Building Better Buyer Relationships
Half-Day Course (or 2 Remote Sessions)
What will you get from this course?
Having a strong relationship with your Buyer is essential if you wish to make your first sale, then maximise and sustain your sales to their company.
Understand the cornerstones of building a strong relationship
How to adapt your style to get the most out of the type of person you’re dealing with
Know the questions to ask to truly understand drivers and needs
Awareness of things to avoid, to keep your relationship on track
Who should attend this course?
• Anyone who wants to create a competitive advantage through their selling techniques
• Those that wish to strengthen buyer relationships and grow their sales
• People who want to make their company the automatic supplier of choice
• Anyone struggling to overcome obstacles in their relationship with their buyer
Topics covered
o Laying the foundations of a great relationship
o Are you in this for the long-haul?
o Personality types – red, yellow, green or blue?
o Building credibility and trust
o It’s all about them, not you – the art of listening
o Drivers and needs
o What’s going-on backstage? – organisational context
o The best questions to find out what the buyer really wants
o “Give it to me, Doc” – Pain points diagnosis and action
o The 10 things you MUST avoid doing!