Shift Kognition Technical Buyer: sell to CTOs, developers and data teams without triggering their bullshit detector
AvancéThe technical buyer is the most sales-resistant buyer there is: they have spent their career debugging promises, their identity rests on never getting fooled, and they would rather read your documentation than talk to your sales rep. This program decodes the psychological mechanics (expert identity, pitch reactance, Not Invented Here syndrome), business mechanics (bottom-up motion, PQLs, translating tech value for the CFO) and AI levers (augmented preparation, credible outreach, RAG over documentation) to turn the toughest skeptic on the buying committee into your best champion. No-bluff scripts, self-service POC design, and ready-to-use prompts.
Competency domains
Vente & NégociationPsychologie & NeurosciencesIntelligence ArtificielleBusiness & Entrepreneuriat
Skills acquired
Course chapters
1Shift Kognition Acheteur Technique : pourquoi vendre à un CTO ne ressemble à aucune autre vente2La psychologie de l'acheteur technique : identité d'expert, réactance et besoin d'autonomie?Quiz : Fondamentaux psychologiques de la vente aux acheteurs techniques
Quiz
4Techniques de terrain : discovery technique, démo sans script et objections de fond5Le business de la vente technique : motion bottom-up, PQL et business case pour le CFO6L'IA au service de la vente technique : préparation augmentée, outreach crédible et RAG sur votre documentation7Le framework PROOF : conduire un cycle de vente technique de bout en bout?Quiz final : Shift Kognition Acheteur TechniqueQuiz