Complete Story
01/11/2021
008. Sales Professional Negotiation & Tactical Defense
Instructor: Don Buttrey
Level of Complexity: Intermediate
4:10 – 5:00 p.m.
Objections will come. Sales professionals must be trained and ready to deal with them effectively. You need SELL Defense! Complaints are inevitable. Every company makes mistakes – it’s how our professionals interact with the customer that makes the difference. These negative experiences handled correctly, can actually solidify customer loyalty. You need SELL Defense! Negotiation Ploys requesting discounts and concessions will rear their ugly heads to anyone in your company who interacts with the customer. In order to protect margins and communicate your company value daily, it is imperative to respond effectively to negative interactions. This is a hands-on skill development workshop.
Bookstore
Strategic Pricing For Distributors: Tools and Rules for Building Higher Margins
Brent Grover
Experience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately achieve more. The improvement is attainable fairly quickly and has proven to be sustainable. Two percent is the difference between mediocre profit results and stellar performance!
