Module 2: Understanding Factors That Drive Buying Decisions

Summary/What you will learn: Three key issues that influence a buyer or potential buyer and how these can impact upon the sales process. The purpose of a sales brief and why a good sales brief is an important first step in writing a sales pitch. How to write and present a sales pitch. How to react to a potential buyer’s comments, concerns, or suggestions. How to sharpen your communication skills and increase the chance that you will close the sale. 2.1 Issues that influ...