Complete Story
 

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! 

Printer-Friendly Version



Bookstore

Profit Myths in Wholesale Distribution

Al Bates

UID Book Store Covers

Al Bates of Profit Planning Group has spent more than 30 years analyzing distributor financial statements. His findings boil down to this conclusion: Much, and possibly even most, of what distribution managers know about improving profitability is wrong. Good economic times mask this fact, while challenging times make this fact absolutely dangerous!

Buy Now!