During research on 300 000 sales people and how they did their sales presentations we found six different styles or cluster of behaviours. Presenting this research we got a professor in procurement that have written books about six buying styles based on his experience but no large statistics behind him. We had that and together a test developed called the SSPA that measure an individuals selling style and how well trained the person is in that style. We also measure how easy a person can adapt new styles.
This workshop is a two day workshop to learn how to interpret the test, create exercises from it, use it to find wrong thinking in development processes and training in the sales organizations.