Understanding How People Make Decisions – Sales Training & Development Program

January 30 @ 8:00 am - 9:30 am
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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 favorable 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 skillfully 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 skillfully question prospects to uncover their decision process
  • Learn techniques on how to determine who the players are and the influence ability of each player/li>
  • Learn strategies and techniques to position your information to deal with the prospects decision process


January 30
8:00 am - 9:30 am


Trainwest Online Academy
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