Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money. The Sales Fundamentals workshop will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. Your participants will become more confident, handle objections, and learning how to be a great closer. Workshop Objectives: Understand the language of sales Prepare for a sales opportunity Begin the discussion on the right foot Make an effective pitch Handle objections Seal the deal Follow up on sales Set sales goals Manage sales data Use a prospect board
It is not possible to control or manage 100% of risk, but knowing what do before, during, and after an event will mitigate the damage and harm. Identifying potential hazards and risks and making it part of the day to day business is important. Safety should be the first priority as every business must face the reality of risks and hazards. Through our Risk Assessment and Management course participants will be aware of hazards and risk they didn’t realize were around their workplace. Identifying hazards through proper procedures will provide your participants the ability to prevent that accident before it occurs. Limiting and removing potential dangers through Risk Assessment will be an incredible investment. Workshop Objectives: Identify hazards and risks Update control measures Grasp the fundamentals of accident reports Identify risk management techniques Outline a disaster recovery plan Communicate to the organization
According to a 1973 survey by the Sunday Times of London, 41% of people list public speaking as their biggest fear. Forget small spaces, darkness, and spiders, standing up in front of a crowd and talking is far more terrifying for most people. Through this workshop your participants will become more confident and relaxed in front of an audience which will translate into a successful speaking event. However, mastering this fear and getting comfortable speaking in public can be a great ego booster, not to mention a huge benefit to your career. The Public Speaking workshop will give participants some basic public speaking skills, including in-depth information on developing an engaging program and delivering their presentation with power. Workshop Objectives: Identify their audience Create a basic outline Organize their ideas Flesh out their presentation Find the right words Prepare all the details Overcome nervousness Deliver a polished, professional speech Handle questions and comments effectively
Prospecting and lead generation is the method of making links which may lead to a sale or other promising result. The leads may come from various sources or undertakings, for example, via the Internet, through personal referrals, through telephone calls either by telemarketers, through advertisements, events, and purchase of lists of potential clients. These and other events can become more easily managed with this great workshop. With our Prospecting and Lead Generation workshop, participants will begin to see how important it is to develop a core set of sales skills. By managing and looking at the way people interact and seeing things in a new light, your participants will improve on almost every aspect of their sales strategy. Workshop Objectives: Identify prospects Implement both traditional and new marketing methods Use the pipeline effectively Educate customers Track activity and make adjustments as needed
Many studies have found that public speaking is the number one fear amongst most people, outranking flying, snakes, insects, and even death. Ironically, it is also one of the skills that can make or break a person's career. Your participants will be provided a strong set of skills that will complement their current presentation skill set. The Presentation Skills workshop will give participants some presentation skills that will make speaking in public less terrifying and more enjoyable. This workshop includes topics that participants can look forward to including: creating a compelling program, using various types of visual aids, and engaging the audience. Workshop Objectives: Perform a needs analysis and prepare an outline Select presentation delivery methods Practice verbal and non-verbal communication skills Knock down nervousness Develop and use flip charts with color Create targeted PowerPoint presentations Utilize white boarding for reinforcement Describe how video and audio enhance a presentation and list criteria for determining what types to use Enrich the learning experience with humor, questions, and discussion.
Most people find that they wish they had more time in a day. This workshop will show participants how to organize their lives and find those hidden moments. Participants will learn how to establish routines, set goals, create an efficient environment, and use time-honored planning and organizational tools to maximize their personal productivity. Personal Productivity is a goal most of us have. Through this workshop participants will be on the right track in achieving that goal. Some people blame everything that goes wrong in their life on something or someone else, but through this workshop participants will take ownership and begin to lead a more productive life. Workshop Objectives: Set and evaluate SMART goals Use routines to maximize their productivity Use scheduling tools to make the most of their time Stay on top of their to-do list Start new tasks and projects on the right foot Use basic project management techniques Organize their physical and virtual workspaces for maximum efficiency Take back time from e-mail and handheld devices Beat procrastination
Personal Branding is identifying your assets, characteristics, strengths, and skills as an individual. Understanding Personal Branding will provide advantages in the participant’s personal and professional lives. Branding is a mix of how you present yourself and how others see you. It is important to be aware of how you are viewed. With our Personal Branding course participants will be able to share their vision and passions with others in your company. Utilize this knowledge through Social Media to define and influence how others see you. You are your brand so protect it. Live it. Workshop Objectives: Define your image. Control your image. Understand how to sharpen your brand. Use social media appropriately. Manage your brand in a crisis. Develop a professional appearance.
