We offer a comprehensive range of training that can be tailored to develop leaders who fit your organization culture and positioning. All our programs are highly flexible and include individual coaching, ongoing consultant support and other learning technology.
Our consultants can provide advice in all core discipline of Communication, Sales, Leadership training and management development, at both strategic and operational levels. All consultants must meet Centre for Communication & Sales Training Pte Ltd’s high standards and have ‘hands-on’ experience of their specialist areas before we assign them to add value to your organization.
Communication
CREATING A SUCCESSFUL BRAND - The Brand - “Me”
Introduction
Corporate Brand Image Is Crucial For your company’s success, Personal Brand Image is critical for your success. Hence it is important to manage customer’s perception by communicating the right image to your customers. The key to winning people to accept your ideas is dependent on your ability to communicate your capability and competency in an interesting and enthusiastic manner that leaves a lasting impression. This workshop introduces participants to the concept of personal branding, helps them to explore how personal branding will help in achieving success and create customer loyalty.
Objectives
- Understand The Concept Of Personal Branding
- Know the Importance Of Personal Branding For Sales Success
- Utilise The Right Promotional Tools To Maximise Your Brand Image
- Effectively Define And Develop The Right Image For The Right Audience
- Gain Competitive Advantages Through Personal Branding
Outline
- Basics Of Branding
- Importance Of Personal Branding For Competitive Sales Advantage
- Making A Difference In The Marketplace Through Personal Branding
- Creating A Personal Brand Image-Defining Branding Objectives
- Techniques To Creating A Successful Brand Image
- Critical Success Factors For Creating A Personal Brand Advantage
- Working Out A Personal Brand Action Plan-Implementing A Plan Of Action
- Comparison Of Successful Personalities- Brand Image Analysis
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
EFFECTIVE PRESENTATION & BUSINESS COMMUNICATION SKILLS SEMINAR
Introduction
In today’s environment, the ability to communicate effectively will give you the competitive advantage. When you speak, it is important that your message is delivered in an interesting and easily understood manner. Equip yourself with a range of skills to create impact and get sales results. This two-day inspirational program is designed to develop participants’ potential and capability as a communicator to present effectively to an audience of any size.
Objectives
- Project first impressions that last.
- Identify behaviours that enable you to influence others effectively.
- Learn to use ENERGY and ACTION effectively.
- Design attention-getting and focused presentations.
- Identify and effectively manage challenging communication situations.
- Master presentation delivery skills to connect with the audience.
Outline
Day 1
Managing The Fear Of Speaking- Formula For Audience Satisfaction
- Understanding The Fears Of Speaking
- Strategies to Manage Fear
- Steps to Build Self-Confidence
- Vital Communication Skills
- Ways To Present A Positive Image
- Posture, Poise and Presence
- Presenting to Different Personality Types & Learning Styles
- The Most Compelling Subjects
- Non-verbal Techniques to Enhance Impact
- Impact of Voice and Vocal Variety
- “Tools of the Trade” to convey message
- Organising Material for Maximum Impact
- Effective Scripting Techniques
- Achieving Attention, Retention and Action
- Closing Techniques for any Presentation
Day 2
Dealing With Difficult Situations- Dealing with Resistance
- The 3 ‘Ps’ Approach
- Proven Intervention Strategies
- Managing Q & A Sessions
- Deciding on Type of Support Needed
- Developing Presentation Aids
- Eliminating Distractions
- Using Visuals as a Guide
- Creating Impact with Visuals
- Introduction of Speakers
- Impromptu Speaking: Listening, Thinking & Speaking
- Presenting with Humour
- Business Presentations
- Communicating with the Opposite Sex
- Multicultural Communication
- Persuasive Presentations
- Strategies to Inspire Your Audience
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
EFFECTIVE PRESENTATION SKILLS
Introduction
In today’s environment, the ability to communicate effectively will give you the competitive advantage. When you speak, it is important that your message is delivered in an interesting and easily understood manner. Equip yourself with a range of skills to create impact and get sales results. This two-day inspirational program is designed to develop participants’ potential and capability as a communicator to present effectively to an audience of any size.
Objectives
- Project first impressions that last.
- Identify behaviours that enable you to influence others effectively.
- Learn to use ENERGY and ACTION effectively.
- Design attention-getting and focused presentations.
- Master presentation delivery skills to connect with the audience.
Outline
Managing The Fear Of Speaking
- Formula For Audience Satisfaction
- Understanding The Fears Of Speaking
- Strategies to Manage Fear
- Steps to Build Self-Confidence
Creating First Impressions
- Vital Communication Skills
- Ways To Present A Positive Image
- Posture, Poise and Presence
- Presenting to Different Personality Types & Learning Styles
Fundamentals of Presentation
- The Most Compelling Subjects
- Non-verbal Techniques to Enhance Impact
- Impact of Voice and Vocal Variety
- “Tools of the Trade” to convey message
Organisation and Delivery Skills
- Organising Material for Maximum Impact
- Effective Scripting Techniques
- Achieving Attention, Retention and Action
- Closing Techniques for any Presentation
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
1 or 2 days
EFFECTIVE PRESENTATIONS AND SEMINAR ORGANISATION SKILLS
Introduction
The prospective client of today is better informed about financial matters and the competition for that client is greater than before. It now becomes more important that for you to reach and interest that prospect with your services before the competition does. The key to winning people to accept your ideas is dependent on your ability to communicate in an interesting and enthusiastic manner. You’ll learn to use powerful communication tools and techniques to create impact in your presentations and seminars. The foundations of this inspirational program are the three pillars of substance, structure and style supported by planning, practicing and presenting. This workshop provides participants with the right approaches from organizing, managing and presenting at seminars effectively.
Objectives
- Identify Vital Communication Skills
- Master the Right Strategies And Skills to Connect with the Audience
- Understand and Respond to different behaviour and learning styles
- Create a checklist for managing Sales Seminars Effectively
- Develop Effective Strategies To Attract People To Your Seminar
- Demonstrate the Ability to Organize And Manage Seminars
Outline
Day 1
Vital Presentation Skills- Formula for Audience Satisfaction
- Managing the Fear of Speaking
- 8 Vital Communication Skills
- Creating Positive First Impressions
- Utilize the Components of Image and Body Language to Get Attention.
