49 Dynamics courses in Nottingham

This workshop will provide participants with the insight and skills to be more effective business networkers, face-to-face and online. The approach taken is to build on the strengths people already have and their successes. It is easier to develop what you already have than to try and develop skills that do not come easily. Being yourself is the most effective tool for business networking and building relationships. This course will help those attending: Appreciate the importance of networking, and different forms of networking Understand the dynamics of communication that are specific to networking Become more confident and assured when 'working' a room Improve their influencing skills, especially with people who are experts and in positions of authority 'Sell' themselves and promote their company Identify and manage their profiles using online social networking sites Use effective follow-up to maintain active contacts and connections Select the correct networking groups, clubs and events Create their own personal network 1 The importance, and different types, of networking Personal objectives and introductions Test networking session Examples of the importance, purpose and format of various types of networking, and benefits you can expect 2 How to work a room - preparation and strategy Three things to know before you attend any event Non-verbal communication and art of rapport Breaking the ice - worked examples with practical demonstration 3 Communication dynamics in networking - the power of the listening networker Why it is better to listen than talk Effective questioning and active listening Creating a natural and engaging conversation, 1-2-1 and in a larger group 4 Assumptions when networking How to use the 'instant judgement' of others to your advantage What assumptions are you making? How to keep an open mind 5 Business networking etiquette Meeting and greeting at a business networking event - approaching complete strangers and introducing yourself Socialising: joining and leaving groups easily Making a good first impression in 30 seconds The use of status when networking 6 Making connections Asking for cards, contact details and referrals Gaining a follow-up commitment Some tips and tricks 7 Business networking rehearsals Practice sessions 8 Personal business networking online Overview of different types of networking sites - there is a lot more out there than just Facebook! Examples of creating an effective profile Using social networking effectively - case studies and application 'Advanced' applications - blogs, articles, twitter, feeds, etc. Online demonstration and examples 9 Building relationships - follow-up and follow-through Maintaining a good database Developing a contact strategy with different types and levels of contact How to analyse your contact base

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: Negotiate from a position of partnership, not competition Deal more effectively and profitably with price objections Identify and practise successful sales negotiating skills Identify strengths and weaknesses as a sales negotiator Understand different types of buyer behaviour Learn to recognise negotiating tactics and stances Apply a new and proven structure to their business negotiations Identify and adapt for different behavioural styles Be alert to unconscious (non-verbal) communication Prepare and present a proposal at a final business negotiation stage Project confidence and exercise assertiveness in all sales negotiations 1 Planning for successful business negotiations This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: What kind of a negotiator are you? Negotiation skills self-assessment and best practice How to establish roles and responsibilities for both parties How to identify and set objectives for both buyer and seller How to research and establish the other person's position (business negotiation stance) 2 How to structure your negotiations This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: Learn and apply a formal structure to use when negotiating How to establish short- and longer-term objectives and opportunities How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations Understanding of basic legal and organisational requirements 3 Verbal negotiation skills This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions How best to propose and suggest ideas, using drawing-out skills 4 Non-verbal negotiation skills This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: Gaining rapport and influencing unconsciously Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) Recognising that business negotiations are precisely structured and agreements gained incrementally 5 Proposing and 'packaging' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: How to identify the key variables that can be negotiated The power and use of 'authority' within your negotiations How to structure and present your proposal, ideas or quotation to best effect The importance of when and how to identify and influence buyer's objections 6 Dealing with price This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: The three reasons that people will pay your asking price How to set price in a competitive market The key differences between selling and negotiating Ten ways to present price more effectively and persuasively 7 Getting to 'Yes': tactics and strategies There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: How to negotiate price and reduce discounting early in the process How to recognise negotiating tactics and strategies in your customer or supplier Key strategies, techniques and tactics to use in negotiation The importance of follow-through and watching the details How to deal with stalled business negotiations or competitor 'lock-out' 8 Case studies and review This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: Case studies Question and answer Planning worksheet Negotiation 'toolkit' and check-list 9 Personal action plans Session highlights: Identify the most important personal learning points from the programme Highlight specific actions and goals Flag topics for future personal development and improvement

