Results You Should Expect:
3.
Understanding the Buyer
SGI WORKSHOP SERIES
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Understand the different influences on buyers
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Sell more effectively to different personality types
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Uncover how decisions are made in complex organizations
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Win the minds and hearts of committees and buyer teams
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Develop a winning sales plan
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The buy cycle versus the sales cycle
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Buyer personality types
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Understanding buyer motivations
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Making buyer objections work for you
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The complex organization
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Categories of buyers within an organization
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Selling to committees and buyer teams
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How to determine how decisions get made
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Buyer disposition
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Understanding organizational influence
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Connecting the selling dots
SGI Workshop Format:
