Empower - Learning Services
Learning Workshops (Training)
Here is our “Ready to wear” collection of programs; following are a selection of programs we ‘run off the shelf’ – you may like to peruse and contact us regarding a workshop for your team or individual placements on a public workshop.
All workshops have two components in order to see application of the learning –
• Component 1 - A Conceptual, Experiential Workshop
• Component 2 - demonstration of learning in the workplace (4 weeks later) -(designed individually after individual consultation to effect change)
Selling Fundamentals – 2 days
Understand the fundamental process of selling, this process is mapped onto the psychology of a buyer and their decision making process. It enables a non pushy, guiding type of selling. This is for a new sales person that has little or no experience in the sales function. The workshop will focus on opening statements and interview or persuasion techniques, presentation of the benefits of your product or service, objection handling and closing. You will learn how to manage your time, attitude and behaviour for confidence and success in a sales call.
Complex Selling – 2 days
This course helps you to increase your ability with complex sales calls, enabling you to understand complex objections and close with ease. You will be able to make value propositions and present to a larger audience. How to build relationships into partnerships were your client looks to you as the trusted advisor. You will be able to handle different buyers and their needs, emotionally engaging them.
Service Selling – 1 day
This course is a step up from Customer services, you are working with current customers ensuring that they place their orders regularly, building relationships for up-selling and cross selling. This course helps you to guide the decision making process of the buyer without being pushy or aggressive.
Sales Leadership – 1 day
You are already successful as a salesperson; this course will help you to understand the visionary and creative skills to lead the field in sales, you may be looking to mentor, lead or manage a team. It gives you a check on your selling skills and what you need to work on to advance your career and professionalism in sales. Increase your empathy and emotional intelligence to lead effectively in the market place.
Retail Selling – 1 day
Understand the meet and greet of retail selling, handling the approach objections, upsell and cross sell. This course is designed specifically to understand the rapport building and how the retail customer buys. How to be available to read buying signals and close, without being pushy.
Telephone Selling – 2 day
Understand how to utilise the telephone to speed up sales and marketing initiatives. Create a call script that guides the customer quickly to a decision to buy. This course will help you overcome calling fears and create behaviours that are successful in increasing call outs and converting prospects into sales. Performance
Management and Motivating sales teams – 1 day
“Who motivates the motivator? The motivated”
How do you manage and increase performance of your sales team. This course will help you determine the behaviours of sales people that increase performance. It is based on the modern Management by Values and how to live them throughout your organisation and into the sales field. Understand the motivational theories and how they apply to activate sales people or diminish sales peoples satisfaction. Understand the mysteries to motivating Gen Y to Baby boomers.
Training and Coaching Sales people – 2 days
A simple and easy process to training your sales people and coaching for improved performance. Understand the difference between coaching and training. You will need to have an understanding of the sales process and questioning techniques to add to this course. It is designed to take your knowledge and convert it into training your sales people and coaching with confidence.
New Business Development management – 1 day
How to maximise your sales pipeline and prospects; this workshop will look at time management, building trust and rapport quickly and how to close new deals. This is a course for prospective hunters, if you are looking to increase business this course gives you the understanding of your new buyer and how to motivate them. Bringing quality to the numbers game!
Professional Services Selling – 2 day
Selling for the non salesperson; this course will help a professional (Lawyer, Engineer, Medical practitioner, Architect etc) to win business and clients by understanding their client’s decision making process. You will learn the skills to influence and motivate your clients’ to feel confident making decisions.
Win/Win Negotiation – 2 day
This workshop gives you practical understanding of preparing for negotiation as a buyer, seller or the employer, employee relationship that works on the principles of win/win. This course will help you to expand your negotiating skills and build value with your variables. Do you often feel that you are haggling over price? Business cases will give you real time practice and help you build a trading wealth that looks at the whole picture to create long term profitable relationships.
Key Account Management – 1 day
Understand how to manage your accounts long term for sustainable change both inside the company you represent and your clients. Understand the different buyers and build stronger partnerships through increased touch points in each organisation. Prioritise your time by understanding the vendor to partnership/trusted advisor relationships.
Customer service – 1 day
Managing difficult and angry customers, what is the meaning of quality service and how to listen to your customer to handle complaints. What type of service it takes to meet and exceed expectations that build loyal customers. How to gain raving fans in customer service, both internally and externally.
Foundation in selling, negotiation, account management
“They don’t care what you know, until they know that you care!” – Zig Zigglar
A type of boot camp in sales; enabling participants to slowly integrate new skills as they learn them – this course operates one morning (4 hours) a week for 12 weeks, this will enable reflection and discussion amongst other new professional sales people in an environment that is supportive of learning and brings alive experiential learning. A good induction into successful selling behaviour.
Sales Coaching
“Seek first to understand, then to be understood” – Stephen Covey
One on one coaching, to sustain behaviour change and reach higher expectations. Do you feel that you are not improving or have got stuck in a rut. Are you loosing your passion and excitement for selling. Are you old tricks not working anymore? How are you handling objections? This coaching will include presence at sales calls to increase your awareness and gain feedback, helping you to become aware of your learning edges and steps to improve your sales calls and management. Then we will guide you through the improvements and reach new goals.
Executive Counselling
“What am I doing that I don’t know I am doing that is causing this outcome” – Benjamin Zander – Author and Speaker “The Art of Possibility”
Factors that cause people to seek executive counselling
• experiences both in the workplace, personally or with clients that limit our selling ability or working performance
• Problems with relationships
• Experiences of separation, loss and grief
• Dissatisfaction with the experience of work
• Sense of something missing
• Search for self-direction and meaning
• Desire for greater creative expression and fulfilment
• Crisis of identity caused by spiritual/religious experiences
• Difficulty expressing one’s vision
• Inability to change old patterns of behaviour
These issues are often experienced through their symptoms – such as feelings of inadequacy, being trapped, powerlessness, doubt, anger, depression and a sense of life having no meaning.
Psychosynthesis approach to symptoms
The psychosynthesis approach is not to see these symptoms as bad, necessitating their removal or cure, but to take a more systemic view. Symptoms carry a lot of information about what is going on at a deeper, inner level, and can be valued for alerting us to the necessity of paying attention to our inner being.
Exploring symptoms in this way involves discovering what is seeking to emerge in our knowing of ourselves, and then integrating this discovery into our day to day living.
Executive Counselling can resource you with the self awareness that will help you to handle conflict in relationships and build your confidence and ability in leadership.
Executive Counselling is private and confidential; no one will have access to your notes etc.
