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Below are our Sales and Negotiation programmes. Please contact us for more specific information on these programmes and also for tailoring them to your needs.
Integrity Selling
Who This Programme Is For
Front line sales staff who understand the nuances and subtleties of partnership based sales relationships and anyone who wants to gain a better understanding of sales.
Key Learning Outcomes
- Understand the concept of knowledge horizons and why we must routinely cross them in order to experience personal growth
- Recognise the three types of sales people and why only one is desirable
- Work with paradigms and understand why they limit our view of the world, which can lead to impoverished thinking
- Learn to use the four key steps of the Integrity Selling Model
- Learn to use professional introduction skills to build rapport with customers
- Learn to use four types of questions to achieve effective sales
- Recognise and utilise non-verbal clues and communication
- Apply the concepts of mirroring to achieve rapport
- How to close effectively and gain commitment from clients
- Understand and apply the concepts of added value selling and suggestion selling
- Understand why people buy emotionally, not logically
- Be able to utilise the trust, tension, and value relationship continuum
Included Modules
- Introduction and overview
- Beginners Mentality
- Influence versus control
- The Arrival
- The Investigation
- The Solution
- The Summary
- The Continuance
- The Close
A highly interactive environment will be created with the emphasis being placed on the participants finding innovative solutions to problems. This workshop is activity based with the formal training elements being kept to a minimum and the emphasis on experience-based learning and fun.
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Advanced Sales and Communication Skills
Who This Programme Is For
Experienced sales personnel who want to develop their understanding of the advanced communication strategies necessary to negotiate effectively in all challenging circumstances, or to take their sales and communication skills to the next level.
Key Learning Outcomes
- To increase organisational performance and profitability
- Understand the principles of personal and organisational motivation
- Effectively manage their clients in a face to face and/or telephone situation
- Understand the importance of effective communication and negotiation in a corporate environment
- Be able to deal effectively with the five principle customer emotional responses
- Assess their own performance in relation to the use of the skills taught
- Effectively manage a client “follow up” procedure
Included Modules
- Setting the Scene!
- The Seven Deadly Sins
- Time management
- One-upmanship
- Tell not ask
- Lose trust
- Lack of passion
- Ultimatums
- Arrogance, real or imagined
- Quality Questions
- Vocal and Visual Identity
- Language Strategies
- Active versus Passive Listening
- Pacing
- Dealing with difficult negotiators
- Networking and Opportunity Spotting
- Building Personal Power
- Ideas Into Actions
A highly interactive environment will be created with the emphasis being placed on the participants finding innovative solutions to problems. This workshop is activity based with the formal training elements being kept to a minimum and the emphasis on experience-based learning and fun.
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Terrific Telephone Skills
Who This Programme Is For
Staff engaged mainly in a telephone environment who want to achieve outstanding service via the application of professional communication and service protocols.
Key Learning Outcomes
- To provide participants with skills that enable them to deal effectively with customers/callers in a telephone environment
- To provide participants with fundamental negotiation and communication skills
- An understanding of perception versus reality in the customer's "world"
- An understanding of "what is a customer?"
- Telephone answering etiquette and adopting a "how to stand out from the crowd" attitude
- Core competences in communication skills
- An understanding of Customer Service skills
- Basic problem solving skills
- Questioning skills
- An understanding of needs based solution orientated service
- "How to" skills in relation to recording information
- The importance of attitude and choosing your behaviour
- On the job application of skills
Included Modules
- Pre-call preparation
- Welcoming the caller
- Questioning skills
- Dealing with the primary emotional responses
- Summarising
- Gaining commitment
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Building Negotiation Power
Who This Programme Is For
Anyone who wishes to develop his or her negotiation skills but also understand why the art of negotiation is such an important factor in today's market driven culture.
Key Learning Outcomes
- Use the Seven Step Communication and Negotiation Model
- Determine the six essential elements of preparation
- Develop pro-active negotiation plans
- Use 8 types of questions to achieve effective negotiation
- Acknowledge that in a cognitively diverse environment a negotiator must not only value, but also use, the individual personality of others to expedite and maintain positive outcomes
- Understand the differentials of control versus influence
- Understand the four thinking and behavioural styles that a negotiator will encounter
- Recognise and utilise non-verbal clues and communication
- Apply the concepts of mirroring to achieve rapport
- Understand how serial and parallel thinkers process information and how to apply that to ensure effective communication
- Understand the relationship continuum
- Use the principles of META positioning
- Utilise a conscious competent mentality to develop objective rather than subjective thinking
- Understand the principle of Maslow's needs hierarchy as it pertains to addressing individual wants
- Why seeking commitment too soon can create Lose - Lose relationships
Included Modules
- The Preparation
- Opening
- Needs analysis
- Finding and offering solutions
- Summarising
- Dealing with Objections
- Continuance or Commitment
- Diversity
- The power of four.
- Maslow's levels of learning
- The four keys to help you win in a “win-lose” world
- The Brightness of your Future
- Emotional Bank Accounts
- Relationship Task Balance
- The need to be Right even if you are Wrong
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Customers Can Bite!
Who This Programme Is For
Sales staff that want to learn new skills and techniques, who want to better understand how a customer thinks and how to overcome the ordinary and become extra ordinary.
Key Learning Outcomes
- Learn and adopt the 3 traits of the sales professional
- Understand the Generation Gap
- Learn the 4 Keys to Success
- Understand the relationship continuum
- Explore the 3 circles in which we live
- Learn and understand the importance of trust in a relationship
- Explore our 4 mental modes
Included Modules
- What is a Third Generation Relationship?
- T.R.U.S.T - The basis of all successful relationships
- Beginners mentality – There is no such thing as fake sincerity
- The 'WIN – WIN' Relationship continuum
- Understand the differentials of control versus influence
- Understanding human diversity
- The key to success in creating Partnership Paradigms in all our relationships
- The brightness of your future
- Emotional bank accounts
- Relationship task balance
- The need to be Right even if you are Wrong
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