Sales Development training development will be the basis for my assignment.

The goal will be to give

sales staff the tools they need to over come sales objections, give them confidence when overcoming
objections and understanding of why our product is superior to others.
Learning Objectives:
Identify way of overcoming objections:
- Sales staff/consultants will know how to overcome objections when a consumer does not want to
move forward with our product.
Inspire and Encourage the Sale:
- Sales staff/consultants will know how to inspire and encourage themselves and the consumer to
apply for our service/product.
Features and Benefits:
- Sales staff/consultants will know the features and benefits our product provides as well as
competitors within the market to upsell/compare our product/service.
Not taking NO for an answer”:
- Sales staff will learn how to not take “NO” as an answer in a professional and clear manner.

Essential Questions:
- How can sales staff/consultants know how to respond to objections from the consumer?
- How is using our product/service beneficial to the consumer?
- How is our product/service better than competitors?
- Can KPI’s be maintained while accomplishing a quality and timely sale?

Rationale for the Unit:

- Understand how objections can be overcome before they are even presented. Develop insight of
what to say and do before presenting our service to the student. Learn how to be direct and firm
without coming off as pushy or aggressive. A successful result would be having qualified/quality
applicants move through the admissions process because you set them off on the right path by
completing their application for them and made a great first impression of the University. I
anticipate using this unit in my current position as the Director of Online Consulting (sales
division for Houston Christian University Online).