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A-Z of Training For Success

This list of modules gives you an overview of our key areas of specialism. Each section may be run as an individual programme or one of a number of topics chosen to be linked together as a bespoke programme to meet your specific training objectives. For further information contact us on 01992 633882


	A - E \| F - M \| N - R \| S - Z Select a letter to move down the page: S - T - U - V - W * Click the title of the modules marked with * to see further details If you would like to discuss any of these modules in more detail or would like to be sent further information, please contact us on 01992 633882 or email us with details of your enquiry.

Sales Call/Meeting Structure
A sales call or meeting should be an exercise in two-way communication. Sales people should not try to sell the benefits of their products until they have fully explored the needs of the prospective customer. This is the keystone of 'Partnership Selling' in which the salesperson and their customer focus on mutual needs and the salesperson is perceived as a problem solver. This is incorporated into many sales programmes or run as a refresher to those who follow their own structure with little success.

* Sales Management *
In the B2B environment, the first line of sales management is the most important function, yet unfortunately it is probably the least understood. Modern Sales Management looks at the topics and issues of Motivation, Leadership, Team Building and Sales Strategy to develop a more effective sales organisation.

Sales Masterclass
Would your sales team benefit from more proactive sales activity? Do they lack formal 'trained' sales skills? If your answer to either of these questions is 'Yes', this master-class will equip your people with a sales methodology and win-win sales techniques at the same time as motivating them to add more to your bottom line. This programme focuses on sales planning, developing effective communication skills, differentiating your proposition, identifying the component elements of a compelling solution, selling the features, advantages and benefits of your product effectively, understanding buyer behaviour, dealing with resistance and gaining commitment.

Sales Performance - Lifting Your Team
Sometimes there isn't a 'one tool fixes the job' approach to improving performance across a team. Different people need different approaches and support. This workshop looks at the difference between coaching and mentoring, utilising linguistic techniques for supporting changes in behaviour and attitudes, the importance of having a flexible approach to a wide range of opportunities for improving performance and assessing the reasons for under performance.

Sales Planning & Territory Management
The amount you sell, in the medium to long term, is directly related to the number of customers, or potential customers that you contact. Sales techniques help us to become more proficient in sales; however, ratios exist that can help us predict how much sales activity (input) is required to achieve a certain level of sales (output). By utilizing these ratios for customer contact higher yields can be achieved. This module looks at effective planning and monitoring methodology and how to make it best work for you.

Sales 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 practice 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. Delegates will make presentations to the group, benefit from their comments and then receive tuition from an instructor, designed to develop the skills that suit his or her personality.

Self Management
'Self Management' is a practical course designed to give delegates an understanding of how to attain the maximum benefit from the time available to them via effective analysis, planning and taking responsibility. The course looks at how delegates can analyse their current use of time, identify goals and objectives (both business and personal), plan and prioritise tasks to achieve those goals and objectives, schedule time effectively and ensure tasks are completed. It also looks at behaviours key to the successful implementation of their plans; specifically assertiveness. In the increasingly competitive environment that we work in, we are constantly being asked for higher levels of performance, which results in increased time pressures. By applying some simple, practical techniques, delegates will be able to identify and focus on the activities that will give them the greatest benefit within the limited time available.

* Selling in Tough Times *
This one-day programme covers the core sales skills process in the context of selling in tough times to prepare delegates with an edge and solid process from which to gain sales success.

Selling Techniques
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.

Selling Through Distributors
Key to successful Channel Management and Selling is an understanding of the different skills and processes required from direct selling. Content includes understanding the sales process, influencing channel partners, planning, setting and achieving short, medium and long term objectives, successful communication skills, handling objections, making successful presentations and managing the territory effectively.

Selling With NLP
The purpose of the programme is to give delegates a basic knowledge and understanding of NLP, some of the techniques and their applications in producing more profitable sales. Delegates will learn how people relate, make decisions and prefer to be influenced. This programme can be run at different levels for sales, sales managers and product managers.

* Service Engineer as a Company Ambassador *
This programme is designed to inspire service engineers to realise the importance of their contribution to the Company, give them a sense of purpose and encourage them to see themselves, directly or indirectly, as a business getter. The programme helps delegates identify how to contribute to their special role in providing the Company with a competitive edge above competitors and how a little extra effort during a service call can win their Company new opportunities that exist to help the sales effort. An intensive one-day workshop.

Solution Selling
Clients now want a more solution based proposal designed to meet their specific business needs. This is a more tactical led selling methodology developed to sell intangible and conceptual products, especially those in service led industries. This programme includes sales structure, communication skills, negotiation and closing.

