Spearhead Training > In-company Sales > Buying Skills for Salespeople

Buying Skills for Salespeople
developing buying skills

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 including tutor feedback in order that each delegate leaves the course with a plan of how they will implement the key points relevant to their own situation.   
 
This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.

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