162 Courses in Coventry

It's a fact of life that costs generally increase and as a result prices must go up too. Implementing an increase without losing customers is challenging. Talking about a price increase with customers never makes for an easy conversation. Your customers will generally decide whether to accept the increase based upon value, as well as the hassle cost of switching and going elsewhere. Even the most experienced salesperson who has implemented price increases before will be fighting back the nerves when faced with the task of 'selling' the increase. In this flexible programme, we will support your internal preparations at whichever stage you and your colleagues are at. From making the decision to increase prices, right through to those on the frontline already dealing with any push-back. This programme will help participants: Understand the business case for increasing prices Take steps to research the market Consider their customers' motivations Use the six principles of influence Identify and adapt for different personality styles Assess their level of trust with customers Build rapport rapidly with their customers and prospects 1 Raising prices - keys to success Understanding the business case Researching the market Assessing the value of your offering 2 Understanding your customer base Assessing your key accounts What is your 'target' customer range? Creating consistency in pricing approach 3 Planning the increase Timing your implementation Communication strategy Elements of a good price increase letter 4 Developing influencing skills The Trust Equation The six principles of influence Discovering your customer's buying decisions 5 Emotional intelligence and price increases The part emotion plays Developing strategies for keeping calm Handling your customer's responses 6 Understanding different customer styles Discover your own style Recognising behaviour traits in others Adapting your approach to their style 7 Preparing for customer contact Preparing for specific customers Anticipating their response Dealing with challenging customers 8 Following through Maintaining a consistent approach Resisting requests for discounts Confirming the increase in writing

How to protect your cash flow In the current economic climate more and more companies are finding that their customers are taking longer to pay - or are not even paying at all. As cash flow is key to the survival of any business, effective debt collection tactics are vital for all businesses. This workshop concentrates on the telephone skills and techniques you can use to achieve the most positive outcome in any debt collection situation - payment of money owed, as soon as possible, whilst keeping the collection cost as low as possible. The course will help you: Understand your debtors and communicate with them accordingly Develop a strategy for more effective debt collection Make every call count Handle difficult calls Reduce the amount of time you need to spend on chasing payment Increase your collection rates 1 The debt collection process Understanding the reasons behind payment default Looking at the debt situation from the customer's point of view Developing a strategy for effective debt collection 2 Advanced telephone communication skills Techniques for speaking to the person responsible for paying the debt How to gain the customer's trust when discussing debt Telephone collection skills best practice Key phrases that keep the conversation positive and open 3 Questioning and listening skills for gathering information Different types of question Using high-gain questions to uncover key information Active listening that will help you understand what customers are really saying Leading with examples and high-impact questions Summarising and restating 4 Overcoming objections and excuses Identifying objections Preparing suitable responses Probing objections and ways to overcome them 5 Gaining commitment and ending the call Learn how to negotiate an agreement to suit both parties Summarising actions for you and the customer Ending the call professionally 6 Dealing with difficult and challenging situations Understand different personality types The correct way to respond to an upset customer Ways to calm angry customers (and handle verbal attacks) 7 Action plans Course summary and presentation of action plans

Any successful business manager will tell you that you never get the deal you deserve - you always get the deal you negotiate! This two-day workshop includes recent research and practical techniques from the Harvard Business School Negotiation Project and provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies. This course will help participants to: Understand the basics of negotiation Develop negotiating skills Increase their business acumen Develop their communication skills Learn the models, techniques and tools for an effective negotiation Identify the barriers to agreements Close the deal 1 What is negotiation? Key skills for negotiation Types of negotiation Win-lose negotiations versus Win-win negotiations Wise agreements and Principled Negotiation 2 Four key negotiating concepts BATNA - Best alternative to negotiated agreement Setting your reservation price ZOPA - Zone of possible agreement Creating and trading value 3 Business acumen Understanding pricing, gross margins and profit Knowing the key points on which to negotiate 4 A Four Phase Model for negotiation Nine steps to successful planning Discussing a deal - creating and claiming value Making and framing proposals Bargaining for the winning deal 5 Effective communication Effective questioning Active listening skills Understanding and interpreting body language Barriers to effective communication 6 Understanding influence and persuasion Influencing strategies Ten proven ways to influence people Six universal methods of persuasion Understanding why people do business with other people 7 Negotiating tactics Tactics for win-lose negotiations Tactics for win-win negotiations Effective team negotiating Understanding and using powerv What do you do when the other side has more power? 8 Barriers to agreement Common barriers to agreement The Negotiators Dilemma Dealing with die-hard negotiators Dealing with lack of trust 9 Potential barriers to cross-border agreements Understanding business methods and practice in other cultures Figuring out who has the power and who makes decisions Recognising and dealing with cultural differences What's OK here might not be OK there 10 Closing the deal Four steps to closing the winning deal

