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PROFESSIONAL
SALES PREPARATION
Without any preparation,
you're preparing yourself for failure. Sales preparation
enables you to reach your strategic sales goals and succeed.
The ability to set goals and planning are one of the key
sales objectives nowadays, mastered by all successful
salesmen. The Professional Preparation for Sales course will
give you knowledge of the significance of preparation and
help you to build your own individual sales strategy in five
steps.
Course aims:
-
Understand the
significance of sales preparation
-
Build an individual
sales strategy in five steps
-
Master the technique
of setting your own sales goals
-
Improve time
efficiency for sales
-
Build the capacity to
prepare thoroughly for sales discussions with potential
customers
Course duration - 2 days
The course is designed
for: salesmen, line and middle levels of sales management
PRO-ACTIVE
SALES
Sales is trust. Sales is
attitude. In today's demanding market arena, only the top
salesmen succeed. Becoming a top salesman means becoming a
professional in inter-personal relations and communication.
Knowing your product or service is important. Nonetheless,
one of the keys to success is the way in which we convey
that knowledge to the customer or client, and stimulate his
desire to purchase and his feeling of importance during a
sales discussion. The Pro-Active Sales seminar provides
salesmen with key knowledge and skills that simultaneously
enable the achievement of sales goals and the creation of a
satisfied customer.
Course aims:
-
Set and establish the
structure of pro-active sales
-
Understand the
importance of first impressions and bUilding relations
for successful sales
-
Knowing how to awaken
the customer's sense of need by asking the right
questions
-
Present the product
or service effectively on the basis of personal
advantages to the customer
-
Master the art of
closing a deal
-
Increase customer
satisfaction and sense of brand loyalty
Duration - 2 days
The course is designed
for: salesmen, businessmen, line and middle levels of sales
management
SUCCESSFUL
TELEPHONE SALES
The aim of this course is
to enhance telephone communication with customers, since the
telephone is the most widespread means of communication
throughout the world. So, why not make it your ally? There
is definitely no other activity more popular among managers
and salesmen than telephoning. In spite of this, telephoning
is not lent sufficient attention.
The motto for
participants on this training course is: "Increase your
telephone power".
This course will make the
telephone your friend and unleash its profit power. How? By
adopting a series of practical techniques and strategies on
ways of using the phone. We don't just mean theoretical
instructions, but practical applications that have enjoyed
success all round the world. The techniques we'll use are
proven and will be applied through role plays with the help
of simulators and filming specific examples.
Course aims:
-
Mental preparation
for telephone sales
-
Mastering the art of
a successful opening to a telephone conversation
-
Using words to convey
added power, energy and delight
-
Learn how to arrange
meetings
-
Understand how to
adopt the stages of telephone conversations
-
Learn how to hold a
phone interview
-
Master the
application of a model for closing telephone sales
Duration - 2 days
The course is designed
for: salesmen, businessmen, employees in telephone studios,
and call centre managers
TOP SALESMAN -
SATISFIED CUSTOMER
Keeping old customers
happy is easier than finding new ones. And it's more
lucrative. How can we build a relationship with a customer
in order to encourage and maintain long-term cooperation.
This course teaches
participants the key principles that need to be adhered to
in order to build successful relationships with customers.
Participants will learn how to adapt their communication to
the customer and foster good relations with them.
Course aims:
-
Shape a positive
relationship with the buyer
-
Find out what my
sales style is
-
Find out my
customer's style
-
Learn how to adapt
communication to that style
-
Recognise and learn
ways to satisfy the customer's expectations
Duration - 2 days
The course is designed
for: salesmen, line and middle levels of sales management
SUCCESSFUL
OBJECTION HANDLING IN CRISES
There can be no
successful sale without prior successful objection handling.
Objections are an indicator as to what stage in the sales
process the customer has reached. When the customer makes an
objection, he is actually "responding" to what the salesman
has said (or not said) during the sales process. That moment
is very important for the sale, and more often than not, the
key moment, as objections send a signal to the salesman that
the customer is emotionally involved in the sales process.
