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How to sell to challenging modern buyers
Introduction, scope, content, structure and lessons
Intro Video (1:40)
Buyers vs Sellers
The tension between buyers vs sellers - aims of each side (7:05)
Buyer main objectives - the relevance of purchasing (5:21)
Who is the modern buyer?
Modern buyers types of buyers (8:08)
Modern buyers how to work with each type (8:04)
Pricing at the eyes of the buyer
Modern Buyer Value vs Costs (7:39)
Modern Buyer Creating value (5:46)
Modern Buyer tricks and objections
Modern Buyer Buyer Tricks (7:12)
Sales Executive response
Modern Buyer Portfolio Classification (8:18)
Modern Buyer Steps of Negotiation (3:21)
Modern Buyer Who has the power (6:07)
Additional tools of the modern buyer and seller
Modern Buyer Positions and negotiation range (6:10)
Modern Buyer Porter competitive Forces Kralic Matrix (5:05)
Wrap up, templates and forms
Modern Buyer Wrap up (2:03)
Support material/templates/Forms/Best practices
Modern Buyer Positions and negotiation range
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