Experiencing a sales objection can be a disheartening event. Through this course participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit. Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented. Workshop Objectives: Understand the factors that contribute to customer objections. Define different objections. Recognize different strategies to overcome objections. Identify the real objections. Find points of interest. Learn how to deflate objections and close the sale.
You have likely experienced some form of Office Politics. Working with different personalities, opinions, backgrounds, and values is a challenge in any environment. It is an inevitable fact that when people are working together personalities can and will clash. No one is an island, so working together as a team is incredibly important for the organization and every employee. Office Politics it is about creating and maintaining better relationships. It is about communicating and working with your peers and colleagues in a way that is mutually beneficial. Employees who understand the positive aspects of Office Politics are better team members and end up being more successful and productive. Workshop Objectives: Understand the purpose and benefits of office politics. Setting boundaries and ground rules for new employees. Learn to interact and influence among colleagues. Learn how to manage various personality types in the office. Determine how to gain support and effectively network. Recognize how you are a part of a group and how you function.
Networking – according to Merriam Webster is “the exchange of information or services among individuals, groups, or institutions; specifically: the cultivation of productive relationships for employment or business”. These and other events can become more easily managed with this great workshop. With our Power of Networking (Outside the Company) workshop, participants will begin to see how important it is to develop a core set of networking skills. By managing and looking at the way people interact and seeing things in a new light, your participants will improve on almost every aspect of their networking strategy. Workshop Objectives: Identify and avoid obstacles Implement networking principles Use online tools Prioritize contacts Manage networks effectively
Networking has become a crucial part of the world today. Most people are aware of external networking and primarily focus on that. It is important to pay extra attention to internal networking, or networking within the company. To be truly effective, internal networking must be utilized throughout the company. With The Power of Networking (Within the Company) workshop participants will learn how internal networking is changing the workforce. Through this workshop, participants will gain a new perspective of networking, and what benefits can come from fully utilizing and making connections with internal networking. Workshop Objectives: Define networking Understand networking principles Use networking tools Avoid common mistakes Understand how to build relationships Manage time successfully
Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating. The Negotiation Skills workshop will give participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future. Workshop Objectives: Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA Lay the groundwork for negotiation Identify what information to share and what to keep to yourself Understand basic bargaining techniques Apply strategies for identifying mutual gain Understand how to reach consensus and set the terms of agreement Deal with personal attacks and other difficult issues Use the negotiating process to solve everyday problems Negotiate on behalf of someone else
Everyone can always use some inspiration and motivation. This workshop will help participant’s target the unique ways each team member is motivated. Finding the right incentive for each member of your sales team is important as motivation works best when it is developed internally. Harness this through better communication, mentoring, and developing the right incentives. Motivating Your Sales Team will help participants create the right motivating environment that will shape and develop their sales team with right attitude and healthy competition. Instilling that unique seed which grows the motivation in your team will ensure an increase in performance and productivity. Have the best sales team you can have through better motivation. Workshop Objectives: Discuss how to create a motivational environment Understand the importance of communication and training in motivating sales teams Determine steps your organization can take to motivate sales team members Understand the benefits of tailoring motivation to individual employees Apply the principles of fostering a motivational environment to your own organization
Onboarding new employees is a secure investment that will assist newly hired employees in developing their skills, knowledge, and value within the company. It will help match the technically skilled Millennial workforce with new and emerging needs of your company, which gives your company an advantage within the market. Millennial Onboarding is a specialized type of employee onboarding. With Millennials we are seeing a need to tweak the onboarding process to better suit the needs of the company and new hires. It will increase productivity and produce a happier and more skilled workforce. The new hire phase is a critical time for the employee and company and having a structured set of procedures will make this time run smoother and produce a greater chance of success. Workshop Objectives: Define onboarding Discuss the characteristics of Millennials Create an onboarding process for Millennials Develop action plans for working with Millennials Learn from introspection