For the salesman, it's vital to realise that the objections
are not directed at him personally, and that they are not a
sign of rejection of the sale. Objections are simply
"questions" that the customer has that stem from his desire
and need to receive more information that could lead to the
conclusion of the sale.
The seminar's goal is to
enable better understanding of objections, their necessity
in the sales process, and to enable mastery of the art of
professional and successful objection handling.
Course aims:
By the end of the
seminar, participants will:
-
Learn to prevent
objections
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Know how to prepare
for objection handling
-
Have a clearer idea
of the role of objections in the sales process
-
Know how to respond
to objections
-
Know methods of
objection handling
Duration - 1 day
The course is designed
for: line, middle and higher levels of sales management
PRO-ACTIVE
BUSINESS SALES (B2B)
If your company sells to
other companies (business-to-business - B2B) then this is
the right seminar for your salesmen.
B2B sales differ from
ordinary sales in a number of ways. The B2B sales process is
made up of a series of steps, and ordinary sales skills do
not bring the anticipated results in this area. More sales
discussions are needed, more people are involved etc. At
this seminar, we'll teach your sales staff how to master
this complexity, and how to handle even the most demanding
customers.
Course aims:
-
Learn how to hold a
B2B sales discussion
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Know what is most
important in complex sales situations
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Know how to extract
relevant information from the customer
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Know how to use the
sales clean-system of asking questions that bring the
desired results
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Acquire the skills
that will allow you to showcase your product effectively
-
Learn how to close a
sales discussion
Duration - 2 days
The course is designed
for: experienced B2B salesmen, line, middle and senior
levels of sales management
SUCCESSFUL
SALES TO KEY CUSTOMERS (KAM)
According to Pareto's
80/20 Law, over 80% of sales are made by less than 20% of
customers. That's why one of a company's key tasks is to
have detailed strategies for key customers.
Successful sales for such
customers require a completely different approach to the
sales process. The salesman has to master sophisticated
sales techniques and adapt to a specific type of customer -
the professional customer buying for his company. Customers
like these behave differently to retail customers who are
buying for themselves, and the decision to purchase can take
longer and involve more people.
In that context, it's
necessary to work out a plan to win over, then retain, key
customers. The Successful Sales to Key Customers course
targets the process of preparing and sealing long-term
cooperation with key customers.
Course aims:
-
Grasp the importance
of effective sales preparation
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Learn to gain the
customer's trust
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Learn how to present
your company or product
-
Master the skills of
objection handling
-
Learn to close a sale
Duration - 2 days
The course is designed
for: experienced salesmen, key account managers
HOW TO
NEGOTIATE SUCCESSFULLY- THE ART OF SUCCESSFUL NEGOTIATION
Sooner or later, we all
become part of a negotiating process. The negotiating
parties' different interests are the most important reason
for talks. If your job involves sales or management, then
you probably negotiate on a daily basis. Your suppliers and
customers want something new - lower prices, extended
payment deadlines, faster delivery, longer guarantees...
Similarly, your employees want better conditions.
Everyone in a company or
organisation who wants to achieve results should know how to
negotiate effectively. This course encourages participants
to learn and apply the proven win-win negotiating concept.
Such negotiations require added flexibility, a good
understanding of your own position, and, at the same time,
good knowledge of your negotiating partner.
Course aims:
-
Show the difference
between sales and negotiations
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Learn the techniques
of good preparation and get to know the tools at your
disposal
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Recognise the stages
of negotiation
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Master positioning
skills in each negotiating stage
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Learn the methods and
techniques of win-win negotiation
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Gain applicable
knowledge of negotiating techniques in different
situations
-
Master practical
examples for faster integration of knowledge and skills
gained in practice
Duration - 2 days
The course is designed
for: experienced salesmen, line, middle and senior
management levels
ADVANCED
NEGOTIATING TECHNIQUES
Even the most experienced
negotiators aren't always successful in talks because they
leave the table without achieving the best possible result.
On this course you'll learn the necessary steps that need to
be taken in order to achieve the best possible results
during negotiations with business partners, customers,
clients, suppliers, colleagues, investors and employees.
