Complete Story
10/05/2021
008. Sales Professional Negotiation & Tactical Defense
Instructor: Don Buttrey
Level of Complexity: Intermediate
1:00 PM - 4:30 PM
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. You need SELL Defense! 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!
Bookstore
From Status Quo to Status GROW®
Todd Cohen
From Status Quo to Status GROW®” is an engaging and action-oriented book by Todd Cohen. It is the fourth installment in the “Everyone’s in Sales” series of business books. This book emphasizes the “everyone’s in sales” mindset through the perspectives of professional and personal leadership. The fact is that everyone is involved in sales, and everyone has the potential to be a leader—it's YOUR choice! While sales training is designed for the sales team, fostering a sales culture is essential for the entire company, ensuring that it remains competitive and profitable.