- Verbal & Non-verbal Techniques to Create Impact
- Audience Analysis – Presenting to Different Behaviour and Learning Styles
- Choosing the Right Words, Action and Techniques
- Organizing Material for Maximum Impact
- Effective Scripting Techniques
- Achieving Attention, Retention and Actions
- Closing Techniques for Any Presentation
Day 2
Seminar Sales Presentation Techniques- Understand the Purpose and Objectives of Seminars Sales Approach
- Developing SMART Objectives For Seminars
- Key Factors That Influence Success of Seminar Sales Approach
- Planning the Seminar And Setting The Process
- Planning Tools And Checklist For Seminars
- Selecting And Evaluating Venues and Topics for Seminars
- Creative Approaches To Attract People To Your Seminar
- Seminar Organisation Guidelines
POWER OF PERSUASION
Introduction
In today’s environment, it is important to communicate effectively. In the fast changing environment of today, success belongs to highly motivated, responsible and focused individuals with the ability to communicate effectively to solve problems and manage expectations of different people. The focus of This workshop is to provide participants with the strategies and skills to communicate using the power of persuasion effectively. This workshop provides participants with the performance language of power persuaders to meet the different challenges and situation when communication with different people.
Objectives
- Develop Vital Persuasive Communication Skills
- Project Confidence, Credibility and Likeability
- Manage Barriers to Persuasive Communication
- Apply the Knowledge to Persuade and Influence Different Behaviours and Learning styles.
- Identify and Effectively Manage Challenging Situations and Sensitive Situations in a Professional Manner
- Organize Ideas Into Persuasive Presentation
- Develop Persuasion Strategies to Influence Your Audience
Outline
Day 1
Vital Persuasive Communication Skills- Inner Game of Persuasion – Mindset and Skillset
- Formula for Satisfaction - Managing Fear of Speaking
- Creating Positive First Impression
- Understand The Principles Of Persuasion to Influence Others
- Factors Affecting Effective Communication
- Common Barriers to Listening
- Influencing With Attention
- Listening Skills to Influence
- Understand Different Behaviours and Personalities
- Awareness of Different Learning Styles to Influence
- Understanding and Responding to Different Styles of Communication - Building Trust And Rapport
- Ways to Persuade Different People
Day 2
Power Persuaders Toolkit- Verbal and Non Verbal Techniques of Power Persuaders
- Communication Tools for Persuading and Influencing
- Impact of Voice and Vocal Variety in Persuasion
- Choosing the Right Words, Actions and Techniques to Persuade
- Responding to Hostile Situations - Managing Conflicts Using Persuasion Techniques
- Dealing with Differences - Managing Emotions Giving and getting Feedback
- Eight Ways to Persuade the Angry Person
- Characteristics that Work Against Meeting of Minds
- Choosing the Right Strategy - Influencing Others Using The 6 Principles of Persuasion
- Creating Trust & Establishing Rapport
- Four Stages of Persuasion
- Persuasive Communication To Gaining Cooperation
POWER PERSUASION AND BUSINESS PRESENTATION SKILLS
Introduction
Technological advancement and complex marketing with the ability to communicate effectively will give you the competitive advantage. In the fast changing environment of today, success belongs to highly motivated responsible and focused individuals with the ability to communicate effectively. This 2-day inspirational program is designed to develop participants’ potential and capability as a communicator to persuade and influence audience of any size.
Objectives
- Project confidence, credibility and likeability when presenting to a large audience.
- Master skills to persuade and influence your audience
- Identify and apply the knowledge to persuade and influence different personalities and learning styles.
- Effectively handle challenging communication strategies
- Organize ideas into persuasive business presentation
- Develop persuasion strategies to influence the audience
Outline
Day 1
Vital Communication Skills- Formula for Audience Satisfaction
- Managing the Fear of Speaking
- Creating Positive First Impression
- Ways to Project Charisma to Create Impact
- Factors Affecting Effective Communication
- Common Barriers to Listening
- Influencing With Attention
- Listening Skills to Influence
- Presenting to Different Personality Types
- Awareness of Different Learning Styles to Influence
- Understanding and Responding to Different Styles of Communication
- Eight Critical Ways to Persuade Different Personalities
Day 2
Power Persuaders Toolkit- Verbal and Non-verbal techniques of Power Persuaders
- Tools for Persuading and Influencing
- Impact of Voice and Vocal Variety in Persuasion
- Choosing the Right Words, Action and Techniques to Persuade
- Choosing the Right Strategy
- Creating Trust & Establishing Rapport
- Four Stages of Persuasion
- Persuasive Speeches
- Responding to Hostile Situations
- Dealing with Differences
- Eight Ways to Persuade the Angry Person
- Characteristics that Work Against Meeting of Minds
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
PRESENTING WITH HUMOUR - Breaking Sale Performance Barriers
Introduction
Presentations need not be dead serious presentations delivered with a “Professional Attitude” that bores the audience. Professional presenters have come to realize that humorous presentations get audience attention, retention and action. This inspirational workshop delivered with humour provides participants with a complete toolkit of action oriented real world examples. Participants will gain an insight to the strategies and skills on how to turn an ordinary presentation into a dynamic and humorous presentation that will be memorable.
Objectives
- Learn about the types of humour used in professional presentation.
- Effective use of humour to inspire creativity and communication.
- Utilize different types of humour to appeal to different communication and learning styles
- Develop a systematic process for scripting humour in presentations
- Design, develop and deliver presentation with humour.
Outline
- Creating First Impressions - Building Rapport and Connecting With Your Audience
- Determining Your Humour Quotient
- Humour Presentation Using the Vital Communication Skills
- Managing the Fear of Using Humour in Presentation
- Effective Ways to Injecting Humour To Get Attention, Retention and Action
- Ways to Manage Difficult Situations when Humour Fails and Avoiding Pitfalls
- Using Stories to Spice Up Your Speech with Humour
- Observe Humour in Action - Strategies & Secrets behind Successful Humour Presentation
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2.5 Hours
PUBLIC SPEAKING
Introduction
Today, presentations and public speeches are very much a part of every executive’s responsibility. What distinguishes the successful professional from everyone is the ability to speak confidently to any audience.
When you speak, it is important that your message is delivered in an interesting and easily understood manner. Our communication skills reflect our ability and confidence. More importantly, the way we speak has a profound influence in our relationship with people. This breakthrough session is designed to equip participants with a range of public speaking techniques and skills to create impact and get results.
Objectives
- Project Lasting First Impressions and Confidence When Speaking In Public.
- Learn to Speak to a Large Audience and in Corporate Environment Confidently
- Transform the Fear of Speaking into Energetic Interaction With The Audience
- Utilise Verbal, Vocal and Visual Elements to Create Impact
- Learn Effective Speech Scripting Techniques
- Learn Effective Impromptu Speaking Techniques
Outline
- Managing the Fear of Speaking
- Formula For Audience Satisfaction
- Strategies to Manage Fear
- Steps to Building Self-Confidence When Speaking in Public
- Creating First Impressions
- Vital Communication Skills
- Power of Gestures And Body Language
- Impact of Voice and Vocal Variety
- Effective Scripting Techniques
- Achieving Attention, Retention and Actions
- Closing Techniques for Any Presentation
- Introduction of Speakers
- Impromptu Speaking: Listening, Thinking & Speaking
- Responding to Hostile or Difficult Situations
- Strategies To Inspire Your Audience
- Communicating with Confidence
Methodology
This two-day experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Customer Service
ANALYSING CUSTOMER BEHAVIOUR AND BODY LANGUAGE
Introduction
Rapid globalization and constant change in our inter-connected world no longer allow people to continue with the tradition of doing activities or business within their own ethnic community.
