You can prepare your selling strategy and pre-call plan your tactical offense ---but at any moment in a sales call you can get thrown on to defense. And when that happens a sales professional must be prepared! Proper training and practice will equip us to respond skillfully to that conflict and get back on the offense. Our job is to turn a ploy (designed for compromise) into a both-win result.
You can prepare your selling strategy and pre-call plan your tactical offense ---but at any moment in a sales call you can get thrown on to defense. And when that happens a sales professional must be prepared! Proper training and practice will equip us to respond skillfully to that conflict and get back on the offense. Our job is to turn a ploy (designed for compromise) into a both-win result. Below are six ploys (with a typical example of the many variations) that we all hear out on the front line:
Price Ploys: “Your pricing is way too high.”
Loyalty Ploys: “We are happy with our present dealer.”
Competition Ploys: “Your competitor is cutting price. Match it or we have to go shopping.”
Help Ploys: “Help me look good on this initial order and maybe my boss will consider you guys for some big upgrades we have planned.”
Quality Ploys: “A Skid Steer is a Skid Steer. Everyone says their machine is 'better'.”
Time Ploys: “We are buried right now and I have no time to hear a sales pitch. Email me in a few months if you have to.”
After exposing these typical ploys used by trained and savvy customers, we will provide a powerful framework and methodology to face the pressure and “beat the press”. The SELL Process Defense tool will empower you to anticipate objections/ploys, develop effective responses, and practice highly skilled interactions. This webinar will provide you and your team with help to create a Defense PLAYBOOK and begin ongoing defensive drills practice so you can ACT – not react! Protect your margins. Sell a premium product and service at a premium price. Sell value!
Don't let ploys catch you off-guard. This webinar is a must in today's selling environment.
WHO should attend: Territory sales people, account managers, product managers, and all outside or territory sales professionals. Especially valuable for sales managers, branch managers, and any sales leaders who manage a team of Sales Professionals.
Don Buttrey
President
Don Buttrey, Sales Professional Training™, has extensive sales & marketing expertise that he has utilized in a hands-on engineering and manufacturing environment. His broad experience gives him an insightful perspective on the key roles of salespeople and managers. Don works extensively in the equipment industry and understands the needs of dealers. Don is a frequently chosen speaker and trainer for various AED programs.