Enhance your ability to:
The course is shaped in
such a way that even the most experienced negotiators can
learn how to confront and negotiate with problematic
interlocutors with a view to achieving the best possible
result for both sides. During the course, we'll identify
your style when it comes to cooperation, self-control,
reaching compromises, backing down, and avoiding conflict
during negotiations. Moreover, you'll have the chance to
improve and try out your negotiating skills in practice, and
then exchange your own experiences with your classmates.
Course aims:
-
Know everything that
has to be taken into account when preparing for
problematic negotiations
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Identify your
negotiating style and master suitable skills, tools and
aids in order to raise it to the next level
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Understand how your
style impacts on negotiations
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Learn what makes
negotiations problematic and avoid these kinds of models
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Easily recognise root
causes of disagreements and blockages during
negotiations
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Easily recognise
negotiating techniques used by experienced negotiators
and use the corresponding counter-tactics
Duration - 2 days
The course is designed
for:
-
everyone who
successfully completed the Negotiating Techniques
seminar
-
those with long
negotiating experience who would gladly refresh, improve
and learn new negotiating techniques
-
managers and salesmen
who are faced with problematic situations and
customers/colleagues
PRO-ACTIVE
LEADERSHIP 1
The Pro-Active Leadership
1 course is designed for managers from various branches. It
is based on long-standing, successful management behaviour
models and patterns. The purpose of this course is to enable
a review of the key ideas, methods and techniques that will
turn every individual into an above average manager.
Constant application of the methods and techniques acquired
on this course will allow managers to achieve the best
possible results.
Course aims:
-
Clarify the manager's
role and significance
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Turn into an
exceptional manager
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Identify a manager's
key tasks
-
Identify the skills
that need to be mastered
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Appreciate the
importance of aims in leadership
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Identify ways of
achieving predictable sales results
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Identify techniques
for overcoming negative experiences and beliefs
-
Identify techniques
for achieving better results
Duration - 2 days
The course is designed
for: line, middle and senior management levels
PRO-ACTIVE
LEADERSHIP 2
A manager has a key role
in a company. A good manager is like a catalyst - he
influences reactions, but doesn't enter into them. At this
seminar you'll get an answer to the question: what do you
have to do if you want to have individuals and a team that
will bring top results? Later, you'll learn to create a
motivational environment, in order to preserve the team's
long-term stability. A manager's main task is to form an
effective team of people who are fully committed. Today,
with the help of scientific research, we know how to awaken
employees' hidden potential, and you'll learn how on this
course.
Course aims:
-
Learn what the key
points are in increasing employees' involvement
-
Recognise the
importance of communication in leadership
-
Grasp what's
necessary for good teamwork
-
Learn how to adjust
your leadership style to individuals in the team
-
Understand how to
create a more motivational environment in your team
-
See the importance of
a positive approach and give suitable praise to your
employees
Duration - 2 days
The course is designed
for: line, middle and senior management levels
EFFICIENT
TIME MANAGEMENT
There's no skill so
closely linked to success in life than the ability to manage
time well.
Our happiness depends on
how successfully we manage time and life. On this course
you'll learn not only how to manage your time, but why it's
necessary. By applying knowledge and skills, by
understanding the reasons for happiness, you'll develop good
habits in your everyday life. That way you can gain an
additional two hours a day - that's the equivalent to 10
hours per week or 500 hours per year that you can use as you
wish.
Course aims:
-
Start monitoring your
time
-
Develop an attitude
towards time
-
Recognise the main
time stealers
-
Find out in which
areas you can gain the most time
-
Master the methods of
setting priorities
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Increase your
efficacy
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Master the use of
different tools for planning and organising work and
time
Duration - 1 day
The course is designed
for: line, middle and senior management levels
COACHING AS A
FORM OF LEADERSHIP
Managers and leaders in
today's world of fast changes are confronted with numerous
challenges. Globalisation, instant communication, climate
change and employees' ever increasing expectations are just
some of the factors that call for a different style of
management. Coaching represents and symbolises a collective
social leap from hierarchy to personal responsibility. It is
essential in the competitive environment that our companies
work in today. Coaching plays a key role when introducing
superior forms of leadership and personal development. On
this course, we'll teach you how to prepare people to
become aware of a situation and to assume responsibility for
their work. In other words, we'll teach you how to prepare
your employees to adopt your ideas and accept them as their
own.
