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P
Partnership Selling
Historic approaches to selling were largely focused on achieving the 'sale' on
completing a single transaction. Transaction selling is characterised by focusing
on a single sale with orientation on product features. They tend to take place
over short time scales with little customer contact and little measurement of
customer satisfaction. As part of a sales process, communication skills and long
term relationship building are key to success. This module is incorporated into
most sales programmes. People
Management Skills
This programme has been designed to give delegates a
framework for employee development within modern business. In particular it has
been designed for those who have responsibility to obtain the highest standards
of work through and with those reporting to them. Core topics are: Communication
Skills, Counselling, Coaching, Appraisals and Performance Management. Performance
Management
Effective Performance Management is critical to the success
of any organisation. Managers have a responsibility to ensure that all the people
who work with them are clear about what they are expected to do and how well they
are achieving their goals. Managers also need to be equipped with coaching and
counselling skills to enable them to direct their staff to new pinnacles of success.
Key areas covered include: job descriptions, recruitment, performance standards,
training, reviews and recognition systems. Personal
Effectiveness and Time Management*
The
technological and information revolutions were supposed to give more time and
yet the constant complaint from all quarters is; 'I need more time!' We cannot
'manage time'; we can only manage ourselves and those who 'steal' our time. Time
Management involves self management and taking control of our environment, planning,
delegating and communicating effectively. Personal
Performance*
An
exciting new programme which equips you to become more effective with your interactions
with people at all levels, particularly those who could be 'difficult to handle'.
The programme focuses on helping participants feel more comfortable when being
honest with others on sensitive topics and will help them to negotiate in a potentially
difficult situation and to obtain a positive outcome for all parties. It will
provide a variety of tips in dealing with a range of one-to-one situations. Personal
Persuasion
Focusing on developing relationships with internal customers,
influencing others and positive personal marketing - including the 'Horns &
Halo Effect', the psychology of persuasion, 'Communication' and 'action'. This
module is incorporated in to many sales programmes. Persuasive
Selling Skills
The first aim of this programme is to show delegates how
a structured approach to each sale can bring success more often. Each stage of
the selling process is covered in a logical sequence. A key approach is to develop
a sense of ownership. Each sales person should feel that their territory is their
own company and that everything that goes on in that territory is their responsibility.
Positioning
Positioning is a way of presenting a company, brand or product which distinguishes
it from the competition. Once considered the province of the marketing department,
it is now a key process for sales directors and key account managers who wish
to gain advantages over the competition by deciding position for individual customers.
Above all, it can play a vital part in forming effective strategies and negotiating
good business. Practical
Decision Making
One definition of the role of the Manager is that he/she
'must decide what has to be done and then get results through the efforts of others'.
Making the right decisions is a crucial management responsibility; a sign on President
Trumans desk read 'The buck stops here!' And yet, many management decisions, big
and small, are suboptimal. This module looks at how decisions can be made; either
on an individual or group basis and what methods can be used to come to the best
conclusion.
Presentation
Skills*
A
sales presentation or demonstration must prove that the product or service we
are recommending fulfils the customer's needs better than any alternative solution.
Ideally, all presentations should be designed around a summary of the wants, needs
and concerns of the customer. They should highlight the advantages and minimise
the perceived disadvantages. Presentations are usually competitive, and they deal
with comparisons. This programme gives delegates 'on their feet' experience and
practise to gain confidence and understanding of the effects of structure, body
language, tone and content to make their presentations successful, whatever level
and audience they are presenting to. This course can be sales or non-sales focussed.
Price,
Presentation and Negotiation
This programme has been designed to aid salespeople
in two main areas: Firstly, when presenting our proposition to customers it is
essential that we have understood the salient areas of their needs. In turn this
will allow us to highlight the areas of our proposal that have been specifically
designed to benefit our customer. Secondly, where we have offered concessions
to our customers these should be emphasised in the context of why they have been
offered and what your company expects in return. This provides a clear basis on
which to start the negotiation and will help to counter price negotiation tactics
to help us maintain our margins and achieve the win-win. Principles
and Practice of Customer Care*
The
importance of excellent customer service as an integral part of a company's selling
process to its customers is one of the major growth areas of training. There are
two types of service: material and personal. Most of us tend to take material
service for granted. We pay for it so we expect it. Personal service is another
matter. It is seldom of a high standard, so when we receive it we are surprised
and delighted. This programme includes; understanding the service culture, communication
skills, creating positive impacts, dealing with difficult customers and situations,
approaching change positively and keeping motivated in tough times. Principles
of Marketing*
The
Principles of Marketing provide a powerful framework for all commercial decisions.
Key input and agreement on Segmentation, Differentiation and Positioning are crucial.
How these decisions are then implemented through Product, Promotion, Place and
Price put marketing into action. Principles
of Selling
The first aim of the programme is to clear away the myths of
selling and show delegates how a structured approach to each call can bring success
more often. It covers each stage of the selling process in a logical sequence
moving through each technique at a pace to suit the audience. The programme does
not just talk about the generalities of selling; the programme director is skilled
in helping each delegate devise words and phrases to suit their business and become
successful sales people. Content includes behavioural analysis, communication
skills, features, advantages and benefits, handling objections and closing.
Problem
Solving / Creative Thinking
The creative thinking and brainstorming module
introduces delegates to a selection of techniques designed to generate new ideas
and products, and to look at alternative ways of approaching business problems.
All of the techniques involve generating solutions to business or man management
problems, evaluating options, decision making and implementation skills. This
programme is a workshop based format. The case studies and exercises approach
problem solving and ideas generation from both a structured and lateral thinking
perspective, and include: De Bono's Thinking Hats, The Concept Fan, Simplex, Cost
Benefit Analysis and Decision Tree Analysis. Delegates are encouraged to come
to the session with a specific problem, issue or project, which the group will
then brainstorm using one or more appropriate techniques discussed on the course.
Proposal
Writing
The written word continues to make an impression upon the reader
long after face to face contact at a meeting. Your letters and proposals remain
a permanent advertisement for you and your company. A one-day programme to enable
you to write what you mean effectively and succinctly enabling you to win more
business. Prospecting
By Telephone
In a tough economy, it's hard to keep sales up - customers
are reducing orders, demanding you lower your price, and sometimes going away
entirely. For companies that compete on value, not price, having a proven prospecting
strategy in place is essential. This programme covers how your sales team generates
and qualifies leads, gains entry, and differentiates on value that can mean the
difference between great or little success.
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