Work and social relations have gone sour not because of personality factors but often because of ineffective communication and misreading of verbal and non-verbal communication signals amongst the people living in a multicultural environment. Behaviour focused selling is more than learning how to close the sale, its about our ability to influence decision making by analysing customers behavioural responses.
Objectives
- Activate your personal presence and power
- Utilise Verbal, Vocal and Visual Elements to Create Impact
- Identify behaviour that enables you to influence others effectively
- Develop skills to identify buying and closing signals
- Improve ability to analyse customer behaviour to make sales presentations convincing and compelling
Outline
- Effective Customer Communication Skills
- Analyzing Customer Behaviour and Body language
- Understand the Importance And Impact Of Customers Behaviour on Sales
- Understanding and Responding To Different Personality and Learning styles
- Developing a Customer Focused Sales Presentation
- Detecting Deception and Resistance
- Identifying Buying & Closing Signals
- Influencing Buying Behaviour by Identifying Unstated Concerns
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
ANTICIPATING AND MANAGING CUSTOMERS QUESTIONS INTELLIGENTLY
Introduction
The key to understanding and influencing customers is not only being able to ask the right questions but also being able to anticipate and respond to questions effectively. Anticipating And Managing Customers Questions allows you to identify clearly and to qualify early their concerns and needs. Anticipating questions also helps reveal the customer’s decision making process and avoid the common selling mistakes
By focusing on key words in the questions asked, you will be able to understand and respond effectively to the customers’ current situations and concerns. It helps in building rapport and trust with clients and enable you to Emphasize on Strengths and Reframe Weaknesses accordingly.
Objectives
- Develop The Right Strategies And Skills To Anticipate And Manage Questions
- Understand The Persuasive Power In Anticipating And Responding To Questions
- Know The Different Classifications of Questions To Respond Effectively
- Focus On Key Words Contained In Questions To Uncover Needs And Concerns
- Using Key Words And Themes In Questions To Collect Critical Data To Influence
- Structure A Planned Approach To Emphasize Strengths And Reframe Weaknesses
Outline
- The Inner Game – Mindset And Skillset In Anticipating And Managing Questions
- Rules Of Engagement When Anticipating And Handling Questions
- Sources And Classification Of Questions From Customers
- Build Trust And Rapport By Anticipating Questions And Providing Right Responses
- Keys To Be Effective In Anticipating And Responding To Questions
- Identify Keys Words And Themes In Questions To Uncover Needs And Concerns
- Focus On Key Words In Questions To Help Identify Customers Decision Making Process
- Structure A Planned Response Process To Emphasize Strengths And Reframe Weaknesses
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
CUSTOMER SERVICE – THE ADVANTAGE
Introduction
Like a game of chess, smart customer management requires intelligent strategies without unnecessary moves, moves that will cost you in the long run. In the fast changing environment, having job competency or knowledge to use the latest technology is insufficient to provide customer satisfaction. With the right strategies and skills, the organisation will have the ability to stay ahead of the change curve to identify opportunities and respond effectively to customers. This 2-day breakthrough session is designed to give participants a powerful new focus and equip them with a range of skills to create impact on customer’s satisfaction and gain customer loyalty.
Objectives
- Master the formula for customer satisfaction
- Techniques for communicating and responding effectively with Customers.
- Learn to manage difficult situations
- Moving beyond service and satisfaction for the competitive advantage
- Implement strategies to retain customers and increase customer loyalty
- Develop effective Interpersonal Communication And Problem Solving Skills
Outline
Day 1
- The Inner Game of Customer Satisfaction - Qualities of Service Professionals
- Formula For Customer Satisfaction - Expectations Of Today’s Customers
- Setting Customer First Objectives-Analyzing Customer Needs
- Understand the Importance And Impact Of Serving Both Internal And External Customers
- Effective Customer Communication Skills - Creating First Impressions
- Developing a Customer Focused Culture-Service Standards Of Excellence
- Understanding And Responding To Different Customer Personality and Learning Styles
Day 2
- Managing Customer Expectations
- Problem Solving Techniques for Customer Satisfaction
- Managing Difficult Situations and Customers’ Complaints
- Creating Customer Focused Business Processes
- Making Customer Focused Decisions – Adding Exceptional Value
- Simple Strategies and Ideas To Satisfy Customers
- Service Reviews to Build Relationship and Customer Loyalty
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
CUSTOMER SERVICE – THE ATTITUDE
Introduction
We face a future of increasing complexity, exploding information flows and greater uncertainty. In today’s volatile business environment yesterday is ancient history. For organisations to thrive in a challenging environment, it must keep pace with customers changing needs and expectations. Putting customers first will ensure that you will be able to anticipate their expectations and satisfy them. This workshop looks at the challenges of providing effective customer service to the better-educated customers of today. This program will capture participant’s imagination and give them the performance language and tools needed to provide customer satisfaction.
Objectives
- Identify the vital determinants of success for Customer Satisfaction
- Choosing the right words and strategy to communicate with customers
- Use the right techniques and tactics to manage customer expectations
- Learn to manage difficult people and sensitive situations in a professional manner.
- Become Self-motivated to provide excellent customer service
Outline
- Vital Determinants of Success For Customer Service and Satisfaction
- Creating A Customer First philosophy – The ‘Right Mindset’
- Creating First and Last Impressions-The ‘ATTITUDE’
- Qualities of a Good Customer Service Professional - ‘K.A.S.H’
- Understanding Personal Responsibility towards Customer Care and Profitability
- Communicating Effectively with Customer - ‘Critical Skills’
- Becoming Self-motivated to Provide Customer Service Excellence
- Strategies and skills that get Customers Attention and Action and Loyalty
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
1 day
CUSTOMER SERVICE - One-Day Executives
Introduction
In the face of daily challenges from competition and changes in the business environment, staying ahead is a relentless task. To succeed in an environment of constant change, we need to have the right strategies and skills. The winners of today will be those who stays ahead of the change curve, constantly redefining their strategies, sharpen their skills, creating new opportunities and reinventing to gain the competitive advantage through customer satisfaction.
