• 2 days.
  • Incompany / Open Training.
  • Maximum 8, minimum 4 participants.
  • MBO/HBO level and up. This training course requires previous participation in the previous training courses Expert in Sales Basics and Selling Price
  • After successfully completing the open training variant, the trainee is awarded a certificate.
Training dates overview

Training dates overview

Start date Follow-up date Location
21-22 October 2021 Tilburg
16-17 November 2021 Arnhem
30 November - 1 December 2021 Bilthoven
€ 870,00 p.p.p.d.

Reservations are only possible for companies. Are you a private person? Please call us +31 40 251 1337.


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InCompany requests

Expert in Sales Follow-up: Selling Reversed

Learn how to deal with influencers and decision makers in order to prevent procrastination


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.


Desired result

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:

  • Retrospective
    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?
  • Argumentation
    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?


Time period

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.


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