Trainings

Sales techniques

• The buying process and its relations with our sales process;
• Adding value to sales;
• Four levels of work: Strategic, technical, political, individual;
• The different types of buyers;
• Mapping needs – High gain questions;
• The contrast pain – gain;
• Proving the value of your solution;
• Value killers, winners and sleepers;
• To negotiate x to sell and to sell x to make them buy;
• Reducing the perception of risk;
• Steps in the sales negotiation;
• Conditional proposals;
• Anchoring;
• Framing.