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: • • • • • Three Main Factors Seeing Objections as Opportunities Getting to the Bottom Finding a Point of Agreement Have the Client Answer Their Own Objection • • • • • 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: • • • • • The Basics Goal Setting Establishing Performance Goals 360 Degree Feedback Competency Assessments • • • • Kolb’s Learning Cycle Motivation The Performance Journal Creating a Performance Plan