Objectives
- Recognize the variables that affect Customer Satisfaction
- Identify The Critical Success Factors For Customer Satisfaction
- Create successful service culture to meet customers’ expectations
- Develop Effective customer management strategies and problem solving skills.
- Develop strategic alternatives and select the best strategy
Outline
- Critical Success Factors of Customer Focused Organizations
- Effective Customer Communication Skills - Creating First Impressions
- Developing Highly Motivated Individuals and Teams with a Customer First Mindset
- Distinguish Importance And Impact Of Serving Both Internal And External Customers
- Response Strategies for Managing Different Personalities and Difficult Service Situations
- Understanding the Stages in the Performance Cycle that Impact Customer Satisfaction
- Dynamic Performance Model - Problem Solving and Decision Making Techniques
- Choosing the Right Strategy to Maximize on Opportunities – A Customer Focused Strategy
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
1 day
EFFECTIVE CUSTOMER SERVICE & SALES STRATEGIES AND SKILLS
Introduction
Professional selling isn’t a hit or miss proposition. It is a practical and consistent application of well-developed, well-refined selling skills and abilities. It is the skill to capture and hold customers’ interest while presenting the benefits of your product in a powerful, convincing way. Participants will learn telephone sales process and how it is affected by each customer’s particular situation. The skills taught and learned will boost company’s sales and profitability. Participants will be able to pinpoint customer concerns over the phone and determine how their company and product can provide meaningful value to the customer, even in a competitive environment.
Objectives
- Learn to Utilize Telephone As a Powerful Tool to Develop Good Customer Relations.
- Develop the Ability to Turn Enquiries Into Sales Opportunities.
- Learn Effective Ways to Answer Objections, Meet Sales Resistance and Obstacles To Buying.
- Develop Effective Interpersonal Communication And Problem Solving Skills
- Learn to Manage Difficult People and Sensitive Situations In A Professional Manner.
- Choosing the Right Words and Strategies to Communicate With Customers
Outline
One-Day
- The Inner Game of Customer Satisfaction - Formula For Customer Satisfaction
- Expectations Of Today’s Customers - Building Trust And Rapport On The Phone
- Effective Customer Communication Skills - Creating First Impressions
- Communication Strategies - Making And Taking Sales And Service Calls Without Fear
- Understanding Personal Responsibility towards Customer Care and Profitability
- Managing Difficult Situations and Customers’ Complaints And Objections
- Managing Undesirable & Unqualified Calls - Managing Service Calls To Angry Customers
- Communicating With Different Races on The Phone
- Importance And Impact Of Serving Both Internal And External Customers
- Strategies and Skills That Get Customers Attention, Action and Loyalty
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
1 day
SALES AND CUSTOMER SATISFACTION SKILLS FOR LUXURY BRAND SALES PROFESSIONALS
Introduction
Selling luxury brands is about exceeding expectations, delighting and surprising. We all know that consumers of luxury brands tend to have higher expectations than that of traditional consumers. They tend to be more sophisticated and sensitive to dubious tactics and do not have the patience when it comes to aggressive salespeople. Today we are challenged in new ways in this economic climate, where affluent customers go in search of great experience when shopping and can travel anywhere to get premium brands with premium service. A luxury brand sales professional is an advisor, an expert product consultant who acts purely on the behalf of the client’s benefit. This program provides the participants with strategies and skills into establishing a person-to person relationship as opposed to a salesperson-to-customer relationship.
Objectives
- Understand what Luxury Is and The Affluent Customers
- Buying Behaviours Of Luxury Brand Customers
- Defining Quality - Moving Beyond Service And Satisfaction To Delight
- Awareness of Luxury Trends and Market Analysis To Create Impact
- Create Excitement and Passion When Working With Affluent Customers.
Outline
Day 1
- Introduction To Luxury Selling And Serving the Affluent
- Personal And Professional Brand Image To Influence The Affluent
- Creating A Client Experience With First Impressions.
- Role As A Luxury Brand Ambassador Not A Sales Person
- Quality Service And Satisfaction As Defined by Affluent Customers
- Building Trust And Loyalty With The Affluent
- Understanding The Psychological And Emotional Aspects Of The Purchase
Day 2
- Influencing Buying Behaviour and Service Expectations
- Price Is Just One Of The Many Factors- Value Differentiators
- Objections Should Be Treated As Opinions Based On Customers Experience
- Turning Every Contact Into A Delightful Experience For The Affluent
- Analysing Complaints, Compliments And Competitors To Influence
- Assuring And Reasoning When Sale Is Concluded
- Time And Timing- 5636 Approach - “Top Of The Consciousness Principle”
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
Leadership
“BRAND ME” - RECRUITING FOR RESULTS
Introduction
The cornerstone for growth is through recruitment and selection of the right people for your organization. The competitive environment of today continues to pose a challenge to attract the best talents. The best performing teams in any organization are those that have a systematic approach and selection process for new recruits and successful retention program through retraining of the poor performers.
To be successful, you need to adopt a strategic approach, this session will provide you with the opportunity to hear and share how to make the best use of recruitment resources, tools and methods to solving your recruitment and selection process to bring about personal and organizational growth.
Objectives
- Identify The Critical Success Factors – Setting Recruitment and Selection Criteria's
- Improve Recruitment And Retention for Agency And Organizational Growth.
- Identify Recruits Matching Agency Culture and Opportunities – Ideal Agent Profile.
- Improve Recruitment and Selection Closing Ratio Through A Systematic Process.
- Demonstrate the Ability to Organize And Manage Recruitment Seminars
- Develop Creative Approaches To Attract Talent - Recruiting on the Move
Outline
Day 1
- Inner Game-Recruitment Mindset And Skills Set
- Basic Principles For Quality Recruitment
- Critical Success Factors of Agents that Leads to Growth
- Creating The Ideal Agent Profile And Targeting The Right Candidate
- Using the Right Strategies & Skills for Recruitment
- Setting Recruitment Objectives – The Internship Conversations And Conversions
- Monitoring and Measuring Recruitment Activity
Day 2
- Effectively Communicating The Career Performance And Expectations
- Toolkit for Recruitment and Making the Best of Resources
- Effective Agent Interview And Selection Techniques
- Conducting Effective Recruitment Seminars
- Social Recruitment Techniques
- Automating The Recruitment Process
- Effective Approaches To Attract Talent- Recruiting on The Move A Daily Activity
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, fieldwork and participants’ presentations.
COACHING & LEADING HIGH PERFORMANCE SALES TEAMS
Introduction
We face a future of increasing complexity, exploding information flows and greater uncertainty in the global business environment. In today’s volatile business environment yesterday is ancient history.
