they be suppliers or stakeholders, is essential. 

To do this, start by actively listening. When in conversation with someone, make sure that you show genuine interest in their success and be transparent about your objectives. By fostering a collaborative and trustworthy relationship, you lay the groundwork for more fruitful negotiations.

Tip 3: Highlight Mutual Benefits

When trying to persuade someone of something, it’s important to remember the rule of all good relationships: both parties must see value. 

Ensure that you clearly articulate how your relationship or your negotiations can create opportunities for growth, improve efficiency, reduce costs, or enhance quality for you both.

Tip 4: Utilise Data and Evidence

As a procurement professional, we know that data and evidence are important. But did you know that they are equally important when it comes to persuasion as well? 

Whenever you’re trying to persuade someone of something, ensure that you have supporting evidence. This may include data, market insights, case studies, and benchmarks to support your arguments.

Tip 5: Master the Art of Storytelling

Data and evidence are important, no doubt. But ultimately, it’s what you do with this data and evidence that’s most important. 

And that’s where storytelling comes in.

As humans, we are hard-wired to respond to stories. So, when you’re trying to persuade someone of something, try to craft compelling narratives that illustrate the challenges, successes, and potential outcomes associated with whatever you are discussing. A great way to do this is by using anecdotes, testimonials, and real-life examples.

Tip 6: Employ Persuasive Communication Techniques

Did you know that there was such a thing as persuasive communication techniques? There is, and you need to start employing them. 

Research has found that if you do things such as emphasise the urgency of what you’re saying (for example, we need to move on this deal by this afternoon), relay scarcity (for example, we can only make this deal once), or use repetition to reinforce key points, you’ll be more likely to be persuasive. This, coupled with confident body language, can make you much more persuasive.

Tip 7: Anticipate Objections and Prepare Responses

When it comes to persuasion, it isn’t enough to prepare what we’re going to say – we also need to prepare how we’re going to respond. 

When being persuasive, it’s inevitable that you’ll come up against objections. To counter this, ensure that you prepare responses, as well as proactively address any objections that are insinuated, yet perhaps not said. 

Using data and logic when you’re doing this can ensure that you’re even more persuasive. 

Working in procurement can feel like a constant battle of egos and conflicting priorities, but being persuasive can be an effective anecdote to edge just that bit closer to what you want and need.

What tactics have you employed to be more persuasive at work? Let us know in the comments below.