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We recognise that the cost of attending
a training can far outweight the course fees. We use
accelerated learning principles in all our trainings
to minimise the time spent in the training room.
Our flexible approach and the depth
of our knowledge enables us to tailor courses to your
specific learning outcomes and time constraints. Our
pricing allows for a small amount of tailoring. We can
also write totally bespoke trainings where appropriate.
a sample list of trainings are presented below. For
full details please email Richard White at rwhite@pro-excellence.com
High Impact
Coaching (2 days)
The role of today's manager is to 'deliver results and
develop your people'. The challenge with managing people
in today's business environment characterised by continuous
change and a low unemployment rate is to motivate staff,
provide them with fulfilment and achieve the business
goals and objectives. Coaching is a way of achieving
this.
Originating from the sporting world, coaching is now
delivering real results to businesses. It is an ideal
way of raising the self-awareness and responsibility
for results of the people that work for you. This practical
workshop will give you a framework for applying coaching
in the workplace in a variety of situations. You will
learn a popular model for coaching in business together
with the core skills necessary to coach your staff (and
yourself) effectively to achieve results.
Developing Powerful Self-Motivation
(1 day)
Just like golf and other sports, achieving better sales
results requires more than just technique. Small changes
in thinking and attitude can lead to dramatic changes
in performance and results. Sales people require strong
levels of motivation to produce consistently high results.
Although external motivation can make a difference,
this tends to be short lived. It is the ability to generate
self-motivation that leads to above average performance.
Attendees will learn how top performers get motivated
and stay motivated for sales success!
Maximising
Results by Managing Priorities (1 day)
One of the traits of high performing sales people is
in the way they make use of their time through effective
prioritisation. By prioritising where their spend their
time, they are able to achieve significantly more results
than the average sales person. Although time management
tools can help save time, it is being able to focus
on the true priorities that helps sales people to become
highly productive. This training will help attendees
to understand the unconscious influences involved in
how we decide where to spend our time, will analyse
what's really important to them in their roles, and
help them to effectively prioritise and manage their
time.
Selling
Professional Services (1 day)
There are a number of major differences between the
selling professional services and other types of products
and services. These differences are easy to follow but
involve a different approach. By adopting such an approach,
however, business developers can get fantastic results
without needing to turn into a 'typical' sales person.
This training is an introduction to selling for business
developers in professional service businesses. In addition
to some key techniques, the focus is in getting the
right perspective about selling services and finding
new business opportunities.
Effective
Influencing Skills (1 day)
Influencing is a skill that is at the heart of business
success. To influence effectively we first need to build
rapport with someone and then adopt an approach that
is effective with that individual or team. However,
we often use ineffective methods to communicate with
and influence people that are based on our own preferences.
This workshop unlocks the key to effective influencing
by understanding the different thinking styles that
people adopt and how to notice them so that you can
adapt your approach. The workshop also introduces techniques
that help you understand the other person's perspective
in a negotiation and ways in which you can build rapport
- especially with people who are different from you.
Selling
Consultatively (1 day)
In selling complex solutions
including the sale of consultancy and other professional
services, the sales person needs to behave more like
a consultant and less like a 'typical sales man'. Consultative
selling is a powerful approach that can help to find
bigger opportunities and can make it much easier to
produce winning proposals. Closing becomes more of a
formality.
This training will help attendees
to understand the stages of the sales process and will
give them an easy structure to use in sales meetings
to help maximise the opportunities whilst enhancing
the relationship between the vendor and prospect.
Essential Coaching Skills
for Sales People (1 day)
Today's sales environment requires businesses to differentiate
their service and company effectively. Clients buy solutions
to their problems rather than services. Coaching combined
with consultative selling is a powerful approach that
can help transform your team's sales results by uncovering
real customer needs, decision making criteria and building
a differentiated solution whilst improving client relationships.
When using such an approach, closing becomes much easier
too!
This practical workshop will enable
delegates to apply coaching skills to the sales process
to make consultative selling more impactful. It introduces
the skills of effective coaching in sales including
the vitally important skills of questioning and listening
techniques. This is ideal as an advanced course for
companies already following a consultative selling approach
and a perfect companion for our 'Selling Consultatively'
training.
Advanced
Selling Strategies (2 days)
This two-day workshop is designed for experienced sales
people who want to achieve breakthroughs in their sales
performance. Selling is all about people and this practical
workshop focuses on two aspects fundamental to sales
success:
- The sales people themselves,
their motivations, mental preparation, account planning
and thinking styles
- Managing client and prospect
meetings to maximum effect, using a coaching approach
to differentiate their offering, setting meeting goals,
building rapport and developing the relationship
Attendees will learn to understand your own motivations
and harness them to maximum effect. They will also learn
tools to help set compelling goals for themselves and
their prospect meetings as well as planning their sales
meetings effectively to take account of the prospect's
perspective. The training will additionally cover the
prospect meeting itself and tools to help attendees
to differentiate their company and product and sell
more effectively to the prospects needs.
Making Powerful Presentations
(2 days)
Influencing through presentations
is an important business skill and yet most presentations
are lacklustre and boring with presenters using powerpoint
as a crutch. Great communicators like Shakespeare, Chaplin
and Steven Spielberg have used the art of story telling
to inspire, to influence, and to change people's perceptions.
In business, real life experiences and customer stories
can not only form the basis of a great presentation,
they can also be incredibly influential too.
This practical training will
help attendees to make compelling presentations by using
story telling as a learning vehicle and a technique
at the same time! Attendees to gain the confidence to
communicate at a senior level without powerpoint or
indeed any notes! This course is an ideal companion
to 'the art of influencing through stories'.
Questioning and Listening
Skills for Consultants (1 day)
Finding out information from
clients and gaining clarity is a key consulting skill.
Failure to gain precision often results in misunderstandings
of what the client really means or wants and will ultimately
impact on the success of a project and the client relationship.
Using a simple to learn model, consultants can gain
a high degree of precision in a much shorter space of
time. Attendees will also learn how to better communicate
with clients in their language and to listen beyond
the words spoken.
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