1. Why do you need to understand sales people’s thinking * Brand-new challenges that buyers will face * Who puts himself in other’s shoes has the upper hand * Factors to ensure purchasing security
2. Professional thinking of sales people * Business opportunities spotting: analysis of customers’ market environment - Spotting opportunities from customers’ living environment, customers’ rivals and customers’ problems - Spotting opportunities from industry development and differentiated competition * Seeking customers’ needs - Different opportunities brought by different customers’ needs - Classification and analysis of customers’ needs - Seeking customers’ needs - SPIN pattern - Explicit needs and implicit needs - Stimulating and enlarging customers’ needs - Persuading customers - NFAB mode - Hiding your weakness - Using presentation skills to highlight your strengths * Negotiation principles - Role analysis for key decision making team - Power of negotiation - Use of power in real negotiation - three dimensional power of negotiation - Offering strategy in sales - Pitfalls in negotiation * Customer hierarchy - Pareto Principle - Using customer resources - Customer evaluation and resources allocation - Customer service and maintenance
3. Win-win situation for buyers and salespeople * Salespeople and buyers are fundamentally partners rather than enemies * Cooperation can achieve better outcome * Closer personal relationship is a plus