Course aims:
-
Understand coaching
and its possible applications
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Recognise the
difference between issuing instructions and coaching
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Know when to use
coaching
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Empower yourself to
use the GROW model when holding discussions
-
Know how to analyse
the environment and raise your employees' awareness
-
Get the tools to help
your employees find solutions to specific problems
-
Learn to prepare your
employees to assume greater responsibility for tasks,
activities and results
Duration - 2 days
The course is designed
for: line, middle and senior management
THE ART OF
PERSUASION
Success in everything you
do depends on effective communication. Influencing others
without necessarily imposing authority on them is a key
skill both at work and at home. Persuading others to
appreciate your standpoint and to react appropriately is the
way to success.
The aim of this workshop
is to help you influence others more effectively, focus your
attention more on their needs than your own. The workshop
will provide you with a very effective six-step process that
will help you achieve the desired results, and, at the same
time, offer the opportunity to others to contribute.
Course aims:
After taking part in this
workshop you will be able to:
-
Define influence and
describe the skills that have an influence on your
colleagues
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Clearly define
exactly what it is that you want to achieve by
influencing your colleagues
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Explain the six-step
influence process
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Apply the relevant
questioning techniques to establish needs and
opportunities
-
Understand the
different ways people present and absorb information
from within
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Adjust your behaviour
to achieve the results you desire
Duration - 2 days
The course is designed
for: salesmen, line, middle, and senior management levels
HOW TO
PREPARE AND DELIVER AN EFFECTIVE PRESENTATION
A product, service or
concept is as exceptional as the person that presents it.
Exceptionally prepared material, the right choice of words
and a rich vocabulary, knowledge of rhetoric and body
language can be decisive in persuading a customer or
interlocutor.
If you haven't already,
you too will, at some point in your professional career,
present the results of your work to a wider circle of people
- your boss, your colleagues, at seminars or conferences.
With the right performance and a convincing speech, combined
with the techniques of effective presentation, you too can
present everything you want more successfully and
convincingly. This course will teach you three important
areas of presentation - performance, speech, and
presentation techniques - and bring them together into an
effective symbiosis. That way you'll maximise your
self-confidence, you'll remain authentic, and you'll be able
to convince and delight any audience.
Course aims:
-
Master the ability to
overcome stress and fear of public speaking
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Increase
self-confidence and enhance your image as a public
orator
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Learn to prepare a
presentation via which you'll be able to send a clear
and effective message
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Learn the techniques
and guidelines for preparing an effective introduction,
body, and conclusion to your presentation
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Use aids effectively:
electronic aids, projector, flip chart
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Practically apply
methods learnt
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Monitor your own
progress through performance analysis
Every participant will
receive a practical manual for holding electronic
presentations, as well as a tape of their presentations.
Duration - 3 days
The course is designed
for: salesmen, line, middle, and senior management
EFFECTIVE
RECRUITMENT AND SELECTION
Recruitment and final
selection are the keys to your success and the success of
your company. Research has shown that 95% of successes
depend on effective recruitment and selection of the right
people. There are few things more important than which
people to select for your team. If you choose the right
people, success is practically guaranteed.
If you're hasty in hiring
people, then you can live to regret to it. Our motto is -
recruit slowly and carefully, but fire quickly. Candidates
usually look their best when seeking a new job, they say a
lot and appear quite promising. Moreover, bad selection can
be expensive. Experts have calculated that the costs of
replacing staff are on average the equivalent to a third or
a sixth of their annual salary, not to mention the costs of
expectation, loss of business and your nerves. That's why it
is important for you to master the art of recruitment and
selecting new personnel.
