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10/11/2019

053 Sales Professional Negotiation and Tactical Defense

Presenter: Don Buttrey

Date: Wednesday, March 11, 2020

Time: 8:00-11:30 am

Level of Complexity:
Intermediate

Course Description: This is a hands-on skill development workshop.  We will first look at what objections are and learn the dynamics surrounding them.  I will then teach a proven methodology for how to respond using the “SELL defense”.  Everyone will receive a detailed handout and a worksheet tool to help develop skillful responses to the objections, complaints, and negotiation ploys they face!

Learning Objectives:

  • Recommend proven, effective strategies for Sales Professional Negotiation
  • Analyze some of the reasons behind “why” customers object or complain
  • Expose the many ploys utilized by trained and savvy buyers
  • Create awareness of the importance of our attitude and skill in responding properly
  • Compare the difference between the ‘natural’ response and the ‘trained’ response to objections
  • Receive a practical, flexible tool for creation of your own SELL Defense Playbook

 

Don Buttrey

headshotDon is a passionate and powerful teacher. He is gifted at communicating the skills, tools and disciplines that are critical to success as a sales professional in a demanding, tough selling environment. Don is focused on each participant and is not self-focused or bent on talking about his background or ability. He is a precise coach that drives home the basics and fundamentals in such a way that the material becomes a part of the attendee’s daily regimens, practice and career! 

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UID Book Store CoversExperienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization. 

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