Developing the high performing team takes time and effort. But above all, it requires an understanding of the dynamics of high performing teams. This programme helps managers and leaders understand what high performing teams do and how they do it. It focuses on enabling managers to see their teams from different perspectives, allowing them to adapt their styles to maximise team outputs. A core theme is the need for managers of teams to 'hold up the mirror' to themselves and to see themselves as a leader of people, to reflect on how others see them and to modify their style accordingly. This programme will help managers / team leaders: Analyse the constituents of a 'high performing' team Apply essential influencing techniques Use a range of communication techniques to support effective teamwork Create and articulate team vision Generate common values Assess team effectiveness and take/recommend the appropriate actions Make more efficient use of team time Understand and agree on techniques to manage conflict Define and implement team meeting protocols that will facilitate team effectiveness Use the Prime Focus model to create the environment and framework for a high performing team Draft your team strategy to take them to the next level Day 1 1 Welcome and introduction Participants are welcomed to the programme and invited to share their personal objectives and people challenges Participants are given an action plan template to complete throughout the workshop 2 Your team The concept of 'positive intention' The difference between a team and a high performing team Assess your team effectiveness What is your 'interference'? 3 The team environment Setting the scene Building rapport Active listening Team goals and role profiling 4 Your style Tuckman model of team stages - how do you manage each stage? Team standards and goals Your team vision 5 Effective team meetings Influencing in team meetings How to make them interesting and relevant The pure role of the chair Day 2 1 Effective communication techniques Giving and receiving feedback Your communication style How to adapt, pace and lead to build rapport The Mehrabian theory of communication 2 How to manage conflict What is conflict? What is your default conflict approach? Tools and tips for managing conflict Practice sessions 3 Team skills Undertake a team skills analysis Types of team member Motivating team members Reframing situations 4 Setting your strategy Seeing the bigger picture The Prime Focus Model Your strategy for success Articulating your strategy Action plans revisited

This 2 day course is ideal for Team Leaders and Managers who have had little or no training in the role where they have to lead a team and take on management responsibilities. It will give them confidence and the skills to take decisions and get the best performance from their team. The most popular of our management training courses, the First Line Management course is specifically for people who are new to a management position or who are about to undertake a management position and have had no formal management training. Anyone who is new to a management or supervisory position will benefit from this course. Run over two days, the syllabus of the First Line Management course will cover a wide range of topics to give new or inexperienced managers a firm understanding of the foundations needed to begin their journey as a manager. It includes units on effective communication, managing your team, managing yourself, delegating, setting objectives, effective planning and personal development. Course Syllabus Module OneRole Assessment and Personal Development Planning Understanding roles and responsibilities Outline framework of management Taking the step into management Identifying personal development needs and planning Module TwoEffective Communication Skills Communicating to be effective - how and what to communicate Designing effective questioning techniques and listening actively Non-verbal communication Dealing with, and responding to, differing communication styles Module ThreeManaging Yourself Use of planning tools and techniques Dealing with time stealers and interruptions Learn how to delegate effectively Module FourManaging Your Team Understanding different management styles and how to use them Recognising performance management Setting expectations and clearly defining roles and responsibilities Pinpointing performance and motivating your team/individuals Learning the management actions required to maintain team effectiveness Team dynamics and looking at individual behaviour within teams First Line Management Course Management is the efficient, effective and economic use of resources to achieve results with and through the efforts of other people. Leadership – a definition Inspiring others to follow your lead by creating a compelling vision of the future, whereby targets are not merely achieved, but are surpassed . Leadership – a definition Inspiring others to follow your lead by creating a compelling vision of the future, whereby targets are not merely achieved, but are surpassed . The Role of the First Line Manager as ‘Leader'. First Line Managers have Leadership responsibilities – this is often the biggest challenge for Team Leaders and Supervisors who have to adapt from performing a task to motivating a team. At the beginning of the 21st century, the most powerful sources of growth, employment and wealth creation are found in innovation-driven industries. As a result, organisational leaders face a whole new set of challenges. They have to change and will increasingly need to rely on the knowledge, skills, experience and judgement of all their people. Organisational leaders will need to place less emphasis on traditional structures and control, and concentrate on five key priorities: . Five Key Priorities . using strategic vision to motivate