364 GRE courses in Bradford

The 2-day Coaching and Mentoring for Managers course is designed for organisations that want their managers and team leaders to apply practical coaching and mentoring skills in everyday work situations in order to develop the performance of those they are responsible for, as well as improving communication within the business. Previous attendees have included chief executives, general managers, and HR managers, right through to production line supervisors and office staff. In fact, anybody that has to work as part of a team and relies on other people's efforts will benefit from this programme. Course Syllabus The syllabus of the Coaching and Mentoring for Managers course is comprised of four modules, covering the following: Module One Introduction to Coaching and Mentoring Exploding the myths surrounding coaching Benefits of coaching and mentoring The role of a coach and mentor How to avoid everyday interference that takes your time away from coaching people to achieve results How motivation works The difference between mentoring, coaching, directing, supporting & delegating, and learning when it is necessary to apply them Why coaching is an action orientated partnership purely focused on measurable results Coaching and mentoring outcomes Module Two Managing a Coaching Session The most important skills of a business coach The key characteristics of a good coach How to ask powerful coaching questions Opportunity to role-play using the STAR/GROW model Module Three Mentoring in Action Mentoring suggestions The first meeting Between first and second meetings The second meeting The Experiential learning cycle Model discussions Frequent questions asked by Mentors Duration of mentoring End of relationships Module Four Putting Learning into Practice Building a bank of great coaching questions Demonstration of what has been taught in a live coaching/mentoring meeting Individual feedback from a professional coach Creating SMART action plans Getting started as a work coach/mentor Group review and feedback on new learning Action steps for new coaches Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

One of our greatest strengths is our ability to tailor any of our open management courses to the needs and requirements of different businesses in different industries. We understand that whilst our open management training courses provide a wealth of knowledge in their particular area of focus, not all of it may be relevant for your business and the particular industry you operate in.Rather than making delegates sit through management training that is irrelevant to their job role, we offer bespoke management training where we tailor the course to cover the specific needs of your organisation, ultimately relieving the inevitable boredom and "switching off" that would come with having to sit through training that a person knew they would not need. Why choose us for your bespoke management training needs? We have provided tailored, bespoke management training courses to some of the largest organisations in the UK. Using our acquired experience and knowledge of running these courses, we will be able to work with you to create a bepoke management training programme that delivers a significant return on investment, both in terms of tangible and intangible results. ILM accredited management training courses Because we charge a daily training rate rather than a per delegate fee, if you have a number of delegates requiring management training, a bespoke management training course can often be less expensive than putting them all on an open course. A number of courses have been accredited by the ILM, which means you can be assured as to the standard of the course content and delivery. For more information on these, please see our page on ILM Management Training. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Interested in finding out more about bespoke management training? Between us, we can come up with a training plan which will provide relevant, bespoke management training for your delegates which will maximise the return on both your time and cost. We are happy to come to your premises or arrange training facilities nearer to your location if this would be more convenient. Feedback Below is a small selection of past feedback for our management training and development courses and programmes: "Excellent instructor. I looked forward to our monthly lectures knowing that I would have a good laugh but also that I would learn more about the subject and myself. He has been very helpful to me and the rest of the students, not just during the lectures but often in his own time. His enthusiasm for all of the subjects covered during the course was evident throughout, which again helped me to enjoy and understand the subjects and lectures.  If I get the chance in future to attend a further course with you, I would jump at the chance."Senior Acquisitions SurveyorGalliford Try "A very accomplished trainer and someone who I would very much like to be involved in our business training going forward. The feedback I have had from all levels of our team structure is excellent."Group HR OperationsEADS Personnel Services UK "Phil has a lot of energy which he throws into the course. This visably broke down resistance and attendees entered into the exercises wholeheartedly."Senior QSBullock Construction Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

