The Other Side of Sales

Whether it is in sports, in games or business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference.

Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer.

In ‘The Other Side of Sales’ author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement.

Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.

Check it out!

4.6 out of 5 stars (4.6 / 5)

Procurement for sales

As a sales professional, you spend a lot of time dealing with buyers. And you know by now: every buyer has their own trademark tricks. When you say ‘this’, the buyer will respond with ‘that’. You can almost predict it. You recognise the ‘games’.
However, what are the thoughts behind those ‘tricks’? What strategy is the buyer going for when using them? How does the buyer hope you respond to them?
You would love to know: what’s going on in a buyer’s mind? Because if you know, you’ll see that you’ll be the one who is most confident during negotiations.

Learn to think like a buyer!

During the workshop ‘Procurement for sales’ you’ll get into the mind of buyers. You’ll do this with 4 to 8 people, all of whom are your colleagues. Together, we’ll go through all the strategies used by buyers. And we will give you the tools and skills to respond appropriately as a sales professional.

The workshop is dynamic, concrete and personal!

  • Program

  • Day 1
    09:00 – 17:00
    • Understand what’s important to a buyer
    • The buyer’s perspective of the market
    • The seller’s perspective of the customer
    • The power-balance between both parties
    • Defining a sales strategy that works
    • Your own strategic action plan based on a personal real-life situation
    • After the training you will have 2 x 30 minutes of 1-on-1 follow-up with the trainer to secure your learnings

4-8 People

1 Day

Anywhere in the world

10-fold return

Become better at sales.
Think like a buyer!


Sign up for a 1-day workshop

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