The Workshop Training Library includes all of our courses for workshop training. Scroll down to see all of the courses included, plus other bulk pricing options. All of these workshop resources can be easily customized: mix and match training topics between courses, add new content, and even re-brand as your own. Here's what's included with each course:
![]() INSTRUCTOR GUIDE
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![]() TRAINING MANUAL
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![]() POWER POINT SLIDES
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![]() FLIP CHART NOTES
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![]() ACTIVITIES AND EXERCISE FILES
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![]() QUIZZES AND TESTING
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Module One: Getting Started
Every organization is responsible for maintaining records. The ability to create, organize, and maintain records and archives is essential to success. Correct records keeping will not only offer liability protection; it will also increase efficiency and productivity. To put it simply, maintaining records and archives will improve the bottom line.
Workshop Objectives
Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today.
At the end of this workshop, participants should be able to:
Define records and archives
Analyze records in context
Classify records
Understand different systems
Maintain and convert records
OVERCOMING SALES OBJECTIONS OUTLINE:
Module One: Getting Started
- Housekeeping Items
- The Parking Lot
- Workshop Objectives
- Action Plans and Evaluation Forms
Module Two: Three Main Factors
- Skepticism
- Misunderstanding
- Stalling
- Module Two: Review Questions
Module Three: Seeing Objections as Opportunities
- Translating the Objection to a Question
- Translating the Objection to a Reason to Buy
- Case Study
- Module Three: Review Questions
Module Four: Getting to the Bottom
- Asking Appropriate Questions
- Common Objections
- Basic Strategies
- Case Study
- Module Four: Review Questions
Module Five: Finding a Point of Agreement
- Outlining Features and Benefits
- Identifying Your Unique Selling Position
- Agreeing with the Objection to Make the Sale
- Case Study
- Module Five: Review Questions
Module Six: Have the Client Answer Their Own Objection
- Understand the Problem
- Render It Unobjectionable
- Case Study
- Module Six: Review Questions
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Module Seven: Deflating Objections
- Bring up Common Objections First
- The Inner Workings of Objections
- Case Study
- Module Seven: Review Questions
Module Eight: Unvoiced Objections
- How to Dig up the "Real Reason"
- Bringing Their Objections to Light
- Case Study
- Module Eight: Review Questions
Module Nine: The Five Steps
- Expect Them
- Welcome Them
- Affirm Them
- Complete Answers
- Compensating Benefits
- Module Nine: Review Questions
Module Ten: Dos and Don'ts
- Dos
- Don'ts
- Module Ten: Review Questions
Module Eleven: Sealing the Deal
- Understanding When It's Time to Close
- Powerful Closing Techniques
- The Power of Reassurance
- Things to Remember
- Module Eleven: Review Questions
Module Twelve: Wrapping Up
- Words from the Wise
- Review of Parking Lot
- Lessons Learned
- Completion of Action Plans and Evaluations
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ACTIVITIES AND EXERCISE FILES