* Strategic Leadership *
A two day programme covering the core skills of management and leadership including; communication skills, dealing with pressurised situations, responsibility and accountability, team building, motivation, managing individuals, strategic and change management and creative problem solving.

* Stress Management *
Stress results in the loss of 40 million working days each year and can be seen from two angles - what causes stress and how an individual responds to it. The resulting effects of undue stress in the workplace are a fall in productivity and an increase in the amount of time lost to sickness. Relationships between managers, staff and teams will suffer, as people become irritable and inefficient. Relationships with customers also suffer. The standard of work may deteriorate and mistakes and accidents increase. This in-depth one-day workshop is designed to help delegates understand and cope with stress for themselves and their team members.

Successful Appointments First Time
Occasionally we all come off the phone and think 'That didn't go quite to plan!' Sometimes our words just don't flow like they usually do and that sometimes, the person on the end of the phone didn't seem to take an instant liking to us like most of our clients do! This workshop, takes your communication and interpersonal skills to the next level, introducing behavioural analysis, calling with confidence, dealing with objections and learning how to win more qualified appointments each time.

Supervising Inbound Sales Teams
This programme will enable managers and supervisors to learn about the modern approach to telephone sales management. The programme will help managers to identify potential areas of team improvement from customer and cross-departmental feedback and coach staff to maximise on this information.

Supervision Skills
The programme comprises a number of logical stepping stones, which if adopted by delegates will give them an ideal foundation upon which to build. Highly practical and very interactive, this programme has been built for the junior or first time manager from any department within a company and gives them the structure and skills to enable successful supervision.

* Team Building *
This workshop explores the skills and qualities of effective internal communication and traces the stages in the evolution of effective team development. It also addresses the need to balance the priorities between team, tasks and individual needs. A highly interactive workshop which gives ideas and experience to those wishing to build a successful team.

* Team Building & Team Leadership *
Good managers 'Do the right things right' while good leaders add another dimension to their relationships with their teams. Leadership is the art and skill of 'Winning the Hearts and Minds of One's People'. This workshop explores the skills and qualities of effective leadership and traces the stages in the evolution of effective team development. It also addresses the need to balance the priorities between team, tasks and individual needs.

Tele-Marketing Strategies
This module provides a practical and relevant approach to this increasingly important business activity. Effective telemarketing requires its own skills and expertise, and these are fully explored on this comprehensive and interactive module, which will provide delegates with proven techniques and strategies in both telephone and face to face situations, which will inspire those who are looking for new ways of achieving positive results.

Telephone Account Prospecting
Conducted skilfully, a telephone account-prospecting programme is a highly efficient and cost effective means by which to open new business relationships. Delegates learn the structure, skills and techniques for planning and approaching new accounts from scratch, with skill, control and confidence. Essential performance measures for maintaining quality and consistency in approach styles across a team of account prospecting professionals are also covered. Recorded role plays are included to increase confidence and continuously improve approach and style.

* Telephone Selling Skills *
A practical and relevant approach to this increasingly important business activity. Telephone selling demands its own skills and expertise and these are fully explored on this comprehensive and interactive programme. The programme focuses on providing delegates with techniques and strategies that are proven, and will inspire those who are looking for new ways of achieving success. Content includes structure, questioning and listening skills, communication, building profitable relationships, dealing with resistance, closing and negotiation.

Telephone Techniques
It is a well known fact that behaviour breeds behaviour and that the way in which we deal with our customers on the telephone will affect their behaviour towards us and whether they would like to buy our services or not. It only takes 15 seconds to make a first impression. This course highlights the importance of excellent customer service, improving telephone communication skills through examining various questioning and listening techniques that teach us how to create the right impression each and every time and how to structure and control the call. It looks at consistent professional introductions, the verbal handshake, creating rapport with different customer types, objection handling, taking messages and leaving the perfect voicemail. An interactive session with an opportunity to listen and feedback on taped calls.

Territory Management
The amount you sell, in the medium to long term, is directly related to the number of customers, or potential customers that you contact. Sales techniques help us to become more proficient in sales; however, ratios exist that can help us predict how much sales activity (input) is required to achieve a certain level of sales (output). By utilising these ratios for customer contact higher yields can be achieved. This module looks at effective planning and monitoring methodology and how to make it best work for you.

* The Art of Conducting Effective Meetings *
Have you attended meetings that have lacked focus, lacked direction, over-run and when you left felt like you had achieved very little? By attending this programme, you will increase your confidence, develop a robust, practical structure and importantly, when people attend your meetings they will be both uplifted and motivated and feel it was time well spent. Your meetings will become legendary.

The Customer Journey
The Customer Journey traces the decisions that complicated customer make in the B2B environment from the initial problems and issues that customers have to their eventual purchase decisions. Such decisions are more involved and complicated that those made in consumer markets and this journey needs to be identified and understood. The Customer Journey methodology identifies the customer buying process and specifies those sales processes and sales actions necessary to sell effectively to these customers.

