|
Which training programs will give you the edge you need?
Our programs are combined from the contents of the modules described below. Depending on what you or your team needs, we create a partially or fully customized workshop or training program that contains both fundamental and specialized elements.
Communicate more persuasively
You have only one chance to make a powerful first impression
You have only one chance to make a first impression, and you are sized up by your prospects and clients within the first moments of meeting. A positive impact starts the relationship right. Through exercises, you’ll focus on positive presentation of the seven external behaviors that others use to intuitively assess you, increasing your confidence to use them successfully. Understanding that it is not just what you say but also how you say it, you’ll come across as genuinely sincere, confident, and credible.
- Listen with Empathy
Everyone talks - leaders listen
Learn to build rapport, uncover real needs and authentic motivations through the art of questioning with empathy. By adapting your communication style, asking open-ended questions and listening for clues, and by effective note-taking, you’ll be able to delve deeper and find the “essential” within. With a deeper understanding of the individual facing you, you’ll be better able to inspire and lead, manage conflict, and network. The same techniques enable you to create powerful selling arguments that speak to your customer’s needs and style.
- Present Persuasively
Effect change in your audience
Delivering an effective presentation – a sales pitch, a business proposal, and the many others encountered every day - requires well structured content and effective delivery. When you need to move from your current level of presentation ability to the next, to be maximally persuasive with your audience, we will help you – first to identify what you/your team already do well, and then determine where you can improve both immediately and in the long term. Through exercises, guided practice, and structured feedback, you’ll acquire and immediately begin to apply more persuasive presentation skills: well organized and developed content, powerful delivery including eye contact, gestures, and voice, and well-designed supporting materials.
- Communicate Effectively
"Effective" communication is defined by the receiver
Effective communication can be defined by the outcome – what effect does your communication have? Do your communications consistently produce the results you intend? To communicate more effectively, you will learn - through exercises and practice - how to construct your messages in terms that speak to your team members’ and/or clients’ needs and motivations, and in the communication style(s) that speak best to them.
Boost your commercial success
- Strategic Sales Skills - Organization Decision Mapping
Identify and gain access to the decision makers in your accounts
When selling to a new account, it is critical to understand who the decision maker is, and how to gain access to him or her. This unique program shows you how to identify the decision maker by creating a “political map” of the informal organization, and then how to gain access using specific sales tactics. This program includes a case study written to help participants immediately use these skills in a simulated real life situation.
- Getting the Most from Your Sales Process Methodology
Already done Miller Heiman, Holden or TAS Group?
Now make it work for you
This program has been developed for companies that have invested in professional sales training with Miller Heiman, Holden or TAS Group, but have not been able to implement these useful but complex methodologies successfully. The facilitator has learned and used all three, so this program can be customized to any of the above. You’ve already paid for it – put it to use effectively!
Improve your performance to generate more revenue for your company
Every sales manager and sales executive, no matter how skilled, can always improve performance through coaching. This program covers the spectrum of sales management issues, focusing on those pre-identified by the participants. The facilitator is a sales veteran with more than 30 years of experience, the last 20 years as VP Worldwide Sales for three global technology companies. He has managed both large and small sales groups, and has been successful in building world class organizations delivering results consistently above targets.
Turn prospects into clients
Learn and apply the appropriate behavior, skills, and attitudes to turn prospects into clients and generate more revenue from existing clients. Learn how to build better relationships faster, and how to present your ideas persuasively from a deeper understanding of the client’s needs.
Winners pitch into the strike zone
Combine the skills necessary to ensure a winning pitch with the ability to develop clear key messages and deliver your pitch persuasively. Learn how to tailor the content of each pitch and provide a compelling story based on meeting the client’s real needs.
Exercise leadership
Inspire your team to exceptional performance
Get the most from your team – top performance in a dynamic environment, by identifying how best to work together in a variety of situations that you face daily. Learn essential skills as you transition into roles of greater responsibility. We help you as a manager – new or experienced – understand how to achieve the balance between empowerment and delegation, how to give feedback and coach effectively and how to communicate in an inspiring, authentic way.
You can't avoid it
but you can use it as an opportunity to mature your team
In the global business environment, managers have to work effectively cross functionally and cross culturally. Team issues arise in many shapes and forms – including conflicts between groups and individuals. You and your team will learn to apply tools to manage conflict constructively by analyzing different types of conflict and underlying causes of real-life conflicts, and by finding effective ways to deal with conflict to achieve positive outcomes. Exercises to help change automatic (negative) behavior in the face of conflict help you prepare immediately to face the next opportunity differently. In the full program, the facilitator is able to offer a unique, intriguing training exercise guaranteed to move your team forward. (2 days)
When authority isn't the way to go
Develop the skills and techniques that positively dispose others to be willing to adopt your recommendations, support your projects, and accept your requests. Learn to assert your influence for the best results of the team.
- Conduct Productive Meetings
Stop wasting valuable time in meetings no one likes or needs
Engage your team to conduct productive business meetings that produce positive results. Learn techniques and tools to run meetings efficiently - including how to plan, deal with difficult people, keep to the agenda, and ensure follow-up of action items.
- Manage Cross-Functional Teams
Different functions, different jargon, different objectives...same goal
Cross-functional teams sometimes find themselves at cross purposes due to seemingly different objectives and different ways of speaking about issues. In this workshop you will identify how you and your team can best work towards common objectives through individual and group exercises, role play, and analysis - and you will learn together to apply the feedback and peer coaching you need to communicate effectively.
Work effectively internationally
- Communicate Clearly in International English
Communicate across cultures using the language of business
Learn techniques to write clearly, concisely, and coherently. Write emails, reports, proposals and other documents that are easily read and understood – and improve your effective communication. You’ll use tools and exercises to improve your own particular style plus apply proven ways to ensure readability.
Use the strengths cultural differences
Learn about cultural differences, their origins and internal logic from a socio-historical perspective, to create an atmosphere of trust and dialog. Recognize and identify factors leading to conflict, as well as complementary components through real situations, role playing and tailored mini-case studies. In this workshop you will apply procedures to identify cultural differences and similarities, and learn communication techniques to effectively manage these differences.
Develop your professional career
- Effective Networking Skills
Build and maintain a network that works for you
Give yourself and your team the skills and confidence that work to network effectively at business and social events. Learn to apply the basic techniques of focused networking to increase your personal success – including how to introduce yourself to create a positive impact, host conversations to put yourself and others at ease, use good networking etiquette, and follow-up appropriately.
|
