If you run a small business, this is an essential course for you. Effective marketing is vital to the survival of every business and this course will show you exactly what you need to do to ensure maximum results from your business model.

 

Many businesses rely on one or two traditional methods of marketing for their survival, but in the current economy what happens if these methods start to produce less results? Times are changing fast and it is important to make sure you are getting the maximum benefit from your investment of both your time and your money with your marketing strategy.

Overview

Participants will be asked to fill out a marketing questionnaire prior to attending their course, in order that they can come along prepared to make a real and lasting difference to their business results.

 

Alongside more traditional marketing methods, the new rules of marketing and their relevance to your business will be examined and you will come away from this course with the practical knowledge you need to put new marketing methods into action. 

Objectives

By the end of this course delegates will be able to:

 

• Understand the true value of marketing to increase their business results

• Use the only three ways to improve their sales results

• Give their customers exactly what they want

• Sell the benefits of their business to increase their sales

• Write effective sales copy

• Use multiple marketing methods to increase their sales

• Use a positive marketing mindset

• Set and achieve SMART marketing goals for their business

Course Outline

• The power of marketing

• The only three ways to improve your sales results

• The true value of your customers

• How to sell benefits to your customers

• Effective copy writing

 

Marketing Methods:

• How to decide which forms of advertising will be effective for you
• How to use direct mail
• How to produce results from telephone marketing
• The value of PR
• How to use internet marketing for your business
• How to decide which forms of social media will benefit your business
• The value of joint ventures
• How to use a planned referral strategy to increase your sales
• How to use networking for maximum results

• How to create the right marketing mindset

• How to set and achieve SMART marketing goals for your business

Maximum 8 participants

Duration: 1 day

 

 

This is an intensive and interactive one day training course giving you both the theory of effective time management plus the practical experience you will need to make important changes to your time management habits and improve your results.

Overview

You will learn the specific techniques you need to manage your own time at work more effectively.

 

Alongside the traditional time management techniques taught during this course, you will also examine your own personal motivation for making the necessary changes to your current time management habits, resulting in improved productivity and increased results.  

Objectives

By the end of this course delegates will be able to:

 

• Use proven techniques to manage their time more effectively

• Prioritise their time efficiently

• Understand the benefits of changing bad time management habits

• Understand how their own personality traits effect their time management habits

• Identify their own time wasters and adopt strategies for eliminating them

• Recognise the causes of procrastination and apply proven techniques to overcome them

• Set and keep to new SMART goals for their own time management

Course Outline

• The top ten time wasters

• Strategies for eliminating your own time wasters

• Misconceptions around time management

• The priority matrix

• How to keep a time log

• Your own personality and how it affects your time management

• Your personal motivation to change your own bad habits

• Your working week

• How to set SMART goals and stick to them

Maximum 8 participants for open courses

Maximum 10 participants for in-house courses

Duration: 1 day

 

 

As Chester L. Karrass once said "In business you don't get what you deserve, you get what you negotiate".

Overview

This intensive one day course gives you practical experience, as well as proven theory to help you negotiate for the best possible business results. You will come away from this course confident in your ability to negotiate well, to get the best deals and to develop long-term relationships. 

Objectives

By the end of this course delegates will be able to:

 

• Use proven techniques for successful negotiations

• Plan and prepare effectively for negotiations

• Calculate the variables in a negotiation both for themselves and for the other party

• Understand the importance of opening positions for both parties and use them to their advantage

• Identify their own and other's negotiation styles in order to achieve the best results

• Keep control in negotiations

• Handle objections with ease

• Close the deal

Course Outline

• What makes a good negotiator?

• Your mindset

• The three responsibilities of negotiation

• How to plan a negotiation

• The difference between preparing and planning

• The bargaining arena

• How to calculate variables

• Your opening position

• How to recognise different negotiation styles in others

• The balance of power

• Developing strategies for a win / win outcome

• How to handle objections

• How to close the deal

Maximum 8 participants for open courses

Maximum 10 participants for in-house courses

Duration: 1 day

 

 

The ability to present well is one of the most important skills you can master. 

Overview

This course has been designed for anyone wishing to transform their existing presentation skills, leading to a new level of excellence whatever their starting point.

 

Participants will learn how to use their own natural presentation style to maximum effect for the best possible results and will come away from this course with renewed confidence in their own ability to present.

Objectives

By the end of this course delegates will be able to:

 

• Overcome the fear of presenting

• Plan and prepare a presentation

• Make a positive and lasting first impression

• Use positive body language

• Understand how to communicate effectively with any audience

• Understand what influences the way people receive information

• Deliver a first class presentation

Course Outline

• How to overcome the fear of presenting

• How to plan and prepare the content of your presentation

• How a make positive and lasting first impression

• How to use positive body language

• The words you choose

• How to use your voice effectively

• How to understand what influences the way people receive information

• Workshop Session – delegates will deliver a short presentation

Maximum 8 participants for open courses

Maximum 8 participants for in-house courses

Duration: 1 day

 

 

How To Understand What Makes Your Customers Buy uses business psychology to help you to better understand both yourself and other people in order to improve your business results.