ChatGPT, along with other AI tools, aims not to replace the human touch in management, but to enhance it. By addressing repetitive, daily tasks, these tools free up managers to concentrate on core responsibilities like strategic decision-making, team development, and innovation. As we move further into the digital age, integrating tools such as ChatGPT isn't a luxury; it's the future of proactive leadership. In this guide, we'll delve into 10 practical ways through which AI can elevate your efficiency and refine the quality of your work. Gain familiarity with prominent AI tools in the market Efficiently compose and respond to emails Generate concise summaries of complex reports and data. Obtain quick insights, data, and research across varied topics Streamline the writing of articles, training notes, and posts Craft interview tests, form relevant questions, and design checklists for the hiring process 1 Streamlining emails An inbox can be a goldmine of information but also a significant time drain for managers. Here's how to optimise it: Drafting responses: Give the AI a brief, and watch it craft a well-structured response. Sorting and prioritising: By employing user-defined rules and keywords, ChatGPT can flag important emails, ensuring no vital communication slips through the cracks. 2 Efficient report writing Reports, especially routine ones, can be time-intensive. Here's a smarter approach: Automate content: Supply key data points to the AI, and let it weave them into an insightful report. Proofreading: Lean on ChatGPT for grammar checks and consistency, ensuring each report remains crisp and error-free. 3 Rapid research From competitor insights to market trends, research is a pivotal part of management. Data synthesis: Feed raw data to the AI and receive succinct summaries in return. Question-answering: Pose specific questions about a dataset to ChatGPT and extract swift insights without diving deep into the entire content. 4 Reinventing recruitment Hiring can be a lengthy process. Here's how to make it more efficient: Resume screening: Equip the AI to spot keywords and qualifications, ensuring that only the most fitting candidates are shortlisted. Preliminary interviews: Leverage ChatGPT for the initial rounds of interviews by framing critical questions and evaluating the responses. 5 Enhancing training Especially for extensive teams, training can be a monumental task. Here's how ChatGPT can assist: Customised content: Inform the AI of your training goals, and it will draft tailored content suitable for various roles. PowerPoint design: Create visually appealing slide presentations on any topic in minimal time.

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills. This course will help you: Use the consultative sales process to achieve more cross-sales Employ advanced rapport-building skills Assess the buying preferences of a customer Articulate the link between customer goals and needs Identify your customer's needs and wants Use advanced questioning techniques to gather information Resist the temptation to tell when it would be better to ask Identify communication preferences Given various scenarios, present a product to the explicit need of a customer Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers Handle objections positively Close the sale or gain commitment to further action 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Understanding yourself and your customers Personal communication style and what this means in a sales situation Wants versus needs What motivates people to buy Using social media tools such as LinkedIn Managing your portfolio to maximise sales Preparing to sell 3 The sales process Overview of the consultative sales process Review personal strengths and weaknesses as a salesperson Habits of top-performing sales people Common pitfalls Articulate sales goals 4 Building rapport 11 decisions that customers make in the first 9 seconds Spotting buyer communication preferences Building rapport with a wide variety of customers Dealing with emotions Keeping control 5 Questioning and listening Assumptions and how they trip us up Structured questioning Looking for cross-sales Honing your listening skills Identifying buyers' motivation Using summaries to move the customer forward 6 Presenting products and services to customers Choosing the right time to present Using features, advantages and benefits Tailoring your presentation of products and services to match buyer preferences and motivations 7 Gaining commitment When to close Dealing with difficult customers 5 things to avoid when handling a customer objection 8 Managing your business The link between service and sales Using customer surveys Winning back lost business 9 Putting it all together Skills practice Personal learning summary and action plans