This experiential training program will provide your team with the right strategies and skills to identify opportunities and respond effectively. This program is designed to optimize individual talents, align team thinking and Excite teams with Enthusiasm and Energy with the intensity to meet establish sales goals. It will help to develop the mindset and skills essential for achieving sustained high performance and succeed in a highly competitive, complex and technology-driven changing global marketplace.
Objectives
- Develop Effective Skills For Managing And Leading For Sales And Personal Success.
- Understand and Use The Right Sales Approaches For Results
- Recognise and Avoid Psychological Performance Traps That Impact Results.
- Understand Behaviours In The Performance Cycle And Apply Right Interventions
- Monitoring Sales Activities and Analysing Ratios For Improving Performance
- Develop Critical Skills For Coaching Sales Teams for Performance
Outline
- Vital Determinants of Success of High Performance Sales Teams
- Essential Areas In Planning For Sales Performance And Goal Achievement
- Understanding Behaviours in the Performance Cycle That Impact Results
- Leadership Intervention Strategies To Inspire People in the Performance Cycle
- Analysing and Tracking Sales Activities-Sales Performance Gap Analysis
- Process To Monitoring And Measuring Sales Activities For Effectiveness and Efficiency
- Using The Sales Funnel Process To Benchmark Results and Identify Skills Gaps
- Establishing And Evaluating Sales Performance Standards
- Understand and Correctly Use the Right Approaches And Tools For Results
- Linking Sales Force Performance To Business Strategy
- Managing Different Sales Challenges From Pricing To Sales Process
- Utilise Checklist and Sales Tools For Improving Sales Performance
- Coaching And Motivating Effectively For Performance and Growth
Methodology
This experiential workshop will be facilitated through a variety of creative activities and techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
LEADERSHIP FOR SIGNIFICANCE
Introduction
In a rapid changing environment, having job competency or knowledge to use the latest technology is insufficient to get results. The competitive environment of today continues to pose a challenge to attract the best talents. The key to peak performance is based in your leadership skills and ability to stay ahead of the change curve, equip with the right strategies and skills to respond effectively.
The best performing teams in any organization are those that have a systematic approach and selection process for new recruits and successful retention program through retraining of the poor performers. This session is designed to inspire and provide participants with the right tools to lead teams to peak performance and achieve success.
Objectives
- Develop Effective Leadership Strategies and Skills for High Performance
- Understand Team Development Stages and Performance Cycle of Teams
- Understand Behaviours In The Performance Cycle
- Improve Recruitment And Retention for Agency And Organizational Growth
- Develop Creative Approaches To Attract Talent - Recruiting on the Move
Outline
- Inner Game-Mindset And Skills Set For Significance
- Critical Factors for Personal Success And Team Performance
- Stages Of Team Development Stages- Avoiding Psychological Performance Traps
- Understanding And Influencing Behaviours in the Performance Cycle
- Using the Right Strategies & Skills for Recruitment
- Monitoring and Measuring Recruitment Activity - Toolkit for Recruitment
- Creative Approaches To Attract Talent-Recruiting on the Move
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques.
PERSONAL LEADERSHIP - Increasing Sales Productivity and Performance
Introduction
With business transformation taking place all over the world, the selling profession is in a massive state of change. Old ways of selling is being challenged in the digital era where the internet, globalisation and commoditization of entire products and services has resulted in the sales person is losing control as the driver of the sales process.
The challenging business environment has placed tremendous pressure on sales force to deliver results and become ruthlessly efficient. The economic pressure in our business environment demands that sales organisation become more efficient and effective while reducing cost and the sales people to be more productive, doing more with less. The right tools and sales strategies can help organisation to reduce costs and enjoy increased productivity and sales performance.
Objectives
- Understand The Challenges To Sales Productivity and Performance
- Identify Unproductive Behaviours and Activities That Inhibit Sales Performance and Productivity
- Reinforce Effective Sales Behaviours That Increases Sales Productivity and Performance
- Align Technology and Processes to Increase Sales Performance and Productivity
- Identify and Use Current Digital Technologies To Increase Sales and Productivity
- Pinpoint Performance Gaps and Develop Coaching Plans To Improve Sales Productivity and Performance
Outline
- Essential Areas In Planning To Increasing Sales Performance And Productivity
- Changes And Challenges That Impact Sales Performance and Productivity
- Different Aspects Of Sales Productivity That Impact Sales Performance
- Key Drivers For Sales Performance And Productivity
- Factors To Consider In The Sales Improvement Process
- Benefits Of Using Social Networking As A Tool For Increasing Performance And Productivity
- Leveraging on Technology and Social Media To Increase Sales Performance And Productivity
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
PERSONAL LEADERSHIP - Recruiting For Results
Introduction
The cornerstone for growth is through recruitment and selection of the right people for your organization. The competitive environment of today continues to pose a challenge to attract the best talents. The best performing teams in any organization are those that have a systematic approach and selection process for new recruits and successful retention program through retraining of the poor performers.
To be successful, you need to adopt a strategic approach, this session will provide you with the opportunity to hear and share how to make the best use of recruitment resources, tools and methods to solving your recruitment and selection process to bring about personal and organizational growth.
Objectives
- Identify The Critical Success Factors – Setting Recruitment and Selection Criteria's
- Improve Recruitment And Retention for Agency And Organizational Growth.
- Identify Recruits Matching Agency Culture and Opportunities – Ideal Agent Profile.
- Improve Recruitment and Selection Closing Ratio Through A Systematic Process.
- Develop Creative Approaches To Attract Talent - Recruiting on the Move
Outline
- Inner Game-Recruitment Mindset And Skills Set
- Critical Success Factors of Agents that Leads to Growth
- Creating The Ideal Agent Profile And Targeting The Right Candidate
- Using the Right Strategies & Skills for Recruitment
- Monitoring and Measuring Recruitment Activity
- Toolkit for Recruitment and Making the Best of Resources
- Creative Approaches To Attract Talent
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, fieldwork and participants’ presentations.
PERSONAL LEADERSHIP - The Art Of Making Sales Conversation
Introduction
Many people find it difficult to carry on a business conversation or undertake “small talk”, but if you do it right, the payoff can be big. The late Mark McCormack, founder and chairman of International Management Group (now IMG) once said, “All things being equal, people will buy from a friend. All things being not quite so equal, people will still buy from a friend”. So the first step to starting a potential business relationship would be trying to know the other party better. Yet, we cannot simply fire a barrage of questions at the other party. There has to be give and take. The simplest way to engage in this give and take would be to make small talk.
The Art of Conversation Making discusses the whole process of making small talk from the rationale for making small talk, to making follow up plans. The workshop will cover initiating a conversation, carrying on a conversation and exiting the conversation. Also covered are language tips, interpersonal skills and cultural awareness.
