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The Missouri & Kansas Search and Staffing Association would like to invite you to join us for a webinar. This webinar is free to MKSSA members and $35 to non members.
Objections: There’s Nothing to Overcome!
A Fresh Approach in Responding to Resistance
Webinar with Rob Mosley, Managing Partner
Thursday, October 15th 12:00 - 1:00 p.m. Central Time
Historically, salespeople have referred to client and candidate resistance as ‘overcoming objections.’ This language sets the stage for the wrong type of relationship. No one wants to be ‘overcome.’ People do, however, want to be listened to and responded to in a real and authentic fashion. Resistance is a normal part of making business decisions and the approach you take in responding will differentiate you from other recruiters in the marketplace.
Every time a candidate or client has resistance of any form, it is your moment to build a bridge of trust and value in the relationship. This is exactly why resistance is a necessary and even essential part of the sales process and should not necessarily be viewed as an obstacle; it should however, be viewed as an opportunity to influence, inform, and guide our candidates and clients when they have an incomplete or inaccurate perception about us or our services.
This dynamic and interactive sales consulting program includes the following:
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Explore the most common types of resistance early in both client and candidate relationships
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Challenge your Paradigm about Resistance: It is always an Opportunity to build a Bridge of Trust
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Guide the Dialogue and Respond More Effectively to Initial Candidate / Client Resistance
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Engage The Three Types Of Listening to Resistance: Active, Empathic And Strategic
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Probe Beyond The Obvious to better understand what is behind the Resistance
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Recommend The Most Effective next steps from your complete understanding of their Resistance
About Acclivus
This program is in collaboration with the Acclivus Corporation, an international performance development company. The Acclivus R3 Sales curriculum has been delivered in 88 countries and in 14 languages. The world’s leading organizations, including those in Search and Staffing, leverage it as both a strategic sales tool as well as a framework for any type of consultative selling.
Rob Mosley | Managing Partner, Learning & Development
Rob is a Managing Partner for Next Level Exchange, a global learning collaborative dedicated to the Executive Search and Staffing Industry. Rob comes from MRINetwork™ Corporate where he served as the Chief Learning Officer, responsible for all training and sales development of more than 1,100 offices worldwide.
Previously Rob was with the Acclivus Corporation, an international performance development company. He has facilitated the Acclivus curriculum on six continents and is part of the Acclivus team responsible for global relationships with companies as diverse as Dell Inc., Accenture, Hitachi Vantara, KPMG Consulting, NASDAQ, Baylor Healthcare, Recruit Holdings Ltd, Japan, FiServ, Shell Energy, and Comcast/NBC Universal. Rob is currently a licensed master facilitator for Acclivus Train the Trainer programs worldwide.
Rob’s knowledge of the Executive Search industry comes from 12 years with Merritt Hawkins and Associates, now part of AMN Healthcare. Rob served as Vice President of Corporate Business Development.
He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People and Patrick Lencioni’s The Five Dysfunctions of a Team. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy.
Rob is a keynote speaker and facilitator at continuing education seminars in the areas of business to business sales execution with a focus on consultative client development, negotiation strategy, team effectiveness, and performance management.
Past credits include Staffing Industry Analysts Executive Forum and Healthcare Forum, the American Staffing Association, The Fordyce Forum, the National Association of Personnel Services (NAPS), and the National Association of Physician Recruiters and National Association of Locum Tenens Organization.
For MKSSA membership information, please visit our website at www.mkssa.com.
Best regards,
Chris Stark and Jose Rodriguez
MKSSA State Co-Presidents
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