If you are taking this course, you have probably been instructed to do so by your manager and your manager has probably begun practicing a radical new philosophy of managing. This new philosophy, "Managing from the Heart," is designed to teach managers how to engineer a work environment in which employees are provided an opportunity to acquire the necessary tools, interaction, and instruction that will propel the employee to success. This course is for you, the employee, and is designed to create the awareness and understanding necessary to take full advantage of this environment opportunity. The employee who embraces this philosophy will begin a journey of growth in which he or she will develop "personal power," allowing the individual to succeed at whatever they attempt.
Taken from the book and course, "Managing from the Heart - A Way of Life," this course guides the manager through the steps to effectively conduct his or her staff like a "finely tuned orchestra." The manager will learn the problems associated with "Starting Up a Department from Scratch," "Inheriting an Established Department," and "Maintaining an Established Department." Our "Managing from the Heart" philosophy will instruct the manager how to develop staff that manages themselves and is willing to go to war for him or her.
Taken from the book and course, "Managing from the Heart - A Way of Life," this course guides the manager through the 5 basic roles used to manager a staff that becomes invested in the success of the business and takes ownership of the business plan. A manager will learn the importance of developing relationships, creating a safe collaborative workplace, the difference between “Job” and “Career,” the “art” of counseling, and how to manage without appearing to manage.
Taken from the course and book, “Managing from the Heart – A Way of Life,” this course examines the role of counselor for the manager. Like it or not, a manager “is” a counselor. Very few managers know how to employ this role effectively. The reality is, counseling “is” an art. In “The Art of Counseling Staff,” a manager will learn the objectives of counseling as well as how to implement different counseling sessions. You will also learn how to read body language, identify liars, nurture your Superstars, recognize burnout, conflict mediation and resolution, and the importance of counseling self.
Taken from the book and course, "Managing from the Heart - A Way of Life," this course instructs the manager how to “read” his or her staff by recognizing “Red Flags,” reading “Body Language,” and identifying “Burnout.” The manager will also learn how to identify “Attitudes that Lead to Mediocrity,” how to Float Balloons,” and how to “Peal the Onion” to get to the heart of an issue. He or she will also learn how to identify liars and deal with “Rainclouds.” Knowing where your staff is at any given moment is essential if you are to get where you want to go.
Success in business is all about relationships. This intensive and comprehensive course examines a radical new business philosophy, which explores “preventive maintenance” for a company's most valuable asset - it's people. It’s amazing how companies will spend millions on preventive maintenance for its hard assets and nothing for its most important. Imagine a staff which is self-motivated and inspired to produce long-term sustainable growth for both themselves and the business. Learn how to develop "Career-Minded" employees instead of "Job-Minded" employees. Discover the power of creating "Raving Fans" of your customers and staff. Learn how to inspire your staff to become willing to go to war for you. Unleash the unrealized potential hidden in each and every human being. Learn how to implement the 5 basic roles a manager uses to inspire a staff that self-manages, takes ownership of the business plan, and becomes vested in the success of the business. "Managing from the Heart" is not just a philosophy which nurtures growth and inspires success. "Managing from the Heart" is "A Way of Life."
Passion – the most powerful force in the universe. Passion has moved mountains, discovered countries, healed nations, and put footprints on the moon. All one needs to succeed is to have Purpose and Passion. In this course, a manager will learn how to inspire passion in his or her staff, driving them to reach unimaginable goals. This course is taken from the course and book, “Managing from the Heart – A Way of Life,” and is designed as a “refresher course.” References to some modules, concepts, and stories may refer to the parent course. Though designed as a refresher, “Inspiring Passion in Your Staff” stands on its own.
Like it or not, a manager is a counselor, but unfortunately few managers learn how to counsel effectively. "10 Basic Counseling Sessions" takes a manager though the function and implementation of counseling staff. The manager will learn 10 different proven techniques to deal with employee issues and to inspire employees to strive for excellence.
