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buying skills
       PACOBUY ©

 
objective   To improve the buying knowledge and skills of B2B purchasers
   
target group Buyers, purchasers, sales people who want to “hear the other side of the story”
   
topics

What are the 5 buyer’s communication styles?

Assessment of my buyer’s communication style

How to react to different sales communication styles?

How to adapt my buyer’s communication style during the different stages of negotiation?

How to adapt my buyer’s communication style in situations such as monopoly, main supplier, urgency, repetitive versus one-time purchase, DMU (decision making unit) etc.

What sales communication style benefits me most?

When to use the Icarus-syndrome and other buying tricks?

What are my selection criteria?

What are essential versus accessory, personal versus business, exclusive versus additional, emotional versus rational buying needs?

How to anticipate and perceive “commercial tricks”

How to handle “exchange” and other techniques to obtain additional advantages?

Set-up and use of a personal checklist

   
duration 1 to 2 days
 
   

 

 
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sales skills
 
buying skills
 
telephone skills
 
communication skills
 
presentation skills
 
effective meetings
 
time management
 
team building
 
leadership and empowerment
 
change management
 
negotiating skills
 
complaint management
 
       
 
printable version (pdf)