Knowledge Slots

It is vitally important that, as sales people, we are able to influence our clients’ buying decisions. Not only that, we need to be able to influence those decisions as early as possible in order to make sure they work in our favour and so that we can support the client to the best of our ability whilst offering a product/service that cannot be bettered elsewhere. If that is to happen, we need not only to understand how decisions are made within each client’s organisation but also to become an integral part of each Decision Making Unit.

For sales people to be totally in control when discussing price they need to understand the psychology of what’s happening when a client resists price. This session is not about handling price objections but rather avoiding price objections by appreciating why a client might perceive price to be too high.

If we are to communicate effectively it is vitally important we understand what drives the way others communicate with us as well as how we relate to them. Communication styles are closely linked to behaviour patterns. These patterns, or habits, have developed over a life time and are unique to each individual but, fortunately for us, they do fall into recognisable categories.