The best companies in the
world have the best recruitment procedures because they know
it will save them money, time and headaches. At the same
time, it creates the image of a good employer on the market,
which allows them to find the right people more easily.
At this seminar you'll
learn the skills of effective recruitment and selection, and
what tools to use in this process.
Course aims:
-
Understand why
recruitment is your key priority
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Learn how to make a
structured analysis of the vacant post
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Understand what the
key profile elements of the ideal candidate are
-
Master application of
the DISC behaviour profile during the recruitment
process
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Familiarise yourself
with the systematic selection procedure
-
Learn how to hold
interviews with potential candidates
Duration - 2 days
The course is designed
for: salesmen, line, middle, and senior management levels,
and all those who want to invest in development and
improving their communication style
THE POWER OF
FULL ENGAGEMENT
This training programme,
unlike all others designed for managing directors, is a
scientifically based course, designed to strategically
assist participants to become more efficient and productive
under pressure through effective management of their own
energy. On this multidiscipline course, participants will be
taught by our trainers, who work very successfully with
leaders on the Fortune 500 List at developing personal
rituals that support their personal and professional goals.
This course involves a
multi-discipline model of energy management, testing
according to the latest standards, fitness and nutritional
planning, as well as a strategic action plan.
Course aims:
-
Learn how to maximise
your productivity in all aspects of your business and
private life
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Acquire universal
energy management skills with a view to applying them in
the areas of life that are most important.
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Understand how to
develop greater resistance and flexibility in situations
when you're constantly exposed to stress
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Study how to
effectively broaden your energy capacity in order to
increase your productivity
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Develop rituals that
will maintain maximum performance and substitute
ineffective habits that could jeopardise success and
prevent you from achieving major goals
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Discover how to
accumulate energy reserves, and redirect them towards
heightened efficiency
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Achieve full
engagement
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Health and wellness
Duration - 2 x 2 days
The course is designed
for: executive managers
DISK MODEL OF
PERSONALITY FACTORS
Successful people have
brought their internal potential into harmony with the
behaviour that they display. They know what their strengths
and limits are, and are also prepared to confidently
overcome crisis situations and conflicts in their
professional and private lives. The DISC model of
personality factors describes human behaviour in specific
situations with a view to better understanding one's own
needs and the needs of others.
You'll make your own
profile with DISC personality factors and the DISC behaviour
profile via a questionnaire, which includes the following
options:
-
Recognising your own
strengths and limits; analysing your style of work
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Creating an
environment that will best encourage you to achieve
success
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Insight into what
contribution you can make within your organisation
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Avoiding unproductive
stress in advance
The Persolog personality
profile is made up of three parts (analysis, interpretation
and assessment) with seven interpretation levels.
HOW TO
IMPROVE COMMUNICATION USING DISC BEHAVIOUR ANALYSIS
For good communication,
it is not enough to follow the golden rule in life which
says: do unto others as you would have them do unto you. To
that rule we should add a platinum rule - communicate with
others as they would wish to be communicated with. What's
good for one person isn't necessarily good with another.
That's why we need to adapt our communication level to the
different people that we meet.
This seminar allows you
to build a foundation for good communication on the basis of
a world renowned model of personality analysis - Persolog.
Once you are more aware of your strengths and weaknesses,
motives for communication, and behaviour profile, you'll
achieve better results.
There's little chance for
you to develop your potential if you work in a manner and
environment that isn't natural to you.
Understanding your
behaviour, your emotions and the ways you work and
communicate with others allow you to become more successful.
Why compete with nature when you can turn it to your
advantage. This seminar and DISC behaviour analysis give you
the answer to how to effectively react in different
environments.
Course aims:
-
Better understand
yourself and others
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Appraise your
behaviour style and recognise the behaviour styles of
others
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Uncover your
strengths and a way you can use them more effectively
-
Adapt your
communication to different styles of behaviour
-
Recognise potential
conflict situations and how to behave better in those
situations
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Prepare an action
plan for better communication with difficult
interlocutors
Duration - 2 days
The course is designed
for: salesmen, line, middle and senior management levels,
and all those who want to invest in development and
improving their communication style
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