Selling more and better by managing the mental decision-making processes of the one involved in the purchases

Course professor:

Giovanni Manera

Why choose the course of
complex selling neuro-techniques

  • How do I introduce myself “cold”?
  • If everyone says that my offer is perfect for their company, why are there who is for and who is against?
  • If they are unhappy with their current supplier why do they keep it anyway?
  • Why, after discussions on the numbers, do they decide on their stomach for the purchase of an industrial asset?
  • How Do I Overcome Adverse Bias?
  • How do decisions work in their minds and how can they interact?
  • Why does it seem that when I speak they don’t listen to me?
  • Why doesn’t the decision maker buy even though I have an excellent personal relationship with him?
  • Why don’t they see their problems and want to choose a worse solution than mine?
  • Why do they say it’s urgent and then they stay still?
  • Why do they say my offer is the same as all the others?
  • Is it possible to know in advance whether I am going to lose or win and where am I?


When buying goods independently and when guided by the supplier, the difference of the different purchasing processes and the impact on the sale.

Introduction to the functioning of the tripartite brain to understand the behavior of people in a decision.

The role of emotions in industrial purchases and how to manage them.

The three components of value measured by decision makers on which to leverage to sell.

The mental components of a decision: knowing them to help you decide.

Words to say and not to say.

The organizational phases of a purchasing process to know where the seller is.

How to advance the stages and not waste time.

How to map a purchase commission to have a management strategy.

How to create a useful sponsor. How to climb to the highest corporate roles without excluding our contacts.

How to anticipate the buyer by knowing the main purchase reasons by type of company function involved.

The negotiation technique for making a satisfying sale.

What is and how is a shared relationship and importance in decisions defined.

How a new customer relationship is activated.

How to present yourself cold and how to build an entry strategy.

What is a sales strategy, the importance of preparation and how to use it to close.

Self-control and opportunity verification tools.


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