This workshop is designed to give your participants the basic tools you need to initiate and manage their meetings. They will learn planning and leading techniques that will give then the confidence to run a meeting that will engage the attendees and leave a positive and lasting impression. Through this workshop your participants will learn the needed skills in planning and implementing a successful meeting. The Meeting Management workshop will explore how to reduce waste and make meetings more efficient. This is a hands-on workshop and participation will help make it a valuable experience. Use this time to begin the process of developing your skills along with other participants who share the same desire to improve their meeting management skills. Workshop Objectives: Planning and Preparing Identifying the Participants How to choose the time and place How to create the agenda How to set up the meeting space How to incorporate your electronic options Meeting Roles and Responsibilities Use an agenda Chairing a Meeting How to deal with disruptions How to professionally deal with personality conflicts How to take minutes How to make the most of your meeting using games, activities and prizes
In this workshop, participants will get knowledge they need to manage effectively their image and value by forming solid networks through strategic communication planning. Effective networking is essential for day-to-day business or for those times when you are actively pursuing job opportunities. This workshop is designed to provide practical and hands-on tools that will give your participants a skillset in dealing with the media and the public. Media and Public Relations is the most successful method of communicating your value to those around you. Furthermore, good networking skills enable you to tap into those relationships you already have and increase the scope of your network. The larger the scope the more people knows you and offers you opportunities. Workshop Objectives: Network for success Manage “Meet and Great” opportunities Dress for success Write effectively Set goals Manage media relations Plan issue and crisis communication Use social media Deliver effective employee communication
Although we all know that training can have many amazing benefits, sometimes it can be hard to prove those benefits and attach a dollar value to training. Some topics, like sales training or time management, might have direct, tangible benefits. Other topics, like communication or leadership, might have benefits that you can’t put a dollar value on. During the Measuring Results From Training course, participants will learn about the different ways to evaluate training progress, and how to use those tools to demonstrate the results that training brings. Once the training has been evaluated the next step is to modify and updated the curriculum to create a content that is better suited for the participants. Workshop Objectives: Understand Kolb’s learning styles and learning cycle Understand Kirkpatrick’s levels of evaluation Be familiar with many types of evaluation tools, including goal setting, tests, reactionary sheets, interviews, observations, hip-pocket assessments, skill assessments, and learning journals Understand when to use each type of evaluation tool Be able to perform a needs assessment Know how to write learning objectives and link them to evaluation Be able to write an evaluation plan to evaluate learning at each stage of the training and far beyond Know how to identify the costs, benefits, and return on investment of training Be familiar with the parts of a business case
The workplace is one of the leading locations where people experience stress and anxiety. Every employee will encounter it sometime during their career. Everyone should be aware of the signs of anxiety and the tools needed to cope and deal with it. Our Managing Workplace Anxiety workshop will provide participants the important skills and resources to recognize and manage workplace anxiety. By identifying these symptoms and coping skills employees and managers will be better suited in dealing with these common situations. Through this workshop participants will be better suited to the challenges that the workplace can bring. Workshop Objectives: Explore different types of workplace anxieties Learn to recognize symptoms and warning signs Determine ways of coping and managing problems Recognize common trigger and accelerants Learn the difference between anxiety and common nervousness
In the age of online shopping and technology, in-person sales can easily be ignored. Do not overlook, however, the importance of personal contact. You never know when or where you will meet your next customer, and it is important to make a good impression. Everyone who is interested in sales must be confident in the art of in-person sales. With our “In-Person Sales” workshop, participants will discover the specifics of what it means to become an effective salesperson, and steps to success. They will learn how to connect with customers and move them through the sales process. Workshop Objectives: Understand in-person sales Explain the sales funnel Explore sales techniques Develop loyalty Identify ways to build customer base
Coaching is not just for athletes. More and more organizations are choosing to include coaching as part of their instruction. Coaching salespeople, when done correctly, will not only increase sales, it will have a positive impact on the community and culture of a company. The benefits of coaching salespeople are numerous and worth exploring With our “Coaching Salespeople” workshop, participants will discover the specifics of how to develop coaching skills. Workshop Objectives: Understand coaching Identify the difference between coaching and training Monitor data Practice coaching activities Affect company culture