Buying Skills for Salespeople

developing buying skills1 Day - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.
Course Overview:

Duration - One Day Programme

The aim of the course is to provide salespeople in a valuable insight into the buying process and therefore how to sell effectively to buyers. Delegates attending this course will receive valuable information that will develop their ability to achieve a positive outcome with professional buyers. There are a number of exercises so that each delegate leaves the course with a clear plan of how they will implement the key points relevant to their own situation.

Programme Contents

Understanding the buying Process
The Buyer's Agenda
What Buyers want
The pressures of buying
Procurement Policy
Supply & Demand
Purchasing Procedures
Supplier Selection
Conducting a meeting with a Buyer
Identifying the Buyer's criteria
How suppliers are judged
Performance versus perception
Influencing the criteria for purchase
Quality Assurance
Handling Buyer objections
Dealing with Price Queries
The difference with buying selling and Negotiating
Reaching a conclusion