Objectives
- Develop Communication Skills To Start Sales Conversation
- Understand Impact of Casual Conversation In Sales.
- Know The Essentials Of Conversation Making
- Understand Importance of Creating “ The Moments” in Daily Interactions
- Develop Elevator Sales Conversation
Outline
- Introduction To Art Of Sales Conversation Making
- Why, When And How To Start A Conversation - The value of small talk
- Essential Sales Conversation Skills
- Creating Positive First Impressions- The First Few Minutes
- Understanding The Sales Communication Process and Its Influence And Impact
- Establishing Credibility, Trustworthiness and Rapport
- Getting Attention and Giving Compliments – Conversation Starters
- Elevator Sales Pitches and Casual Conversations
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
PERSONAL LEADERSHIP STRATEGIES & SKILLS
Introduction
In a rapid changing environment, having job competency or knowledge to use the latest technology is insufficient to get results. The key to peak performance is based in your leadership skills and ability to stay ahead of the change curve, equip with the right strategies and skills to respond effectively. This session is designed to inspire and provide participants with the right tools to lead teams to peak performance and achieve success.
Objectives
- Develop Effective Leadership Strategies and Skills for High Performance
- Identify Barriers to Communication and Team Success.
- Understand Team Development Stages and Performance Cycle of Teams
- Understand Behaviours In The Performance Cycle
- Develop Effective Interpersonal Communication and Problem Solving Skills
- Develop Strategies And Skills To Motivate And Inspire Self And Others
Outline
Day 1
- Fundamentals of High Performance Teams And Personal Leadership
- Traits, Skills and Behaviours of Effective Leaders
- Critical Factors for Personal Success And Team Performance
- Vital Communication Skills for Personal & Organisational Success
- Understanding the Communication Process And Barriers to Communication
- Behaviour Focused Communication – Keys to Influencing and Leading People
- Moving Beyond Goal Setting To Goal Achievement
Day 2
- Team Development Stages Influencing Results-Avoiding Psychological Performance Traps
- Understanding And Influencing Behaviours in the Performance Cycle
- Leadership Intervention Strategies To Inspire People in the Performance cycle
- Influencing And Enhancing Positive Working Relationship With Others
- Systematic Approach to Problem Solving and Decision Making
- Managing Difficult People and Situations-Choosing the Right Strategy
- Leadership Skills And Techniques to Influencing And Motivating Self And Others
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
PERSONAL SALES LEADERSHIP - Breaking Sales Performance Barriers
Introduction
In a rapid changing environment, having job competency or knowledge to use the latest technology is insufficient to get results. The key to peak performance is based in your leadership skills and ability to stay ahead of the change curve, equip with the right strategies and skills to respond effectively. This session is designed to inspire and provide participants with the right tools to lead teams to peak performance and achieve success.
Objectives
- Develop Effective Leadership Strategies and Skills for High Performance
- Identify Barriers to Communication and Team Success.
- Understand Team Development Stages and Performance Cycle of Teams
- Understand Behaviours In The Performance Cycle
- Develop Effective Interpersonal Communication and Problem Solving Skills
- Develop Strategies And Skills To Motivate And Inspire Self And Others
Outline
One Day Session 9am - 6pm
- Fundamentals of High Performance And Personal Leadership
- Critical Factors for Personal Success And Sales Performance
- Vital Communication Skills for Personal & Organisational Success
- Understanding the Communication Process And Barriers to Communication
- Behaviour Focused Communication – Keys to Influencing and Leading People
- Moving Beyond Goal Setting To Goal Achievement
- Understanding And Influencing Behaviours in the Performance Cycle
- Influencing And Enhancing Positive Working Relationship With Others
- Managing Difficult People and Situations-Choosing the Right Strategy
- Leadership Skills And Techniques to Influencing And Motivating Self And Others
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
RECRUITMENT AND SELECTION STRATEGIES AND SKILLS
Introduction
The cornerstone for growth is through recruitment and selection of the right people for your organization. The competitive environment of today continues to pose a challenge to attract the best talents. The best performing teams in any organization are those that have a systematic approach and selection process for new recruits and successful retention program through retraining of the poor performers.
To be successful, you need to adopt a strategic approach, this session will provide you with the opportunity to hear and share how to make the best use of recruitment resources, tools and methods to solving your recruitment and selection process to bring about personal and organizational growth.
Objectives
- Identify The Critical Success Factors – Setting Recruitment and Selection Criteria's
- Improve Recruitment and Retention For Agency and Organizational Growth.
- Develop An Ideal Agent Profile - Improve Recruitment and Selection Ratios.
- Demonstrate the Ability to Organize And Manage Recruitment Seminars
- Develop Creative Approaches To Attract the Right People
- Techniques to Recruiting on the Move
Outline
- Inner Game-Recruitment Mindset And Skills Set
- Critical Success Factors of Agents that Leads to Agency Growth
- Creating The Ideal Agent Profile And Targeting The Right Candidate
- Setting Recruitment Objectives and Selection Criteria
- Effective Agent Interview And Selection Techniques
- Monitoring and Measuring Recruitment Activity
- Toolkit for Recruitment and Making the Best of Resources
- Recruitment Strategies and Skills
- Conducting Effective Recruitment Seminars
- Recruiting on The Move A Daily Activity
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Personal Development
CHOICES, CHANGES AND CHALLENGES IN MAKING A SUCCESSFUL CAREER
Introduction
Today’s knowledge revolution, having launched a gigantic “Third Wave” of economic, technical and social change is forcing people to operate in a continually shifting environment. We now have to be reminded that the future will not be a continuation of the past. It will be a series of discontinuities and accepting these will give us a chance of success. The rate of change is not an option.
Successful people of the future will be those who have developed the ability to make new career choices confidently and successfully in a world of rapid Changes and Challenges. Every individual has an equal opportunity to succeed when their talent is nurtured with the right strategies and skills. This inspirational session is designed to help participants develop their personal potential and lead to goal achievement and superior performance to reach their goals in their careers or when making new career choices.
Objectives
- Understand Challenges to Goal Achievement in a Changing Environment.
- Factors Affecting Individual’s Approach towards Change and Challenges
- Moving Beyond Goal Setting To Goal Achievement In Your Career
- Identify Strategies That will Allow you to Succeed in An Environment of Change.
Outline
- Career Success Is a Matter Of Choice Not Chance - Mindset and Skillset
- Common Obstacles And Challenges to Goal Achievement In A New Career
- Strategies to Meeting Changes and Challenges In Career Choices
- Avoiding Psychological Performance Traps In Your Career Path
- Achieving Consistent Success In An Environment of Change
- Staying Focused On The Route To Personal and Career Success
- Developing A Passion And Purpose In Performance For Personal Success
Sales & Marketing
CONSULTATIVE SELLING SKILLS
Introduction
The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features and benefits you offer. These days, selling isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it. This program teaches the process of developing problems into needs that can be satisfied by closing the sale. Successful sales professionals understand the importance of selling to customers’ needs. But the top professionals understand how to actually create and develop needs before presenting solutions.