and inspire empowering employees at all levels accumulating and sharing internal knowledge gathering and integrating external information challenging the status quo and enabling creativity Using Strategic Vision. Effective leaders will develop a strategic vision that is clear and compelling, and communicate it in a way that gives a real sense of purpose and direction. A powerful vision is clear about direction and objectives, proactive in its approach, but allows room for flexibility about the means of achievement. A powerful vision is important because it is one way of linking the present to a desirable future. The role of strategic planning is then to map out a path to achieve that vision. However, visionary thinking should not be the exclusive province of the organisation's top executives. Successful leaders will encourage participation in the formulation of a strategic vision that offers different perspectives and encourages commitment. It is also important to empower employees with the responsibility and authority to implement the vision. . Empowering Employees. Some people have proposed the view that the great leader is a great servant [2]. Certainly, many organisations believe that an environment based on trust will produce better results than one of rules, regulation and hierarchy. This means that leaders will increasingly have to respond to their employees' needs and take on some unaccustomed roles, such as coach, teacher, information provider, facilitator, listener or supporter. But for empowerment to work, organisations will have to share information and knowledge far more than they have done in the past. This will certainly include First Line Managers . Challenging the status quo and enabling creativity. There are a number of ways in which effective First Line Managers can challenge the status quo and enable creativity: . Facilitate ‘constructive dissent', i.e. encourage people to question openly a manager's perspective without fear of retaliation. An interesting example of this is at Motorola, where employees can file a ‘minority report' and lodge a different point of view to their immediate First Line Manager on a business issue. Foster a culture that encourages risk-taking. Create a sense of urgency by producing a compelling picture of the risks of not changing. To summarise, successful First Line Managers will be those that are proactive both in facilitating organisational learning and encouraging positive adaptation to external changes. . A 2 day First Line Manager Course will accelerate the process for Team Leaders and Supervisors to reach a high level of competence and confidence in the Leadership role they have . Sample Exercises Our range of bespoke First Line Manager modules works wonders! The course outlines may look as you'd expect - but the content, approach and effect is very much greater than expectations. We have a very large library of innovative exercises that are highly effective in capturing and embedding the learning points in a practical way. Following each exercise - that may be aligned to a 'Financial Theme' - they are debriefed fully and related to how the learning can to be applied back in the work-place. They are also really great fun!! Here are some template modules and sample exercises designed to embed the learning in a motivational and memorable way:- Sample 'ice-breaker' Exercise - Number Crunch The team must be effectively led and motivated to work as one to reach their objective of visiting each location in a short period of time. Debrief - Leadership and co-ordination, strategy and planning, adapting approach, decision making & control Sample Exercise - Through the Hoop Taking the full team through the 'hoop' within the 'stretching' time limit is likely to exceed the group's own self-limitations. Time ManagementSample Exercise - Cones This task requires the team to take a numbered tower of 5 cones from point 'A' to 'B' in a specific order; this will have to meet the criteria outlined in the brief. The option of 'C' is vital to achieve the results. Debrief: Stepping back for overview Planning disciplines Time-budgeting Skills audit for delegation Handling ConflictSample Exercise - Cave Rescue Requires that the group make some difficult choices and then hold a press conference to justify their decisions while under scrutiny and criticism. This also displayed some required leadership learning; notably that a unified leadership team is crucial to gain commitment and confidence and also how vital it is to plan for any communication that will involve some sort of conflict. Handling Conflict and maintaining control in a professional manner are key debriefing points from this exercise. Communication, Negotiation & InfluenceSample Exercise - Red & White There is a specific time managed agenda and itinerary, which puts the group under pressure. The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing Points: Engaging the other group to 'buy-in' to collaboration Commercial consequences when collaboration is lacking or difficult Effective communication and influence across barriers Global Thinking & Business Mind-setSample Exercise - Dragon's Den The delegation is split into 2 -3 groups - each with a specific product or service to win the Dragons' investment. (A specialised Toy; A unique Team Building Training programme; An eBook Library; An innovative soft-ware package for the Retail Industry Sector. They have to also present to the Dragon's Den their business case for feedback and negotiate with the Dragons to gain either an 'I'm in' or an 'I'm out' reply. Debrief: Global business potential Supply Chain appreciation Commercial framework Performance ManagementSample Exercise - Juggling The group will be asked to set their own team target of how many 'issues' (balls) they can manage at one time. This involves devising a sequence between the group to achieve maximum results without making any mistakes. We introduce different balls which represent different degrees of complexity, challenging the group's