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
The Credit Overlord's Guide to Credit & Collections
Thea Dudley
Being responsible for the credit and collections function in the construction industry is never any little kid's dream. But somebody's got to do it.
In The Credit Overlord's Guide to Credit & Collections, Thea Dudley presents an honest, open, and often hilarious account of her journey through opening contractors with credit lines, collecting, or chasing the payments, managing sales reps, teams and bosses.
Dudley shares her insights into succeeding in keeping your business cash flow moving while still salvaging the customer. She offers practical advice for protecting and collecting your money — written in plain, straightforward language that helps connects the dots. This is a must-read guide for anyone in the construction and building material industry.