 

This unique and very interactive one day workshop will teach you how to use a better understanding of personality types, using the psychometric instrument The Myers Briggs Type Indicator as a framework.

Overview

Through group exercises, participants will gain an understanding of the skills needed to assess both their own personality preferences and those of their customers.

 

The course is based on The Myers Briggs Type Indicator and understanding the four dichotomies of personality, so important for effective communication:

 

Extraversion – Introversion

Sensing – Intuition

Thinking – Feeling

Judging – Perceiving

Objectives

By the end of this course delegates will be able to:

 

• Easily understand how to sell effectively to different customers

• Hear the customers' needs and talk their "language"

• Become a trusted business advisor

• Greatly improve customer relationships

• Maintain loyalty and long-term customers

Course Outline

Assessing your own style:

• How you express your own type preferences in your natural communication style

• How to easily use your "non-preferred" style to improve your results

 

Matching your customers' preferences:

• How to recognize and understand your customers' preferences

• How to understand what different customers want

• How type works within the communication process

• How to communicate with different personality types

• How to handle objections and close according to type

Maximum 8 participants for open courses

Maximum 12 participants for in-house courses

Duration: 1 day

 

 

Your image and the impact you make are vital to your business success. First impressions count and people will make up their minds about you: who you are, how successful your business is and how capable you are, incredibly quickly. According to body language expert Allan Pease “People will make up their minds about you by up to 80% in the first 4 minutes” of meeting you.

Overview

You will come away from this course confident in your ability to control the impact you make on others both with both your body language and the way you dress. You will learn what suits your body shape and your individual style, how to wear colours and accessories and how to communicate positively with others and easily build rapport.

Objectives

By the end of this course delegates will be able to:

 

• Make a positive and lasting first impression

• Use their own personal impact

• Use positive body language

• Read other people and understand the reason they react to us the way they do

• Dress in styles, colours and accessories that suit them

• Dress appropriately for any situation

• Understand the importance of grooming in terms of how others see them

• Build exceptional rapport with anyone

• Understand how their own self confidence and self belief affects the way others see them

Course Outline

• How to make a positive and lasting first impression

• How to let your own natural style and personality shine through in the most positive way

• How to use positive body language to build rapport

• How to read other people and understand why they react to us the way they do

• How to control the impression you want to make

• How to choose the colours, accessories and styles of clothes that will look best on you

• How to dress in an appropriate way for any situation

• The importance of grooming

• The secrets to building exceptional rapport

• Proven techniques to build your own self confidence and self belief

Maximum 8 participants for open courses

Maximum 8 participants for in-house courses

Duration: 1 day

 

Introduction to Selling is a course especially designed for those who are new to the role of sales, as well as those with some experience of selling, who want to learn the techniques that will guarantee them greater success.

 

During this one day workshop, we will break down and examine the entire structure of good selling technique, as well as looking at your own mindset around selling. Delegates will leave feeling confident in their own ability to sell, with the full knowledge of how to get the sales results they desire.

Overview

This course starts by examining how we feel about selling. We will use NLP (Neuro Linguistic Programming) techniques to show you how you can change the way you feel about selling and improve your confidence in your ability to sell.

Delegates will then be taken through the technicalities and structure of good sales technique using practical exercises to demonstrate how these techniques will easily produce the right sales results.

Objectives

By the end of this course delegates will be able to:

 

• Know and use a proven sales structure

• Understand how to plan for making a sale

• Always use a good sales technique with any customer

• Control and handle any fear or procrastination around selling

• Create a good first impression

• Listen effectively to customers and really hear what they are saying

• Build effective rapport with all customers

• Use good question technique

• Handle objections effectively

• Close sales effectively and in a timely fashion

Course Outline

• How to use a good proven sales structure for best results

• How to understand what makes a good prospect

• How to understand and sell to any personality type

• How to build your own confidence in selling

• How to create the right first impression

• The essence of good question technique

• The art of listening to your customers

• How to handle any objection and turn it to your advantage

• How to close business and get the deal done

Maximum 8 participants for open courses

Maximum 8 participants for in-house courses

Duration: 1 day

 

 

The Art of Telephone Cold Calling is aimed at sales professionals of all levels. Participants will take a fresh look at how to gain sales leads and appointments and how to use the ‘phone to its maximum potential.

 

This is an interactive one day workshop which takes delegates through the process of telephone cold calling both from their point of view and the point of view of their customers in order to increase their sales results.

Overview

Participants will gain a complete understanding of all the skills needed to get the best results from their telephone cold calls: from how to find the best prospects, through to how to handle objections effectively and close.

