PROSALESGUY – Everything Before The BUT Is BS



Every time we share this technique with our sales training clients in Vancouver, Victoria, Edmonton and Calgary, we get an interesting reaction.  Salespeople ask themselves why they didn’t learn this communication tip years ago.  We all make the mistake of saying BUT when trying to explain ourselves, not thinking of the true message we’re sending.  Here’s how to correct it starting today…

Read These Statements

“I can appreciate how you feel, but if you consider the value of our product over the competition…”

“I know you were really hoping for delivery before the weekend, but we’re short staffed…”

“I understand that you’d like to pay a lower price, but consider the options on this model…”

Here’s The Message Received

“I don’t appreciate how you feel.  Let me set you straight.”

“I don’t care about your desire to have delivery before the weekend.  It’s not possible.”

“Stop being cheap.  You get what you pay for, OK?  If you want the upgraded model, pay the price for it”.

Read the full PROSALESGUY BLOG here – Everything Before The But is BS

What do you think?  We’re always interested in hearing your opinion in the comments section below.  If you liked this post, share it on your favorite social media platform.

Great sales techniques like this one are taught in our online sales training program The Sales Skills Incubator and our book SHUT UP!  Stop Talking and Starting Making Money.  Click the links and start making more sales today!




Dave Warawa – PROSALESGUY 





  1. Consistent with Dave’s message:
    I was taught – while training to do counselling work – that “Yes, but…” is actually accepted and understood by a listener/reader as, “No, and….”
    That took a bit to get my skull around that one.
    I’m feeling much better now. 🙂

  2. Ronald, the communication skills of a counsellor would make a great skill set for a Professional Salesperson. Thanks for your comment.

  3. Indeed, Dave.
    The ability to deliver the language in precise (learned) and imaginative ways is also a boon to the on-air and copywriting crews, as well. This has been my forte for, like… forever.
    Counselling is my other, other gig. 🙂


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