The art and science of sellingAN introduction to

The research

221Complex

Purchases

£5.1mRevenue

20%Overspend

Experience

Can real trust ever exist between buyer and seller?

Relationship drivers

The Buyer asks: How will we benefit from the relationship? Benefit was historically related to ‘value for money’ based on the time, cost and performance parameters of the product or service being procured. Increasingly, however, the focus is on achieving efficiencies and economies in delivery of outputs and, hence, achievement of departmental objectives (outcomes)

The Seller asks: How will we benefit from the relationship? Benefit is typically framed relative to a company’s ability to inform or influence decision-making and hence shape or change the company’s order intake, cashflow, profit, reputation, other factors that influence organisational capability and capacity or change the marketplace.

Exploring how we are sold to

What sales methodologies and techniques are you already aware of?

Knowledge itself is power

Most methodologies are based on one side not knowing what is going on. If you know where the sales person is trying to lead you, then you can remain in control of the sale.

How we buy

In the majority of cases, we buy with our hearts, and then justify our decision with our heads

I’ve got a gut feeling…

No logic, No Language

SITUATION PROBLEM

IMPLICATION NEEDS PAYOFF

Spin™sellingSource:SPINSelling,NeilRackham

The type of buyer you are is criticalSource:BuyerProfiles,TheRAINGroup

Controlling buying signals

Body language: smiling, head tilting, nodding leaning forward

Actual Language: Vehemently agreeing and siting examplesAny situation where you are imagining using the product or servicePricing or start dates before solution has actually been nailed down

Controlling the subconscious: Push language

How to use the language of the mind to consistently achieve our specific and desired outcomes.

What is it?

Neuro

Visual

Auditory

Kinaesthetic

Olfactory

Gustatory

Linguistic

programming

The ability to discover and utilise the programmes or strategies that we run (our communication to ourselves and others) in neurological systems to achieve our specific and desired outcomes

Planting ideas through the unconscious

Learning behaviour change is…unconscious

What ever you do, Don’t think about…

Human beings are essentially...

Where in your current role could you use ‘Push Language’?

Closing techniques

Key take-aways

If you can identify the method being used to sell to you then you are more likely to be able to control the sale

The sort of buyer you are has a large impact on your ability to negotiate the best value solution

Controlling your buying signals when interacting with suppliers is critical to gaining value for money solutions

tim.jenkins@wheelspinner.co.uk | 07921 364296

"WheelSpinner were really insightful and the knowledge gained about the tactics and techniques used within the commercial world

will no doubt prove to be extremely useful. Everyone in a commercial role should attend this course!"

Senior Commercial Manager, HMRC