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How to sell to challenging modern buyers
Introduction, scope, content, structure and lessons
Intro Video
Buyers vs Sellers
The tension between buyers vs sellers - aims of each side
Buyer main objectives - the relevance of purchasing
Who is the modern buyer?
Modern buyers types of buyers
Modern buyers how to work with each type
Pricing at the eyes of the buyer
Modern Buyer Value vs Costs
Modern Buyer Creating value
Modern Buyer tricks and objections
Modern Buyer Buyer Tricks
Sales Executive response
Modern Buyer Portfolio Classification
Modern Buyer Steps of Negotiation
Modern Buyer Who has the power
Additional tools of the modern buyer and seller
Modern Buyer Positions and negotiation range
Modern Buyer Porter competitive Forces Kralic Matrix
Wrap up, templates and forms
Modern Buyer Wrap up
Support material/templates/Forms/Best practices
Modern Buyer Who has the power
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