Sales Training for Buyers and Negotiators

Salespeople are trained to find out everything about you before a negotiation. The best way to defend yourself is to learn exactly how they have been trained to sell. The Instructors for this course have trained salespeople and been salespeople themselves. A side benefit reported by course attendees is that they are better able to sell their ideas within their own organization. Here are some of the topics covered:

How Did They Know That?

How vendors obtain information about you
How vendors obtain account control
The importance of calling high
Account planning and setting goals

What Are The Strategies?

Tactics & Ploys
Getting and tracking results
Influencing the customer
When is a salesperson most dangerous?
How to get what you want
Who do people buy from?

Sales Techniques

How to create an impression
Building rapport
How to get your customer to listen
Questioning technique
The importance of listening
Objection handling
Selling features and benefits (it’s not what you think it is)
Closing technique
How to stop your customer from walking
Special cases (e.g. telesales, e-sales, video sales)
How you can use sales techniques to persuade your management & peers

Understanding What You Have Learned

Lab exercise: The Sales Call
Lab exercise: The Team Negotiation
Questioning clinic
Objections clinic
Features clinic
Closing clinic