[ Sales Productivity ]

 
 
 
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Full-day | On-site Course:


Conflict Management-Handling Objections: When conflict is welcomed and handled effectively, organizations and employees become stronger. Everyone has their own style of conflict management and some are more effective than others. During this highly interactive workshop, participants will learn about the five modes of conflict management and when to use each mode to resolve conflict quickly and effectively. Participants will also learn a simple four-step process for handling objections in a way to reduce interpersonal tension and refocus energy back to the task. The skills learned in this session will apply to participant’s personal as well as professional lives.

 

Participants Will Learn:

  • How to Rapidly Assess Conflict Situations
  • How to Apply the Proper Conflict Response
  • How to Reduce Tension and Work More Effectively
  • Why Understanding Surface and Root Objections Changes Our Response
  • Why Our Most Common Responses to Objections Create Conflict
  • A Simple Four-Step Process to Respond Effectively to Objections

This highly interactive session will result in participants that are more “self-aware” of each person’s conflict style. Participants will be better equipped to handle objections and prevent situations from escalating to conflict mode. Participants will use case-studies and actual conflict situations to develop response strategies. Teams will report out to the full class and receive feedback on most likely outcomes of their response strategy.

Conflict Management – Handling Objections is appropriate for all levels of managers, sellers and support staff. The principles covered in this session are effective in personal and professional life.

 

Facilitator:

Kennen Williams | President, Noll & Associates

Kennen Williams has been the President of Noll & Associates since 1992. Prior to forming the company, he worked in the broadcasting industry for more than 20 years. He has held positions with Group W Broadcasting, Turner Broadcasting and Park Broadcasting. Since forming Noll & Associates in 1992, Kennen has specialized in Partnership Marketing Consulting, Media Sales Training and Sales Management Consulting. He has worked with more than 50 broadcast, cable and internet companies and has more than 18 years experience in the consulting field.