Buyer Behaviour - What are the key drivers in the decision making process?


As a result of joining this event, the participant will know how to identify the key drivers for client decisions which will enable them to effectively match their proposition and proposal.

Recommended audience

All sales professionals

Type of audience

UK and International


In this session we will explore the key drivers that lead to procurement decisions. We will review the perceived key drivers from the eyes of a sales professional and more critically take a look from the position of the buyer. When not correctly identified, it can lead to a permanent objection and inability to move the sales process forward. We will also look at how to correctly identify these drivers and use them to ensure a positive outcome. With the change in sales environment over the last few years, the way decisions are made and the interaction within the sales process has also evolved, we will establish how to ensure you can still obtain the critical airtime required and how to give the buyer a reason to engage.

Key takeaways

  • An understanding of the key drivers in procurement decision making
  • How to identify your clients own decision making process
  • Gaining critical airtime with a procurement professional

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Tim Bardgett L.ISP, Technical Services Manager at Galaxy Insulation

With over 23 years experience in the sales environment, Tim has developed vast knowledge of the sales process and buyer behaviour. Tim has also been on the other side of the table in a procurement role giving a very unique insight into the relationship between sales person and buyer.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact for more information.



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