Training Catalog 2019 Training Catalog Jan 2019 | Page 60

Overcoming Sales Objections
Experiencing a sales objection can be a disheartening event.
Through this course your participants will learn how to eliminate
the objection and push through to get that sale. Even the best
quality services or items can be turned down, and learning how to
overcome these denials will be of great benefit.
Overcoming Sales Objections is an essential part of the sales
process, as it will open up a whole new set of opportunities. It will produce new sales and provide an
ongoing relationship with new clients. Objections will always occur no matter the item being sold or
presented.
Course Outline:
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Three Main Factors
Seeing Objections as Opportunities
Getting to the Bottom
Finding a Point of Agreement
Have the Client Answer Their Own
Objection
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Deflating Objections
Unvoiced Objections
The Five Steps
Dos and Don’ts
Sealing the Deal
Performance Management
Performance Management is making sure the employee and the
organization are focused on the same priorities. It touches on the
organization itself by improving production and reducing waste. It helps
the employee or individual set and meet their goals and improves the
employee manager relationship. This is key in keeping an organization
and employee aligned, which improves performance and productivity, is
Performance Management.
When changes occur Performance Management helps the transition to be
smoother and less hectic. It helps the organization and employee have a
stream-lined relationship which improves communication and interactions between the two groups. It
will help close any gaps that exist in an employee’s skill-set and make them a more valuable employee
through feedback and coaching.
Course Outline:
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The Basics
Goal Setting
Establishing Performance Goals
360 Degree Feedback
Competency Assessments
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Kolb’s Learning Cycle
Motivation
The Performance Journal
Creating a Performance Plan