An accredited qualification to prepare supervisors and team leaders for a future management role. This programme gives Team Leaders & Managers the skills, disciplines and confidence to manage their team effectively and add a great deal more value to the organisation - where they have to apply their learning in order to achieve the highly coveted ILM qualification. In order for a business to obtain maximum results, it is important that employees are motivated and supported in their job roles. It is the responsibility of the team leader or supervisor to lead their team effectively and present feedback to management. This 3-day programme will guarantee to boost your performance as a team leader and help you make the transition from working in a team to leading a team. We use a combination of theory and practical to help you develop yourself, and a toolkit of resources to use in the workplace. This is an internationally accredited course which not only carries kudos but it ensures you apply the learning back into the workplace for an immediate impact. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Course Syllabus The syllabus of the ILM Level 2 Award in Leadership and Team Skills course is split into three main modules, covering the following: Module One Developing Yourself as a Team Leader Learning the various roles, functions and responsibilities of a team leader - depending on workplace Recognising limits of authority and accountability, and how these are defined Developing personal skills and abilities for effective team leading Using reflective learning skills to improve performance Identifying areas of strength and possible improvement Finding ways of obtaining feedback from others Receiving and responding positively to feedback Module Two Workplace Communications Learning stages in the communication process Consideration of the recipient's needs Spotting barriers to communication and how to overcome them Establishing a range of direct communication methods relevant to the team Collating a range of direct communication methods relevant to people outside own area of responsibility. This includes written, telephone, e-mail and face-to-face Recognising the aspects of face-to-face communication, including appearance, impact, body language Realising the importance of succinct and accurate records of one-to-one oral communication Reasons for maintaining records of one-to-one communication (e.g. potential disciplinary or legal issues) Module Three Managing Yourself Setting SMART objectives and using them to prioritise own actions Learning simple time management techniques Developing an awareness of own skills and abilities Giving yourself personal objectives in relation to team objectives Developing flexibility and responding to daily changing circumstances Diagnosing the causes and impacts of stress at work Identifying symptoms of stress in yourself Knowing the implications of stress for workplace and non-work activities/relationships Developing simple stress management techniques Available sources of support Action planning and review techniques Accreditation As with all ILM accredited programmes, participants will need to complete the post-programme activity in order to achieve their full ILM Level 2 Award in Team Leading. This element is designed to show to ILM that you are able to apply what you have learned in the workplace. Who Is It For? This programme is ideal for practising or aspiring team leaders, in any industry sector, who is looking to gain a solid foundation or develop their existing skills as a team leader. This internationally recognised course will give you a solid understanding of what is needed to be a successful team leader, how to delegate, motivate and how to implement these skills in to your work place. What Will I Learn? At the end of the course, successful candidates will: Have a good understanding of the team leader role Apply a range of effective communication skills to overcome barriers Know how to motivate, build confidence and gain the best from their teams Identify, build and encourage effective team behaviours Apply practical skills and knowledge to be transferred to the workplace Gain an internationally recognised qualification What Is Required? There are no formal entry requirements, but participants will normally be either practising or aspiring team leaders, with the opportunity to meet the assessment demands and have a background that will enable them to benefit from the programme. Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information about running this course in-house at your premises, please contact us for more information.

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample 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: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.

This ilm recognised programme builds on the coaching fundamentals to focus on enhancing the coach’s self-awareness and coaching techniques, refining both practice and skill to develop a coaching style of leadership.

In a world focused on digital media, 24-hour news channels and social channels, it’s really important to communicate with your audience – there are lots of opportunities to do this if you are interviewed by journalists. There’s the chance to deliver expert comments or take part in in-depth features or give a quote about your business or organisation. The media wants to stay relevant and engaged with its audience and you can play a part in that and talk to your audience. In our Broadcast Media Training Courses, we will teach you the best ways to share your story, how to answer those difficult questions and present yourself with confidence and style. This means you will capitalise on every opportunity. Our broadcast media and media interview training courses include: Exploiting the opportunity The world of digital media means there are lots of opportunities to appear online, on radio or on TV, as an expert or commentator and gain invaluable exposure for your business and organisation. You may meet journalists at industry events or be contacted for a comment on an issue. You may also need media training because you have to protect your business’ reputation by reacting proactively if you become involved in a news story. Media training will help you handle interviews with journalists, content creators and other media professionals. You need to communicate positively and effectively and make sure your message reaches the audience. It means speaking consistently, and with style and confidence. You’ll also need to know how to handle challenging questions and make sure you positively manage your reputation. Contemporary Media Training Our media training is interactive, engaging and importantly, carried out by experienced journalist trainers. Our team has worked at the highest levels of journalism and broadcasting and will give you an invaluable insight into how to maximise the opportunity of a media appearance. We will take you through the background of what journalists want and need, and give you a clear understanding of how to prepare and deliver your messages and ideas. We will then carry out a number of media style interviews which our technical team will record and playback so you can see and hear yourself. We will then support you with practical, inclusive and useful feedback for you to put into practice for the next interview. We provide copies of all your recordings and useful notes after the training. Locations that suit you We deliver training at our facilities in Birmingham or London or at your location, bringing our technical equipment and cameras with us. You can have a half day training session for up to 4 people or a full day training for a larger group. We also deliver training online for small groups which can be useful when teams are spread around the country. Expert Journalist Trainers We pride ourselves on two things at Coherent Comms – delivering contemporary media training and our supportive inclusive feedback. We know there are lots of media training companies out there but our clients tell us they work with us because we listen. We don’t tell you what training you need or hark back to the old days. We take on board your communication needs and deliver bespoke training. Our associates are working in digital communications, carrying out interviews for news online sites and our contacts are producing digital content for a 21st century audience. We’ll talk to you about TV and radio but we understand the wider media landscape and how to navigate it. And we’re really proud of our feedback – we want to take you from good to great and believe confidence building with tips and ideas that will work for you is the best way to develop your skills. We will help you design the course you want All our media training is bespoke and designed to exactly suit your needs. We have lots of ideas of how it might work but we want to hear from you and what you want! So get in touch with our friendly team by phone on 0754 533 4269 or fill in our contact form and we will get back to you. We’d love to hear how you hope to improve your media and communication skills.