preparation and approach to a variety 'team members' needs. Debrief: How to maintain focus when pressure is applied Ensuring effective communication Clarifying the approach for dealing with the unexpected Setting expectations and reviewing delivery Treating every team member as an individual Prioritisation & OrganisationSample Exercise - Labyrinth This activity requires the group to solve a number of tasks through verbal communication only, but they will be forbidden to write any information down or make any gestures using their hands. They will each be provided with a great deal of different pieces of data that has to be assimilated within an increasingly pressurised time-scale. The material also contains distracting and misleading 'red-herrings'. The task requires delegates to keep focussed on the 'critical path' and be very organised in order to meet the dead-line. Debrief: Rigour of planning - SMART Prioritising through ambiguity Time budgeting Assigning roles & responsibilities to break down volume of material The value of keeping accurate records In-House & Classroom Courses Available Online We have developed an alternative to traditional face-to-face training that continues to provide a full learning experience, and allows delegates to learn effectively whilst self-isolating from home. This is how it looks: Delegates booked on Classroom and In-House courses will continue to have access to their trainer online throughout the days that the course is booked to run. Prior to a delegate's course start date, they will be enrolled on our e-learning platform (in partnership with BCF Group) for the course they are booked on to. They will also be given contact information for their trainer, and details of how to access the online workshops. Delegates will not require any special IT equipment. A desktop computer, laptop, tablet, or a mobile phone with internet and audio capability is all that is required. Delegates taking ILM Qualifications will then proceed to the book review, video review and work based assignments with 12 months tutor support as appropriate, and in line with our previous arrangements. We hope you agree that this blended learning experience represents the safest way to continue supporting our clients and delegates during the Coronavirus disruption. In-House Courses This is our own management training course which has been developed and refined over the many years we have been providing it to delegates from organisations in virtually every industry. This means that the course syllabus is flexible and can be tailored to the specific requirements of a new first line manager or managers, making it ideal for companies or organisations who require an in-house first line management training course which is attended by a number of current or potential managers. Scheduled Courses A one day version of this First Line Management course is available as an Open Course delivered at our partner, the BCF's Training suites in Nottingham and Reading from the following scheduled dates... Classroom Course - Nottingham (NG12 4DG) Classroom training courses enable you to benefit from having the tutor and other delegates right there in the room with you. Face-to-face training sessions are one of the best ways to learn, as it is easy to ask questions and have group discussions. Cost: £595 + vat 16 October 2023 09 January 2024 11 March 2024 Classroom Course - Reading (RG41 5QS) Classroom training courses enable you to benefit from having the tutor and other delegates right there in the room with you. Face-to-face training sessions are one of the best ways to learn, as it is easy to ask questions and have group discussions. Cost: £595 + vat 07 December 2023 15 February 2024 14 May 2024 Zoom™ Course Attending a course via Zoom videoconferencing gives you all of the benefits of classroom training without the need to leave your home or office. You still benefit from a real tutor facilitating the programme, and the content is exactly the same. Cost: £495 + vat 11 September 2023 04 December 2023 13 March 2024 Dickson Training Ltd Founded in 1985 in Yorkshire, we have built an impressive and loyal client base. Our partnerships are built by consistently delivering outstanding development solutions and working in close collaboration with our clients, resulting in us becoming a leading UK and international training provider.

A powerful program for teams to participate in together in order to: Develop high-performance teamwork Work together to achieve team goals Assume responsibility and accountability Handle challenges through team communication Create mutual trust, support, and collaboration

The work of a technical team is invariably challenging and often unpredictable. Definition of the work can be problematic, timescales can be hard to estimate and the right technical approach difficult to select. Staff involved in this type of work usually have very high levels of specialist knowledge in their field and have high expectations of those who lead them. In addition to the challenges of the work, the team leader often has to balance the need for professional excellence with financial and commercial considerations and to ensure that team goals are realistic by being an effective negotiator with other project and senior managers. These characteristics make technical team leadership a demanding and complex activity. This programme aims to help participants develop the skills needed to become an effective technical team leader. The objectives of this programme are to help participants: understand the significance of leadership skills and their impact on team performance review the key skills needed to be an effective, 'multi-dimensional' team leader and learn how to develop, adapt and apply them in practice learn how to identify the preferred leadership style for the context and organisational culture and how to develop personal style versatility understand the role of the project leader in building an effective team and the skills required to promote and