Objectives
- Be aware of the difference between consultative selling and other common sales approaches
- Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.
- Demonstrate techniques on bringing value to customers and prospects using consultative tactics and strategies
- Gaining important insights into the customer's and prospect's decision-making process and mind-set
- Synchronize sales tactics and techniques with customers buying style and help them to make buying decisions.
- Utilize the right sales strategy and tools to provide solutions for different customers and situations
Outline
Day 1
- The Consultative Sales Process
- Principles of Consultative Selling
- Identifying Consultative Sales Situations
- Power Of Pre Call Planning In Consultative Selling
- Consultative Selling Toolkit
- Moving From Selling Strategies To Buying Strategies-Beyond Transactional Selling
- Understand How Different Buyer Needs And Behavior Types Influence The Sales Process
Day 1
- Recognize The Factors That Affect Buyer Behavior In The Consultative Sales Process
- Building Value Through The Consultative Sales Process- Identify Opportunities To Add Value
- Questioning And Interviewing Techniques To Determine Buyer Attitudes, Situations And Priorities
- Determining Needs And Directing Benefits To Meet The Customer’s Situation
- The Right Techniques To Communicating Value and Recommended Solutions
- Consultative Selling Tools that Influence Closing –Right Ideas and Words to Add Exceptional Value
- Creative Solutions and Options To Get Customers Commitment –The “Close”
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
CREATIVE SELLING STRATEGIES & SKILLS
Introduction
Creative Selling Strategies program is designed to help sales professionals achieve increase sales effectiveness without unnecessary moves that will cost in the long run. The sales process learned in this workshop will help sales professionals probe to discover the unique needs and real issues of each customer and link solutions to create impact on sales. Creative Selling Skills workshop can help you bridge the gap between your sales goals and actual results. This highly motivational and exciting session provides sales professionals a methodology that is result driven, systematic and customer oriented.
Objectives
What you will learn:
Precision – How to refine and master the creative sales process with impact.
Performance – How to close sales and achieve your goals in a creative way.
Passion – How to sell with maximum energy, commitment and fun.
Outline
Day 1
- Back to basics –The Creative Approach
- Understanding Innovation and Creativity to Boost Sales
- Factors Affective Creative Selling
- 20 Creative Sales Prospecting Techniques
- Techniques to Getting Attention And Action
- Creative Approaches to Meeting People
- Creative Telesales Strategies
Day 2
- Understanding Behaviour and Learning Styles –Creative ways to influence people
- Establishing Trust and Credibility with Customers
- Choosing the right Closing Approach - Managing sales obstacles
- Understanding and Influencing Prospects’ Decision Making Process
- Creative ways to presenting to Exceed Customers Perception of Value
- 10 Creative Sales Ideas and Techniques
- 10 Time Tested Creative Closing Strategies
Methodology
This highly inspirational experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussions, behaviour modelling, and group learning activities with situational analysis, participants’ presentations and fieldwork.
Duration
2 days
DYNAMICS OF GOAL ACHIEVEMENT
Introduction
Successful men and women use systematic processes and plans to achieve goals. Often people who don’t have a system or a process accomplish little and live their life dissatisfied. Every individual is capable of achieving the goals they set in their lives. The ability to set and achieve goals is a skill that can be learnt. The process of goal setting and goal achievement is one of the most powerful skills that any individual can develop easily. The steps to goal setting and achievement can be learnt through repetition and practice and you will be able to accomplish your dream in a shorter period of time.
Objectives
- Learn about some of the most important ideas and concepts developed in the field of goal setting
- Questions that will help keep you focused on your goals throughout your life
- Use a variety of strategies and skills to accomplish your goals
- Develop your own blue print for personal success
Outline
- Developing a Blue Print for Success
- Common Obstacles to Goal Achievement
- Achieving Consistent Success -The Mind Game
- Charting Your Sales Performance
- Avoiding Sales Pitfalls and Focus on Productivity
- Setting New Goals To Climb Greater Heights
Methodology
This highly inspirational experiential workshop are facilitated through a variety of adult learning techniques, role-plays, lectures, group discussions, behavior modeling, group learning activities with situational analysis and participants’ presentations.
Duration
1 day
KEY ACCOUNT SALES STRATEGIES & SKILLS
Introduction
We face a future of increasing complexity, exploding information flows and greater uncertainty. In today’s volatile business environment yesterday is ancient history.
Like a game of chess, smart management requires intelligent strategies without unnecessary moves, moves that will cost you in the long run. This inspirational program will provide your team with the right strategies and skills to identify opportunities and respond effectively. It will capture your imagination and give you the performance language and tools needed to bring others with you on the high performance journey.
Objectives
- Equip salespeople with key account selling skills.
- Position yourself and your organisation for explosive growth.
- Develop compelling key account sales presentations
- Utilise the right sales strategy and tools to provide solutions for different customers and situations.
- Identify critical sales behaviour demonstrated by high performing professionals.
Outline
Day 1
- Critical Skills for Key Account Sales
- Strategies for Key Account Sales And Management
- Consultative Sales Approach To Closing Key Accounts
- Ways to Develop Profitable Partnership
- Pinpointing Key Account Penetration Opportunities
- Planning Individual Account Penetration
- Compelling key account sales presentations
Day 2
- Using the Right Tools & Techniques
- Understanding Key Account Decision Making Process
- Techniques to Presenting Solutions
- Team Sales Approach
- Creating Impact Through Behaviour Focused Communication
- Influencing Key Account Decision Makers
- Closing Strategies for Key Accounts
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
PROFESSIONAL SALES STRATEGIES & SKILLS
Introduction
With the right tools and techniques everyone can succeed. In the fast changing environment you need the right strategies and skills to identify opportunities and respond effectively. This inspirational session is designed to create a positive impact and get results for growth.
Objectives
- Know the key behaviours which sales professionals use to increase their sales effectiveness.
- Acquire techniques for communicating and responding effectively with people.
- Develop professional skills to move beyond customer retention to customer loyalty.
- Learn the principles of sales which high performing salespeople use to construct winning sales strategies.
- Utilize the newly acquired strategies and skills in actual sales situation.
