NEURO - COMPLEX SALES TECHNIQUES
Selling more and better by managing the mental decision-making processes of the one involved in the purchases
Course professor :
Giovanni Manera
Why choose the course of
complex selling neuro-techniques
- How do I introduce myself “cold”?
- If everyone says that my offer is perfect for their company, why are there who is for and who is against?
- If they are unhappy with their current supplier why do they keep it anyway?
- Why, after discussions on the numbers, do they decide on their stomach for the purchase of an industrial asset?
- How Do I Overcome Adverse Bias?
- How do decisions work in their minds and how can they interact?
- Why does it seem that when I speak they don’t listen to me?
- Why doesn’t the decision maker buy even though I have an excellent personal relationship with him?
- Why don’t they see their problems and want to choose a worse solution than mine?
- Why do they say it’s urgent and then they stay still?
- Why do they say my offer is the same as all the others?
- Is it possible to know in advance whether I am going to lose or win and where am I?
what you will LEARN
- When buying goods independently and when guided by the supplier, the difference in the different purchasing processes and the impacts on sales.
- The role of emotions in industrial procurement and how to manage them.
- The mental components of a decision: know them to help you decide.
- The organisational steps of a buying process to know where the seller stands.
- How to map a buying commission in order to have a management strategy.
- How to anticipate the buyer by knowing the main purchasing motivations by type of business function involved.
- What a relationship is and how it is defined in a shared way and importance in decision-making.
- How to present yourself cold and how to build an entry strategy.
- Introduction to the functioning of the tripartite brain to understand people's behaviour in a decision.
- The three components of value measured by decision-makers to be leveraged to sell.
- The words to say and not to say.
- How to advance the phases and not waste time.
- How to create a useful sponsor. How to climb to the highest corporate roles without excluding our contacts.
- The negotiation technique for making a satisfactory sale.
- How to activate a relationship on the new customer.
- What is a sales strategy, the importance of preparation and how to use it to close.
- Tools for self-monitoring and opportunity verification.
OUR CALENDAR
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