When?
April 11, 2017 noon – 1:00 pm Your Offense for pre-call planning
April 18, 2017 noon – 1:00 pm Your Defense to prepare for objections, complaints, and negotiation ploys
April 11, 2017
The SELL ProcessTM—Your Offense for pre-call planning
We all sell. From CEOs, owners, managers, right down to front-line sales and service professionals! On the field or on the phone in your distributorship, contractor or manufacturing company – selling interactions happens every day. In each of those precious interactions we must connect, build trust, and get desired action. This webinar will teach how to prepare and execute highly effective customer, vendor, and internal interactions. This is especially vital for salespeople who can improve call success by this powerful pre-call planning process. This presentation includes take-away tools/ handout.
Based on Don Buttrey’s new book, The SELL Process, this workshop will provide immediate, practical improvement for all customer interactions and sales calls.
Learning objectives:
- Gain a clear understanding of the dynamic interaction process happening between buyer and seller
- Learn the importance of preparation before tactical selling interactions
- Receive a simple, but profound tool to be used for pre-call planning
- Introduction on how to use the SELL Process pre-call planning tool to prepare for proactive and reactive selling situations
- Understand the value of ongoing training, practice, and manager coaching in order to perfect your tactical selling skills.
______________________________________________________________________________
April 18, 2017
The SELL ProcessTM—Your Defense to prepare for objections, complaints, and negotiation ploys
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 you face!
This workshop is based on Don Buttrey’s book, The SELL Process.
Learning objectives:
- Learn and understand some of the reasons behind “why” customers object or complain.
- 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.
- Unfold a proven methodology for preparing and responding skillfully to objections.
- Receive a practical, flexible tool for creation of your own SELL Defense Playbook.
- Leave with specific follow-up actions to begin effective defensive practice for skill improvement!
______________________________________________________________________________
About the webinar presenter:
Don Buttrey is the president of Sales Professional Training Inc., a company that offers in-depth skill development for sales professionals. Their sales training includes skill development for sales managers, sales professionals and sales support. He is also the author of The SELL Process, a how-to book on selling for everyone, and a select trainer for HRAI sales training camps. Don can be reached at (937) 427-1717 or email donbuttrey@salesprofessionaltraining.com.