1. Podcast episode:
Sales and negotiation

2. e-Learning module:
Take the buyer's view

• The 5 wishes of every buyer.
• Focusing on mutual interests and the buyer.
• Adapting behaviour and technical skills at each step of the sales approach.
• Achieving success and understanding failure.

3. e-Learning module:
Preparing for shared success

• Defining winning objectives for both parties.
• Identification of aspects for attaining objectives.
• Preparing the sales approach.

4. e-Learning module:
Discover the hidden world of your buyer

• Professional and personal motivations of buyers.
• Asking the right questions.
• Building a closer relationship with buyers.
• Active listening to understand buyers better.

5. Podcast episode:
Questioning strategies to identify customer needs

6. e-Learning module:
Presenting your offer with passion

• Understanding buyer needs.
• Adapting proposals to buyer needs.
• Developing your argument by adapting your interpersonal communication.

7. Podcast episode:
A contrario argumentation

8. e-Learning module:
Steering the way to mutual agreement

• The true meaning of objections.
• Responding to buyer questions and objections.
• Helping buyers make a decision.

9. e-Learning module:
Building sustainable shared success

• Integrating buyer motivations.
• Implementing the solution together with your buyer.
• Best practises in relationship follow-up.