Description

Learning to deal with influencers and decision makers to avoid postponements and adjustments

During a sales conversation, both a decision maker and an influencer can be your discussion partner. They do not have the same motivations and also play a different role in decision-making. During the Reverse Selling training you will therefore learn which conversation strategy to choose with which person, with the aim of laying the foundation for your intended result (closing the deal). Convince the influencer to support your service or product. Send the decision maker to business. Avoid postponements or adjustments. The result? Higher conversion, time savings and more return on your quotes!

Get a better grip on the different forces and needs within the DMU.

Desired result

As a seller you want:

• Higher returns from quotes!
• More insight into different drivers, needs and purchasing signals of different roles and functions (the DMU) in an organization!
• Influence decision-makers and influencers with the right approach!
• Have fewer non-binding, but more goal-oriented conversations!
• Avoid delays in decision-making!
• Smart methods to structure and manage conversations!
• Close the deal efficiently and with high customer satisfaction!

This interactive and practice-oriented training is ideally suited to increase your success as a sales professional, even in more complex DMUs.

Learning objectives and topics

The following topics are covered during the training:

• Looking back
  What experiences have you had in practice and how have you applied the things you have learned?

• Sales techniques
  How do you get even more return from the techniques you have previously learned?

• Strength and weakness analysis
  How can you – based on your own strengths – develop your personal sales skills even further?

• Argumentation
  How do you influence the purchasing behavior of influencers and decision makers?

• The psychology of a sales conversation
  How do you find out whether you are sitting at the table with an influencer or decision maker? And how do you respond to it?

• The social aspects of a sales conversation
  How do you control the atmosphere in a conversation to build a pleasant customer relationship?
• Increase returns
  How do you get more order confirmations from fewer quotes?

Personal support
After completing the training, the trainer is available for online personal support. For example, to briefly discuss practical situations with each other. So nice!

Length of time
This training consists of 2 consecutive training days.

Attendees
This training has room for a minimum of 4 and a maximum of 8 participants.
The training is in line with the Expert in Sales Basics training. We plan an average of 6 to 8 weeks between 2 training courses, so that there is sufficient time for feedback from interim practical experiences. This significantly increases the effectiveness of the training.
This training can be part of the Expert in Sales Total trajectory as a module.

Certificate
Upon successful completion of the training, the participant will receive proof of participation in the form of a certificate.