Behind Your Back: What purchasing managers say once you leave the room & how to get them to say yes

After working for several years as a purchasing manager for one of the nation’s largest home builders, Bradley Hartmann has a unique perspective into what drives purchasing managers to buy.

Hartmann’s book, Behind Your Back, covers 2 broad categories:

1) What sales reps did to win business.
2) What sales reps did to lose business.

This book is broken into four main parts that coincide with the natural timeline of the new client acquisition process:
1) Achieving awareness
2) Mastering the meeting
3) Navigating the negotiation
4) Amazing your account.

Each part contains 12 rules to live by. If my math is right, that’s a total of 48 rules – about one per week for a year excluding holidays, vacation days, and the day you’re hungover after the Super Bowl.

Here’s the best news: none of this will blow your mind. You can start doing the things in this list immediately.

On behalf of purchasing managers everywhere, we wish you would.