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Selling To Buying Teams

"Selling To Buying Teams " is a Premier Selling Skills seminar designed to prepare sales and customer contact professionals for Group or Team-related selling situations. It addresses the key issues of selling to buying teams and selling as a presentation team.

The significant points of the seminar are:

  • How Today's Purchasing Environment is Changing

  • The Psychological Process of Individual and Group Decision-Making

  • The Proper Use of Influence in Selling to Teams

  • The Dramatic Effects of Age & Diversity in Team Activities

  • Understanding the Buying & Working Habits of Different Age Groups

  • What Causes People to Change when Placed on a Buying Team

  • An Introduction to Small Group Dynamics

  • Leading Effective Customer Meetings

  • Tactics & Strategies used by Buying Teams to Control Salesmen

  • How to Organize and Select a Winning Selling Team

  • Establishing Presentation Goals

  • Selling Team Roles - Who Should Do What?

  • Distributor and Builder Presentation Roles

  • Preparing Support Personnel for Customer Contact

Length: 4 to 5 hours

Who: All employees who have significant customer contact in meetings.

Syllabus: An attractive, bound syllabus is available.

Size: The ideal group size is 8 to 25 participants based on the planned group interactions. More can be accommodated in a modified format.

Room: U-shaped table arrangement.

Equipment: Overhead projector, 35 mm slide projector, flip chart and a 30" TV with an "S-Video" input jack.

 

 


Decision Technology, Inc.
1665 Fawn's Ridge Dr.
Ada, MI  49301, USA
Phone: 1+ (616) 676-4650
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