Program Overview

Modern selling has nothing to do with manipulating people. It is much more about “helping people to buy”.  This Session we will look at the "psychology" and processes of buying and selling, which will assist you to build better sales relationships and achieve greater results.

Course Content

• The Buyer's Point of View 
• Understanding Business Customers' needs
• Aligning our Offer to Client Needs
• The N-B-F Chart
• The Buying Process
• The Underlying Components of Persuasion
• Call/Visit Planning
• Call/Visit Planning Checklist
• Organisational Buying Behaviours