Buyer Types - Recognize and Align

Sales training

Buyer Types - Recognize and Align

There are different types of buyers. What values influence their decisions? Is it: Economy, safety, price, prestige, innovation, etc.?

Different buyer types demand the highest attention and mental flexibility from salespeople. Don’t bend – actively listen and mirror is the motto.

In this module you will learn how to analyze the different buyer types and use your arguments accordingly.

What participants learn

  • Classification of buyer types
  • Recognition of the important value concepts and adaptation of the sales dialogue
  • Development of argumentation according to buyer type

Your Business Outcomes

  • Methodical learning of the different buyer types and how to bring the strengths into the right argumentation

Possible formats

  • Online Live Workshop

Target group

  • Key Account Manager
  • Sales Manager
  • Salesperson
  • Inside Sales
  • Pre-Sales Support
  • Application Engineers


  • 1×4 h online live workshop


  • German
  • English
  • Italian
  • French

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Mag. Günter Kirchberger ist Geschäftsführer der SalesFactory und begleitet seit über 15 Jahren Vertriebsleiter und Verkäufer bei der Steigerung ihrer Salesperformance.