sustain team performance gain a better understanding of the interpersonal skills needed to motivate individual team members and harness the full potential of the team DAY ONE 1 Technical teams and leadership What is a leader? How much can leadership be learned? The team environment and the impact of leadership skills The characteristics of high performance teams and their leaders Some useful models and theories of leadership explored Types of leadership; choosing how to use leadership power Evaluating personal leadership style; how to develop style flexibility 2 Essential skills for team leaders 3 key dimensions of effective leadership: inwards, outwards and upwards Developing and promoting a 'team vision': strategic thinking skills The vital role of communication skills and how to develop them Understanding others; emotional intelligence skills Being a visible leader; behavioural and influencing skills Building effective relationships; the importance of trust and respect DAY TWO 3 Leading inwards to build the team The role of leadership in developing team performance Understanding individuals in the team; recognising team role preferences Managing conflict and promoting positive team dynamics Setting standards, maintaining discipline and rewarding performance Harnessing team potential: building motivation within the team Promoting team learning; the team leader as coach / mentor 4 Leading outwards and upwards to support the team Negotiating realistic team goals; effective influencing skills Gaining empowerment and support from the key stakeholders Leading upwards: knowing when and how to take the initiative Building team credibility within the organisation; helping the team deliver Becoming an effective team player in leadership teams Building and maintaining rapport with influential stakeholders

The leadership role of the project manager is increasingly recognised as a key determinant in delivering success. These skills can often be critical in project situations, where tight budgets and deadlines demand the highest levels of team performance and where the working environment presents fresh challenges on a daily basis. This programme focuses on the leadership skills required of project managers and will benefit anyone involved in managing projects large or small wishing to extend or enhance those skills. The objectives of this programme are to help the participants: Understand the significance of leadership skills to the project manager and the impact of these skills on project performance Review the key skills needed to be an effective 'multi-dimensional' project leader and learn how to develop, adapt and apply them in practice Learn how to identify the preferred leadership style for the context and organisational culture of a project and how to develop personal style versatility Understand the role of the project leader in building an effective team and the skills required to promote and sustain team performance Gain a better understanding of the interpersonal skills needed to motivate individual team members and harness the full potential of the team DAY ONE 1 Introduction Aims and objectives Personal objectives 2 Project management and leadership What is a leader? How much can leadership be learned? The project environment and the impact of leadership skills The characteristics of high performance project teams and their leaders 3 Principles of effective leadership Some useful models and theories of leadership explored Types of leadership; choosing how to use leadership power Evaluating personal leadership style; how to develop style flexibility 4 Syndicate case study: Leadership in action Review of the role of leadership in a contemporary project Feedback and plenary discussion: effective project leadership 5 Team exercise: Leadership skills of the project manager Teams compete in performing a project simulation Project review and feedback Discussion of the outcome: role and skills of the project leader 6 Leadership skills for project managers The 3 dimensions of project leadership: inwards, outwards, and upwards The vital role of communication skills and how to develop them Developing a 'project vision': strategic thinking skills Understanding others; emotional intelligence skills Being a visible leader; behavioural and influencing skills Building effective relationships; the importance of trust and respect DAY TWO 7 Leading the project team The role of leadership in developing team performance Understanding individual strengths; recognising team role preferences Managing conflict and promoting positive team dynamics Setting standards, maintaining discipline and rewarding performance Harnessing team potential: building motivation within the team Promoting team learning; the team leader as coach / mentor 8 Leading through the organisation Gaining the support others; developing effective influencing skills Getting empowerment from key stakeholders Knowing when and how to take the initiative and lead Building and maintaining rapport with key partners Becoming an effective team player in leadership teams Becoming a business leader; leading colleagues and co-workers 9 Team exercise: Leadership and negotiation Teams engage in a negotiation exercise Exercise review and feedback Discussion of the outcome: negotiation skills of the project leader 10 Negotiation skills for project leaders Characteristics of effective negotiators Classic problem behaviours and mind-sets to avoid Getting to win-win; building partnership and trust 11 Leading more senior stakeholders The challenges and skills of leading and managing upwards Communicating with more senior stakeholders; building credibility Negotiating upwards: knowing when and how The role of networking skills; building and maintaining rapport Handling disagreements; the art of diplomacy Handling personality and style conflicts with more senior people

This course applies strategic direction to the procurement process, aiding the evaluation of the supply market environment and its complex dynamics.

