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Sales Professional Training: Part II

Presented by: Don Buttrey, President, Sales Professional Training Inc.

I will conduct a workshop this year at UID titled, “Sales Professional Negotiation and Tactical Defense”.

Consider the following challenges faced by salespeople and sales managers in today’s highly competitive market:

  • What do you negotiate?
  • Are you facing trained and savvy buyers?
  • Do your customers have and use power?
  • Is money being left on the table?
  • Can you improve margins?
  • Are tough objections, complaints, and ploys being dished out to your team?
  • Are your salespeople trained to respond properly under pressure?

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!

Our 2021 workshop at UID 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!


Don Buttrey is the president of Sales Professional Training Inc., a company that offers in-depth skill development for sales professionals and sales support. He has trained thousands of salespeople over 25 years and clearly understands the selling environment of equipment dealers and manufacturers. His curriculum is comprehensive and proven! Don is also the author of “The SELL Process”, a foundational how-to book on effective sales interactions.

Don can be reached at (937) 427-1717

or email

Check out this website link  for more information - or to purchase online sales training.

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