Understand the sale!
Two days, live training (off- or online)
- From corporate strategy to sales strategy
- Importance of turnover, customer satisfaction, market share, capacity utilisation and margin in sales
- Segmentation and positioning: the sales strategy in day-to-day sales work
- How are successful salespeople measured?
- Negotiation and meeting preparation in sales
- → EVEREST-Methode® for purchasing and sales
- Back Door Selling and Maverick Buying
- The question of power: who has more to lose?
- Situation and risk assessment before the negotiation
- Positioning and classification of customers
- Reading the salesperson: From body language and demeanour to goals and tactics
- The different types in sales
- Type-appropriate selling
- Something is wrong: gaps in the argumentation
- Bargaining chips and compromises: Where does a deal make sense?
- Understanding the sales argumentation
- Dealing correctly with knock-down arguments
- Classical argumentation techniques
- Manipulation techniques: From well poisoning to the “former” technique
- The salesperson’s bag of tricks
- Aggressiveness and arrogance
- Dealing with threats
- Lessons learned: what does this mean for purchasing?