Outline
Day 1
- Essential Skills for Sales Success
- Meeting Challenges and Managing Change
- Planning Process for Sales Goal Achievement
- Strategies for Peak Performance
- Understanding Personalities in the sales Cycles
- Sharp Shooting for the Right Customers
- Professional Sales Presentation Techniques
Day 2
- Strategies for Managing Common Objections and Difficult Situations
- Sales Questions that Create Impact and Get Results
- Techniques to Influencing Buying Behaviour
- Choosing the Right Strategy
- Time Tested Professional Closing Techniques
- Critical Customer Communication Skills
- Strategies to Generate New Business Through Customer Satisfaction
Methodology
This experiential workshop is facilitated through lectures, group activities, discussions, role-play, case studies, games and situation analysis
Duration
2 days
STRATEGIES AND SKILLS FOR CORPORATE SALES
Introduction
We face a future of increasing complexity, exploding information flows and greater uncertainty. In today’s volatile business environment yesterday is ancient history.
Like a game of chess, smart sales management requires intelligent strategies without unnecessary moves, moves that will cost you in the long run. This inspirational program will provide your team with the right strategies and skills to organise and manage roadshows and seminars effectively.
Objectives
- Develop Effective Seminar Sales Communication Strategies to Engage Customers
- Identify Behaviours That Enable You To Influence Others Effectively At Seminars
- Learn Techniques To Effectively Manage Challenging Questions and Situations.
- Create a Checklist for Managing Seminars And Roadshows Effectively
- Develop Effective Strategies To Attract People To Your Seminar
- Demonstrate the Ability to Organize And Manage Roadshows And Seminars
Outline
- The Inner Game –Mindset or Skill Set
- Vital Determinants for Seminar and Roadshow Sales Success
- Understand the Purpose and Objectives of Seminars Sales Approach
- Developing SMART Objectives For Seminars And Roadshows
- Understand Seminar Sales Communication Process
- Planning Tools And Checklist For Seminars and Roadshows
- Creative Approaches To Attract People To Seminars And Roadshows
- Seminar Sales Presentation Techniques
- Behaviour Focused Sales Strategies
- Ways to Develop Profitable Partnership
- Pinpointing Key Account Penetration Opportunities
- Planning Individual Account Penetration
- Understanding Customers Decision Making Process
- Strategies for Managing Sales Objections and Obstacles
- Influencing Decision Makers -The Right Techniques To Communicating
- Value and Recommended Solutions
- Creative Solutions and Options To Get Customers Commitment –The “Close”
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
STRATEGIES AND SKILLS FOR LARGE ACCOUNT SALES
Introduction
The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features you offer. These days, selling isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help them obtain it. This 2-day inspirational workshop provides you with a well thought process of designing, structuring, planning and closing sales.
Objectives
- Develop the Right Strategies and Skills for Sales Performance and Personal Success
- Recognise Different Buying Behaviours and Learning Styles To Influence Sales Closing
- Develop Effective Ways to Answer Objections and Manage Sales Resistance and Obstacles
- Gain Important Insights into the Customer's Decision-Making Process
- Utilize the Right Sales Strategies and Techniques To Provide Solutions for Different Customer Needs and Situations
Outline
Day 1
- The Inner Game –Mindset and Skills Set
- Vital Determinants for Sales Success
- Understanding Personalities and Behaviours in Sales Situations
- Behaviour Focused Sales Strategies
- Ways to Develop Profitable Partnership
- Pinpointing Sales Opportunities
- Techniques That Get Buyers Attention
- Planning Individual Account Penetration
Day 2
- The Art of Asking the Right Questions at the Right Time to Close
- Understanding Customers Decision Making Process
- Techniques to Presenting Compelling Solutions
- Managing Customers expectations and Identifying Opportunities To Add Value
- Strategies for Managing Sales Objections and Obstacles
- Influencing Buying Behaviour -Creating Favourable Mindset To Buy
- The Right Techniques To Communicating Value and Recommended Solutions
- Creative Solutions and Options To Get Customers Commitment –The “Close”
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
TECHNIQUES TO CLOSING SALES
Introduction
Research found that nine out of ten salespeople reach the end of their sales process before 80% of their customers are ready to buy. Now you can control sales behaviour and gain sales advantage by pushing all the right buttons. This workshop provides you with a well thought process of designing, structuring, planning and closing sales. This 2-day inspirational workshop will provide you with a framework for defining the right situation and moment to call for the action to execute a sale.
Objectives
- Identify critical success skills of top salespeople
- Create a systematic process to closing sales
- Recognise personalities and use the appropriate closing techniques
- Effective new ways to answer objections, meet sales resistance and obstacles to buying
- Gain confidence and motivation to increase closing ratio
Outline
Day 1
- Mindset & Characteristics of Professional Salesperson
- Vital Determinants of success for Closing Sales
- Psychology of Closing – Build Trust & Rapport
- Sales Tools that Influence Closing –Right Ideas and Words to Add Exceptional Value
- Understanding Personality and Learning styles to Influence Buying
- Vital Factors for Closing & Managing Buyer Resistance
- Powerful Sales Presentation Skills to Close
- The Art of Asking the Right Questions at the Right Time to Close
Day 2
- Choosing the Right Closing Approach
- Techniques to get Buyer Attention
- Five Powerful Closing Questions that Leads to Closing
- Tested Responses to Manage Objections and Close
- Seven Objection Closes that Work
- Ways to Present Price and Using Seven Tested Price Closes
- Closing Using Organized Approaches
- Six Professional Closes used by Master Closers
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Duration
2 days
TIME AND SALES ACTIVITY MANAGEMENT
Introduction
The competitive and dynamic nature of today’s marketplace imposes several demands on our time and takes focus away from sales activities impacting sales results and success. Achieving sales effectiveness and success is more a planned process than a focus on year end destination.
The key to not getting caught up in doing a task or a goal simply for the sake of doing is to start with the end result you desire and setting forth on the activities to help you achieve that goal. A study of top performing sales professional’s show that a consistent path to success centers on effective sales activity management.
Objectives
- Getting Started With The Right Activities
- Monitoring The Right Activities for Sales Performance
- Managing Time And Emotions through Activity Management
- Avoiding Sales Slump and Unproductive Sales Performance Patterns
- Increasing Sales Activities and Achieving Consistent Sales Performance
Outline
- Time management Principles And Goals
- Identify and avoid your time wasters - Taking control of your time
- Influence of Time on Stress: the background – definitions, causes, symptoms, effects
- Review factors contributing to procrastination and habits that hinder performance
- Setting Priorities for Sales Performance
- Examine your time issues and problems - Getting Started With The Right Activities
- Develop an action plan to avoid sales slump and Unproductive Sales Performance Patterns
- Increasing Sales Activities And Achieving consistent Sales Performance
Methodology
This experiential 1-day workshop is facilitated through a variety of practical learning techniques that includes lectures, role-plays, situational analysis and discussions.
Duration
1 day