What the talk is about
Most salespeople have one way of selling. It works brilliantly on customers who resemble the salesperson and terribly on everyone else. The problem is not the product or the price. The problem is that the salesperson is pitching to themselves.
The talk gives your sales team a tool for reading the customer's type and buying motive within a few minutes. Some customers want figures and documentation, some want the relationship in place first, and some just want to know if it works and when it can be delivered. Once you can see the difference, you can adjust your arguments, pace and tone without it turning into manipulation.
We use examples from real sales situations, ideally your own, and participants practise spotting the types as we go. The talk draws on many years of work with sales organisations and on Balder's own years in Executive Search, where you learn quickly that people buy from people.
What participants take home
- A tool for reading the customer's type and buying motive quickly
- Concrete ways to adjust arguments, pace and relationship to the individual customer
- Insight into their own sales pattern, and which customers it works worst on
- Better handling of objections, because they understand where the objection is really coming from
Suits
Sales teams, key account managers, kick-offs and sales conferences. Also for advisers and consultants who sell themselves and their expertise.
Formats
Choose the format that suits your event. Every topic can be delivered in every format.
| Format | Duration | Typically for | What you get |
|---|---|---|---|
| Keynote | 45 to 60 minutes | Kick-off, conference, staff day | Energy and lightbulb moments for a big room at once |
| Talk with dialogue | 1.5 to 2 hours | Management team, department, network | Room for questions and your own examples |
| Workshop | 3 hours | Team, department, sales or service team | Participants work with their own type and how they work together |
| Half-day session | 3.5 to 4 hours | Team or management team that wants to go deeper | Workshop plus concrete agreements on what you do afterwards |
Price
Does it need adapting to you?
Every talk is built around your own examples. If you are facing a very particular situation, we tailor the content. If you want to keep working on it afterwards, the sales training is the natural next step.
Frequently asked questions
Isn't selling to the customer's type just manipulation?
Can the talk be combined with sales training?
What does a talk cost?
Can the talk be tailored?
Other talks and workshops
- Who do you think you are? (talk)
- Facts, feelings or action: meet the customer where they are (talk and workshop)
- Motivation and leadership (talk)
- Tests, types and teams (workshop)
Book Selling to the person behind the customer
Tell us about your event, the number of participants and the date, and Balder will come back to you with a proposal.