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. Day one - Activity Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. Using organised persistence to track and build new customer revenue. Managing your sales time effectively. Key learning points Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. How to prioritise opportunities and manage your time when sourcing new business. Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. Make outbound business or appointment calls with improved confidence, control and results. Day two - Value Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. How to better position your company and your products and services against your main competitors. Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. Day three (held around four weeks after the first module) - Conversion Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. Anticipate and answer customer objections and questions more confidently. Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points Smart ways to position price, emphasise value and be a strong player without being the cheapest. Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. Qualify pipeline opportunities with more accuracy, using a proven check-list. Use an 'option generator' to simplify complex proposals, increase business value and close business faster. Writing more effective sales proposal documents and quotations. How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. Practical methods of asking for agreement and closing a sale

Generating new leads and new business can be both time-consuming and frustrating. It's not easy - it takes skill, careful preparation and the creation of effective models and methods, even perhaps using formal approaches and scripts. Once generated, a new lead or enquiry must also be carefully managed to maximise the potential revenue it can generate. But it's crucial to get it right. If your company can afford not to worry about getting new business - congratulations! If your company is completely confident that it is performing at peak potential in generating new leads - again, congratulations! But if your company is working in the real world, couldn't your team do with some help, to become even just that little bit more effective, to make the process just that little less painful? This highly practical, intensive workshop gives sales teams the proven strategies and tactics they need to build a sustainable new business pipeline. This course will help participants: Develop a clear and consistent process for new business development and lead-generation Master the secret of effective new business development and lead-generation - 'only sell the appointment or next stage of the sales process, not your product or service' Set and achieve the right level of new business development and lead-generation activity to achieve your personal and organisational sales goals Apply the key principles of effective prospecting and pipeline management using a proven toolkit and approach Overcome the most common 'put-offs' when conducting telephone or face-to-face business-development and lead-generation activities Develop an engaging telephone voice and manner - and a 'networking personality' Qualify potential opportunities with more accuracy on a consistent basis Prioritise opportunities and manage their time when sourcing new business Discover online sources of leads, contacts and referrals Overcome psychological blocks to cold or warm calling - theirs and the client's Identify potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Make outbound sales or appointment calls with improved confidence, control and results Improve the conversion of calls to appointments by using more effective questions and sales messages Get past gatekeepers and assistants more effectively Make the most of your CRM software and systems 1 Online marketing - what works! Workshop overview and learning objectives Choosing your social media channels LinkedIn for sales and marketing Designing and implementing an effective new business email campaign online Creating a lead-generation strategy online - with case studies Avoiding common mistakes in social media marketing Case study: 'Best practice in social media sales and marketing' Using blogs and video-based marketing (eg, YouTube) New trends and how to keep your finger on the 'social media' pulse Twenty essential websites and online marketing tools 2 Making appointments by telephone Planning the call, telephone techniques, integrating with email and online marketing Developing a clear and consistent process to appointment-making Setting and achieving the right level of telephone activity to achieve your appointment goals Applying the key principles of effective prospecting and pipeline management generation, using a proven toolkit and approach Overcoming the most common 'put-offs' to seeing or engaging with you Overcoming psychological blocks to cold or warm calling - yours and the client's Identifying potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Making outbound sales or appointment calls with improved confidence, control and results Improving conversion of calls to appointments by using more effective questions and sales messages The five keys to developing an engaging telephone voice and approaching manner 3 Power networking Strategies for networking and B2B referral-based marketing The importance, and different types, of networking How to work a room - preparation and strategy Communication dynamics in networking - the power of the listening networker Assumptions when networking Business networking etiquette Making connections, asking for cards, contact details and referrals, gaining follow-up commitments Building relationships - follow-up and follow-through 4 Developing new leads Strategies for first-time sales calls Gaining rapport and opening first-time and new business sales calls effectively Advanced consultative selling - questioning techniques to quickly and efficiently uncover opportunities, need areas and preferences Presenting your solution to a new or first-time customer - creating an enthusiastic and compelling personalised and persuasive summary of your proposal Value message - differentiate your solutions clearly and accurately, with tailored value statements Presenting the right initial USPs, features and benefits and making them relevant and real to the customer Smart ways to position price, emphasise value and be a strong player without being the cheapest or leading on price Learn and use advanced techniques to determine customer needs, value and decision-making criteria in depth on a first-time call 5 Organised persistence - CRM and prospect-tracking Organised persistence - sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management Maintaining a good database for maximising new business ROI Developing a contact strategy with different types and levels of contact Analysing your contact base using state-of-the-art software and tools Making the most of your CRM systems and solutions Understanding that your attitude makes a difference when sourcing new business Setting SMART objectives for new business development and lead-generation Practical exercise - setting personal development and business goals Time management tips to improve daily productivity New business pipeline management strategies for peak sales performance 6 Workshop summary and close Practical exercise - developing your new business action plan Review and feedback