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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.
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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.
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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.
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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.
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Principles & 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.
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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.
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Principles & Practise 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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