 

Time management, pipeline management and effective admin systems will all be analysed. Exercises, discussions and role-play exercises will also be used to demonstrate exactly how to use telephone selling for the best possible results.

 

Participants will leave this session fully confident in their own ability to get the most from their telephone cold calling.

Objectives

By the end of this course delegates will be able to:

 

• Plan who to call and when for maximum benefit

• Understand and use the structure of a good sales call

• Manage their time to increase their sales results

• Improve their productivity

• Gain more business through telephone cold calling

Course Outline

• How to decide who to call and when

• How to get the maximum results from your market

• The structure of a good sales call

• How to make the most effective sales calls

• How to manage your time effectively

• Time wasters

• How to handle objections over the phone

• Closing

• Keeping records

Maximum 8 participants for open courses

Maximum 10 participants for in-house courses

Duration: 1 day

 

 

Managing your business is one skill; managing your staff well is quite another and one that is all too often overlooked. If you manage a team you will need to be able to motivate people, manage change and coach and develop individuals. These are all too often skills that have not been learned. It is impossible to be a good manager to all of the personalities within your team unless you have been taught how.

Overview

You will come away from this course confident that you have all the skills you need to be an outstanding manager: from motivating people and managing change, to developing the skills of your team members and coaching them to improve business results.

Objectives

By the end of this course delegates will be able to:

 

• Understand their own management style and how people will react to them • Manage different personalities effectively

• Communicate well with every team member

• Motivate and inspire their team

• Coach and develop staff effectively

• Gain cooperation with ease

• Resolve conflicts quickly and easily

• Delegate tasks effectively

Course Outline

• What makes an effective manager?

• How to understand your own management style

• How to adapt your management style to different personalities within your team

• How to understand the needs of different members of your team

• How to communicate well with everyone in your team

• How to motivate and inspire everyone in your team

• How to coach and develop your staff to achieve the best results

• How to gain cooperation easily with everyone

• How to resolve conflicts quickly and easily

• The art of effective delegation

Maximum 8 participants for open courses

Maximum 10 participants for in-house courses

Duration: 1 day

 

 

Time Management for Sales Professionals is an intensive and interactive one day training course giving sales professionals both the theory of effective time management plus the practical experience they need to make important changes to manage their time more effectively to increase their sales results.

Overview

Participants will learn the specific techniques they need to manage their own time at work more effectively in order to target the right companies at the right time for new business.

 

Alongside the traditional time management techniques taught during this course, each participant will also examine their own personal motivation for making the necessary changes to their current time management habits, resulting in improved productivity and increased sales results.

Objectives

By the end of this course delegates will be able to:

 

• Use proven techniques to manage their time more effectively for maximum sales results

• Prioritise their time efficiently

• Identify which companies to target for new business and when to target them

• Prioritise the different methods of prospecting for new business

• Understand how their own personality traits effect their time management habits

• Understand the benefits of changing bad time management habits

• Identify their own time wasters and adopt strategies for eliminating them

• Recognise and understand the causes of procrastination and apply proven techniques to overcome them

• Set and keep to new SMART goals for their own time management

Course Outline

• The top ten time wasters for sales professionals

• Misconceptions around time management

• The priority matrix

• How to identify which companies to target for new business and when to target them

• How to prioritise different methods of prospecting

• Your own personality and how it affects your time management

• Your personal motivation to change your own bad habits

• Strategies for eliminating your own time wasters

• How to keep a time log

• Your working week

• How to set SMART goals and stick to them

Maximum 8 participants

Duration: 1 day

 

The Art of Effective Sales Presentations is a unique and very interactive two day course showing delegates how to write, deliver and close a powerful sales presentation.

 

The elements of image consultancy, NLP (Neuro Linguistic Programming) and sales psychology in this training mean that delegates will come away from this course with renewed confidence as well as an enhanced ability to present well.

Overview

This course encompasses every aspect of what makes a powerful impact in a sales presentation: from the importance of the first impression, to the ability to close the deal.

 

Participants will learn how to use their own presentation style to maximum effect for the best possible sales results and will come away from the course confident in their own ability to present.

Objectives

By the end of this course delegates will be able to:

 

• Overcome the fear of presenting

• Plan and prepare a sales presentation

• Create effective slides

• Make a positive and lasting first impression

• Use positive body language

• Understand how to communicate effectively with any audience

• Understand what influences the way people receive information

• Gain maximum results from a question and answer session

• Deliver a first class presentation

Course Outline

• How to overcome the fear of presenting

• How to plan and prepare a presentation using a mind map

• How to create and use slides that will work for you and your audience

• How a make positive and lasting first impression

• The words you choose

• Your voice

• How to dress in outfits to suit your style, body shape and colouring

• How to dress in outfits to suit your situation and your audience

• How to use positive body language

• How to use the question & answer session for best results

• How to understand what influences the way people receive information

• Workshop Session – delegates will deliver a10 minute presentation.

Maximum 8 participants

Duration: 2 days

Some homework on first day