Many people go through life wondering, “Is this all there is?” Some people seem to constantly get frustrated over little things and don’t know why. Others keep “shooting themselves in the foot.” They get into the same old relationship patterns, lugging their baggage along with them. They hope it’ll be different, but know it’ll turn out the same – and it does. We have the power to direct our lives and define our destiny, but we give it away. We give to situations, things, and people who didn’t ask for it, don’t necessarily want it, and don’t even know they have it. It’s time to reclaim our inherent power. This course looks at how to use our emotions in a healthy way. Learn to identify and change false “core beliefs,” self-defeating behaviors, and cognitive distortions. Then, learn how to nurture the best and truest parts of yourself. Taken from the course and book, “Managing from the Heart – A Way of Life,” this can be used as a refresher course or it can stand on its own.
Target advertising channels send your message to a specific target market, while awareness advertising channels send your message to a broad audience (which may include your target prospects). This lesson covers channels such as: Target: Trade publications Website Internet Search Engine Optimization Sponsorships Associations Networking Awareness: Broadcast (radio and television) Outdoor Newspaper Magazines
For many small and mid-size businesses, marketing is reactive rather than strategic. But a clearly defined plan is essential to reach your goals. This lesson simplifies the components of marketing strategy and advertising campaign development. Understand and implement concepts such as: SCOT analysis Market potential Messages Advertising channels Tracking & analysis
Many sales representatives encounter stalls in the sales process because they do not properly establish expectations. This lesson covers how to establish agendas and expectations that enable you to maintain control, avoid stalls, and accomplish all the steps of your sales process. The result: a positive outcome that drives up your close ratio. This lesson includes areas such as: The importance of setting an agenda in establishing expectations Components of the agenda Involving prospects in establishing expectations Best practices of setting agendas and establishing expectations
Sales materials are used in response to leads or requests for more information that are generated by advertising campaigns, prospecting activities or during presentations. Companies need a toolbox of sales materials with the flexibility to customize response packages and sales presentations. This lesson covers the various materials in a sales toolbox and how to use them: Brochures Sell sheets Catalogs Videos PowerPoint presentations Proposals
Proper preparation enables you to maximize your time, build credibility with your contact, and speed up the sales process, which in turn means fewer stalls and objections. This lesson helps you develop the skills necessary to effectively prospect in person, by phone or through networking activities.
Many sales people fear objections, generally because they do not know how to handle them when they arise. Really, sales people should embrace objections because they indicate that the prospect is engaged and participative in the sales process, and this is a terrific sign! This module provides the tools necessary to handle any objection that comes your way, and in a way that leverages the objections to get MORE buy-in from the prospect and helps close the sale. This lesson includes: Why objections are good The difference between objections and stalls and why they occur Types of objections and how to handle them In addition, we include an exercise that will enable you to fine-tune your newly developed skill using the objections you typically get from your prospects.
Referrals (both internal and external) are crucial to a sales person's success. Internal referrals help ensure you know all the decision makers, the decision-making process and buying criteria for opportunities in process. External referrals help by warming up cold calls and increasing your close ratios. In this lesson we discuss why referrals are important, why you need and must have referrals, and how to secure, leverage, manage and position them in the sales process. This lesson includes: Types of referrals, internal and external Why you want, need and must have them How to get them How to leverage them How to manage them How to position them in the sale
Companies must develop several messages to ensure the points that will interest and engage a prospect are included in their advertising and sales material. Vertical messages, often called niche or target messages, focus on one market only; they target a specific group of prospects. They position your company as the expert in that particular market. This lesson covers the various techniques in developing vertical messages: Identifying vertical markets Solution messages Niche market messages Customer messages Third party messages
To effectively connect with prospects you must have several marketing messages. The purpose of a company message is to promote your company to the broadest range of prospects. Learn company message development techniques such as: Developing a company story Verifying value statements Presenting features and benefits Cross-selling Using philosophy and mission statements Employing internal marketing
A solution-based sales presentation ties together all the other parts of the sales process and positions you for the final close. This lesson covers: Proper preparation for solutions presentations Appropriate presentation types based on the opportunity Identification of tools and resources for a successful presentation A tried-and-true presentation model that fits most any sales program Building your own presentation components
Prospecting for new business is one of the most difficult skills to master. Many things “get in the way” of successful prospecting, such as call reluctance, planning and scheduling. But the biggest obstacle is the use of ineffective techniques. This lesson covers: How to prepare to prospect Key components to in-person prospecting How to make phone prospecting easy and effective How to prospect through networking activities