Buyer Types - Recognize and Align

Sales training

Buyer Types - Recognize and Align

There are many different types of buyers. One buyer wants to calculate profitability, another needs only the latest innovative, another is into safety. Still another wants to buy rather the way of the smallest expenditure or rather socially oriented. Different types of buyers demand the highest attention and mental flexibility from salespeople. Don’t bend – actively listen and reflect is the motto.

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
  • Coupling empathy with methodological knowledge

Possible formats

  • Online Live Workshop
  • In-person training with Dual Efficiency Method

Target group

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


  • 1 day presence with in-depth exercises
  • 2×4 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.