Welcome to the wrap up of our course understand the modern buyer. So this is what we've been talking about during this training. So the buyer biggest fear is not about price about having lowest price is about not having the product, the importance of purchasing and the impact on organizations. We'll talk about that. We have the types of buyers that you can find out there the emotion of the calculator, the influencer and the technical, and how can you work with each of them. We talked about creating value at the eyes of the buyer, and not at your eyes bringing solutions and improvements to these processes.

We talked about the buyer tricks, the denial, the delay, the asking more info, and we talked about being prepared is failing to prepare is prepared to fail. How important it is to be prepared to anticipate. We talked about how important it is to know your supplier position. What do you represent to your customers? And how can you move up in supplier ranking? We spoke about building power and who has the power and how can you create power for yourself.

And we spoke about the negotiation process and say how important it is to not close too early your options, and that you should explore alternatives. So I hope that you enjoyed this course. It's real life because this is something that I come across almost every day or every month in my sales rep role. So I hope it's very useful for you as well. Thank you. Bye bye.

See you soon in annual A course that I will publish soon