* The Effective Administrator ('From Good to Great' Team Support) *
A two-day (or 2 x one-day) workshop designed for team co-ordinators, administrators or receptionists to understand their role more fully and master the key skills of time management, customer communication skills for the internal and external customers, building rapport and trust, effective note taking, professional telephone techniques, assertiveness in dealing with difficult people and situations, basic negotiation skills, coping with pressure and organisational skills.

* Time Management *
Continual pressure to achieve short term objectives leads inevitably to 'crisis management'. We become dominated by problems of the moment and our long term goals are neglected. In the long run, the pressure will become even more intense, as we are forced to tackle symptoms rather than the causes. Delegates begin by identifying the barriers to good time management and how to overcome them. By the end of the programme, they will then be able to use methods of assigning priorities to each activity and allocating the maximum time to the most important to enable a balanced approach to the prioritisation, delegation and completion of tasks.

Total Proposition
The total proposition consists of every aspect of your product or service and includes all the added value elements you provide. Does your sales organisation sell the value of your total proposition or does it give most of it away? The notion of Value is very important here, as the sales organisation must be skilled at communicating the value of your total proposition in ways that your customers can understand. Selling value is the most important skill your salespeople should have.

Train the Trainer
A range of 1 to 4 day programmes designed for delegates responsible for training a wide range of staff including colleagues, clients, and installers on a wide range of topics from soft skills, new product ranges and specifications to software systems. The programme is designed to cover specific areas of the training process including identification of training needs, programme development, preparation and evaluation of training.

Understanding & Influencing Corporate Decision Making
Do we always understand why we didn't win a piece of business when we had received such positive feedback throughout the sales cycle? This workshop approaches corporate decision making from the customers' perspective of what success means to them. It takes into account the factors key decision makers across the business consider from a strategic review and financial performance measures basis to environmental implications and operational efficiency.

Unlocking Your Potential
A one-day programme to help your staff to be more self-motivated and perform to their potential more consistently. This dynamic programme helps delegate to reflect on their performance in terms of the way in which they think, feel and act. It helps them to explore their potential and teaches them specific strategies to be able to set and achieve goals, create positive feelings of motivation and confidence more often and become more resilient and deal with set backs more effectively. This programme draws on extensive research in to peak performance, human potential and techniques used in sports and performance psychology and NLP.

Value Added Selling
Value Added Selling 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 representatives and account managers who wish to gain advantages over the competition by deciding position for individual customers and also giving strength to negotiation. This module can be incorporated into most sales programmes.

Value Based Selling
Do we always think about the 'Value' of the service or product we provide from the customer's perspective? This workshop looks at understanding what we and our customers perceive as 'Value', the difference between what clients want and what we can offer, consideration and understanding of the buying cycle and how as sellers we can manage the pipeline more effectively and utilise key triggers to gain greater sales success.

Value Proposition
The total proposition consists of every aspect of your product or service and includes all the added value elements you provide. Does your sales organisation sell the value of your total proposition or does it give most of it away? The notion of Value is very important here, as the sales organisation must be skilled at communicating the value of your total proposition in ways that your customers can understand. Selling value is the most important skill your salespeople should have.

Writing For Results
Do you find it frustrating trying to create a proposal or tender document from scratch, which you feel will encourage your reader to read and act on quickly? This programme develops your skills to write convincing, persuasive and powerful documents that achieve their objectives. Adopting a structured approach which will save valuable time, it enables you to develop a writing style to avoid word inflation, use varied presentation techniques, anticipate and address objections positively, maintain interest, make it visually appealing and avoid time consuming re-writes.

Writing Letters
Value Added Selling 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 representatives and account managers who wish to gain advantages over the competition by deciding position for individual customers and also giving strength to negotiation. This module can be incorporated into most sales programmes.

Writing Proposals
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.

Writing Reports
A one day programme designed to develop effective report writing, this programme incorporates; developing strategies for report writing, setting objectives, research, content, structure, style, presentation and evaluation.

* Writing Communication Skills *
Written communications play a significant part in the reputation that precedes your company, so it is paramount that we make the right impression with them. If you are new to written business communications, have never worked in an office environment or just want to polish up on the art of writing letters and emails professionally, then this is the course for you. It covers professional standards with regards to the layout, structure, content and style of letters and emails, signing off and signatures, font and colour of text, punctuation and grammar.

* Click the title of the modules marked with * to see further details

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If you would like to discuss any of these modules in more detail or would like to be sent further information, please contact us on 01992 633882 or email us with details of your enquiry.