Understanding How People Make Decisions

Course ID
Sales Training & Development
Lecture, Seminar, Webinar

Learning, developing and mastering new skills takes time, practice and guidance. Want to take your sales career to the next level? Then the Sales Training & Development Program is for you.

Seminar Description:

How someone makes a buying decision should not be a mystery. Whether you are dealing with an individual, small to mid-size company or enterprise organization, understanding the buyer’s decision process earlier rather than later on in the selling cycle helps the sales person be more efficient and effective with their time. Positioning yourself properly in reference to your prospect should increase the likelihood the deal will proceed in a favourable manor.

In this session we will review strategies on how to position yourself and company properly in regards to your prospect; understand the prospects cast of characters and influence ability and understand key issues influencing people’s decisions.  You will also learn how to skilfully question prospects to uncover this information. You will learn how to determine the players, the influence ability of each player, specific elements of their process, and the time frame for the decision.

Key Learning Points:
  • Learn how to skilfully question prospects to uncover their decision process
  • Learn techniques on how to determine who the players are and the influence ability of each player
  • Learn strategies and techniques to position your information to deal with the prospects decision process
Session Time(s) Duration Delivery Required Program Enrolment Instructor
8:00am – 9:30am
1.5 Hours Webinar Sales Training & Development Randy Hnatko, MBA

Develop real skills specific to your actual goals and challenges. Our Management Training & Development program brings both the “how” and the real world into the training room. Real world. Real results.