Learn how to deal with influencers and decision makers in order to avoid procrastination and postponement moments
During a sales conversation, both a decision-maker and an influencer can be your interlocutors. They do not have the same motives and they also play a different role in the decision-making process. During the Reverse Selling training you will learn which conversation strategy to choose for which person, with the goal of laying the foundation for your intended result (closing the deal). Convince the influencer to support your service or product. Steer the decision maker towards doing business. Avoid procrastinating or postponing. The result? Higher conversion, time savings and more return on your quotations!
Get a better grip on the different forces and needs within the DMU.
As a seller, you want:
- Higher return from quotations!
- More insight into the different drivers, needs and buying signals of different roles and functions (the DMU) in an organization!
- Using the right approach to influence decision makers and influencers!
- Have less non-committal, but more purposeful conversations!
- Avoid delay in decision making!
- Smart methods for structuring and directing conversations!
- Close the deal in an efficient way and with high customer satisfaction!
This interactive and practice-oriented training is ideally suited to increase your success as a sales professional even with more complex DMUs.
The following topics will be covered during the training:
What experiences did you have in practice and how did you apply the things you learned?
- Sales techniques
How do you get even more out of the techniques you learned earlier?
- Strengths and weaknesses analysis
How can you - based on your own strengths - further develop your personal sales skills?
How do you influence the buying behaviour of influencers and decision makers?
- The psychology of a sales pitch
How do you find out if you're sitting around the table with an influencer or a decision-maker? And how do you respond to this?
- The social aspects of a sales conversation
How do you control the atmosphere in a conversation to build a pleasant customer relationship?
- Increase efficiency
How can you get more order confirmations from fewer quotations?
This training consists of 2 consecutive training days.
This training has a minimum of 4 and a maximum of 8 participants.
The training is linked to the Expert in Sales Basics training. We plan on average 6 to 8 weeks between two training courses, so that there is sufficient time for feedback on interim practical experiences. The return on investment of the training will therefore increase considerably.
This training course can be included as a module in the total Expert in Sales training programme.
Upon successful completion of the training, the participant will receive proof of participation in the form of a certificate.