Recognize & steer buyer types: Insider knowledge exclusively for sales persons

The:The buyer

• The role of purchasers in your own company.
• Qualifications and professional background of purchasers.
• The most important tasks and challenges of purchasers.
• Understand the goals of purchasers .
• Operational vs. strategic purchasing.
• Image, understanding and prejudices of purchasers towards sales persons.

Preparation for a meeting with purchasers

• Questions that purchasers ask themselves in the run-up to a meeting.
• Expectations in conversations between purchasers and sales persons.
• Overview of supplier evaluation systems, procedures in the purchasing process.
• Decision-making processes in purchasing.

Personality types in purchasing

• Introduction to personality type models for practical use.
• Quickly recognize the personality type of purchasers .
• Adapt your own communication style to the type of buyer.

The negotiation meeting

• Recognize and fend off tricks and tactics.
• Persuasion tactics that go down well with purchasers .
• Do's and don'ts in negotiation talks.
• Argumentation for price increases/against price reductions.
• Creative approaches & rhetorical tricks for deadlocked situations.
• Dealing constructively with emotions in negotiations.

Dealing with power

• How purchasers exploit their positions of power.
• Actual power and perceived power.
• How to deal with powerful people and power differences.
• Determine the decision-making powers of all parties.
• Gain confidence and authority in negotiations.
• How to counter purchasers with a monopoly position.