are the 5 buyer’s communication styles?
Assessment of my buyer’s communication style
How to react to different sales communication styles?
How to adapt my buyer’s communication style during
the different stages of negotiation?
How to adapt my buyer’s communication style in situations
such as monopoly, main supplier, urgency, repetitive versus
one-time purchase, DMU (decision making unit) etc.
What sales communication style benefits me most?
When to use the Icarus-syndrome and other buying tricks?
What are my selection criteria?
What are essential versus accessory, personal versus business,
exclusive versus additional, emotional versus rational buying
How to anticipate and perceive “commercial tricks”
How to handle “exchange” and other techniques
to obtain additional advantages?
Set-up and use of a personal checklist