Mindfulness is a practical technique for developing a greater sense of awareness and focus on the present moment. It is the opposite of mindlessness, meaning that actions and reactions become conscious and deliberate. It is an extremely useful tool for any busy work environment. Currently being used by the likes of Google and Pepsi, mindfulness can be adopted within the workplace to reduce stress and anxiety, provide greater focus and clarity, improve leadership capabilities and enhance the general wellbeing of staff at all levels. This workshop has been developed for forward-thinking organisations wanting to make a real and sustainable commitment to improving workplace wellbeing and productivity. This workshop will help you to understand the basic principles and benefits of mindfulness, and how it can be used in the workplace setting. It will also enable you to develop techniques to alleviate overwhelming feelings of stress or anxiety, prepare for important or challenging meetings, and generally achieve a greater sense of focus, clarity and calm whilst dealing with a hectic schedule.

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

Are your sales people too stressed, running on adrenalin, perhaps driving towards burnout, struggling to reach targets? Wouldn't you rather they delivered consistently good performance, sustainable over longer periods of time, with less stress (for both them and you)? This uniquely empowering workshop will help your team develop naturally high levels of focus, energy and motivation. They will attain a sense of grounded euphoria, giving them a very distinct and ethical edge in selling. A one-day programme, it gives salespeople an introduction to the 'Natural Superheroes' concepts and resources, tools and techniques, to help them improve their sales performance - realising greater sales potential, developing deeper and more profitable client relationships, winning more business. Through this experience, sales teams gain: Information about profiling clients to instantly understand more about their deepest drives and true needs so they can be genuinely met and, where possible, exceeded Insights into deep, honest and very 'real' reasons for sales procrastination - participants are given specific workable strategies they can easily apply to overcome sales resistance, by tapping their natural motivational styles An understanding of communicating at the very highest levels with different people so they truly understand your sales message and have a significantly more positive sales experience A realisation of their very specific natural sales talents as individuals and as a team A deeper level of experience and understanding of what specifically drives their own behaviour and the behaviour of their clients - these unique insights explain not only how but exactly why people behave the way they do An experience of what it takes to be unshakeable under pressure and manage the sales processes and relationships to a positive outcome for all Brand-new insights into working with and handling difficult people across all levels of authority An understanding of the pitfalls and the psychological traps we set ourselves which cause unnecessary stress, anxiety and frustration on a daily basis and, in turn, limit our sales performance Access to very simple and practical tools that massively increase self-awareness, engender accountability and responsibility and develop emotional sales mastery 1 Introducing 'Natural Superheroes' for sales What is a 'Natural Superhero'? Defining emotional intelligence in the context of sales and why it is so important Knowing yourself - why most people don't know themselves at all and how we can understand exactly what drives our behaviour for the purpose of improving sales performance specifically Knowing exactly why others, and specifically clients and team members, behave the way they do - understanding the real motives behind people's good and bad behaviour in a sales meeting Simple steps to freeing yourself of any anxiety, pressure and false sense of limitation when selling Being yourself in sales - why this is not as easy as it sounds but how you can make it effortless How to take control of achieving the sales performance you really need and want for yourself and others Strategies that raise your self-awareness, increase an authentic and sustainable sense of self-confidence, in difficult situations and in moments of crisis 2 Understanding yourself, your team members and your customers - using the Enneagram Introducing the Enneagram and why it is so valuable to sales people and their clients Exploring the 9 types of motivational drives and why people have different reasons for buying from you Core types and wings - understanding the influence of other motivations either side of the core Enneagram type How to confirm the profile of your client - using celebrities from the world of politics, cinema, sports - we explore how to identify each type - what are their core drives, why have they arisen and how can we use these insights to help you in improving your sales performance The 3 levels of behaviour within your personal profile and that of your clients Lookalike Enneagram types - mistaken identities - how to avoid these traps when profiling your clients and your team How to communicate effectively in a sales environment with each of the different Enneagram types - communication strategies for positive impact on morale, performance and, ultimately, sales results How to interpret and make use of the results of your online personal profile - participants complete an online profile before the event and have the opportunity to analyse their results with a view to improving their sales performance How sales teams sabotage their own performance and that of other people within the team - and how to stop it Uncovering your particular edge in a sales role - what unconsciously trips you up as a sales person? How the Enneagram helps us in sustaining a truly great sales performance over time 3 Why positive thinking alone doesn't work in sales Why 'PMA' does not stand for positive mental attitude when selling - learn its alternative meaning that can serve you even more effectively in a sales role 3 steps and exercises that naturally increase PMA The value of making unconscious thinking conscious and how to do this without any pain or discomfort in a sales meeting Why each Enneagram type has a different experience of PMA in terms of their outward behaviour and how to know when you are maximising your sales performance 4 Measuring success How to measure the development of your individual profile as a sales person Development planning and review Into the future - how to continue your Natural Superhero development

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