Understanding the process of sales and decision-making
1 full day or 2 half days for Sales Negotiators
Course overview:
The thinking process and language of sales.
Negotiators learn how to:
- Understand how potential buyers make decisions to buy and how to build a solid relationship
- Develop listening and coaching skills: know when to tell to sell and when to probe, ask, gather information and wait
- Develop the modern approach to selling: how to be flexible and influential within the buying process
- Meet the customer’s needs by identifying key influential areas and matching needs to the development/developer
- Understand people’s ‘convincer strategies’ and the motivational patterns that drive buying behaviour (often unconscious)