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

Maximising the team's sales capability is the key aim for any sales manager. When sales people struggle to hit their targets, it falls to the sales manager to provide support and help colleagues to find their way again. One of the most effective techniques for sales managers to improve and maintain sales performance is by providing live sales coaching. Sales coaching encourages sales people to find their own solutions and take responsibility for their own development. This course will help participants: Develop people to fulfil their sales potential Provide motivational feedback Identify strengths and weaknesses of their team members Understand personal learning styles Identify and adapt for different personality styles Prepare and conduct on-the-job observations Motivate sales people to greater performance 1 How is sales coaching different from sales training? What is coaching? Discover how coaching empowers sales people Learn the best time to use sales coaching Decide which people should be coached first Creating a development plan 2 Understanding learning, behavioural and communication styles Use practical tools to help you assess individual styles Tap into the essence and energy of the person you are developing Understand your own learning, behavioural and communication preferences Develop a strategy to adopt for each member of your team Discover what motivates you and your salespeople to perform Appreciate how this knowledge will improve your sales conversion 3 Using the GROW coaching model Learn the secrets of a successful coaching session Discover the importance of SMART objectives and instructions Understand and capture what coachees are currently doing right Develop their problem-solving and decision-making skills Help your colleagues crystalise their plans and actions Provide follow-up opportunities to embed the learning 4 Giving motivational feedback Understand why effective feedback is so powerful in sales Learn key models for motivational feedback Discover how to manage and structure more difficult conversations Understand the power of positive reinforcement Encourage sales people to coach and support colleagues 5 Putting it into practice Use realistic scenarios to provide opportunities for practice Discover what it feels like to be coached Receive immediate feedback on your coaching style Share common performance issues with fellow sales managers Create a personal development plan 6 Preparing on-the-job observations and joint visits Build a strategy for coaching and team development Prepare an observation template for effective coaching Learn the key elements of preparation for your next coaching session Agree common areas to focus on with coachees 7 Action planning Personal action plans

The principles of effective time management are applicable to all aspects of life. When successfully applied in a sales environment they can lead to improved performance, higher sales and increased customer satisfaction. All salespeople would benefit from learning the tools and techniques to introduce impactful time management to their working lives. We have developed this programme to be practical, fun and interactive. Participants will better understand how to increase the amount of time spent on high-value sales activities, be able to improve their self-motivation and ability to get more done, and be better able to plan, delegate and speed up routine tasks. This course will help participants: Learn key principles of managing sales priorities, meeting targets and getting 'everything' done! Learn proven techniques for structuring your day, week and normal routine Develop effective sales time management at the office and on the road Learn a seven-step process for setting goals and objectives in your work and personal life Understand how to make time for sales prospecting, designated call days Understand practical ways to improve your time management 1 Key principles of sales time management Course objectives and review of time log Essential principles of sales time management How do you use your time now? Reviewing your working day (from pre-course survey) Beliefs and feelings about time 2 Managing sales priorities and planning systems Managing priorities and planning systems Use organised persistence to plan your sales activity Planning your territory and prospecting activity How to use priority ratings not urgency to react to tasks 3 Dealing with distractions and communication skills Know your time 'bandits' and creating more positive habits to overcome them Making time by saying 'no' assertively and managing expectations Assertiveness techniques for handling colleagues and clients Making meetings worthwhile - preparation and planning 4 Sales goal setting and action planning Set clear, concise, and motivating sales goals and action plans How to set and use goal setting as way of managing your time and increasing results The principles of linking SMART objectives to action plans and daily activities 5 Creating results focus - every day, week, and month Batch sales tasks together, starting with emails Planning your day and week and protecting sales 'prime' time Apply the 80/20 to your sales contacts, clients, and prospects 6 Overcoming procrastination and structuring your day Understanding procrastination, what it is and how to recognise it in yourself and others How to stop procrastinating and start making progressing Build a power prospecting hour into every day Smart stuff to make more sales time: five automated tools Live the $64,000 dollar question

The often-used phrase, 'just the receptionist', completely misrepresents the role. An excellent receptionist is a most valuable resource for any organisation. This programme has been designed specifically to deal with the essential skills necessary to represent the organisation to the best possible effect. It will also help you get the most out of your working day. There are six key reasons to take part in this workshop. It will help you: See your role in a new light Develop your communication skills Deal with different types of customer and situation Boost your confidence Cope in a pressurised environment Get more satisfaction from your working day 1 Introduction Workshop objectives and personal objectives The challenges of 21st century communication What makes an excellent point of Reception? And why is it so important? Who and where are our customers? As a customer, how do you like to be treated? What makes people feel valued? Objective and subjective aspects of customer service 'Micro moments' that shape the relationship 2 Communication on reception Definition of communication Barriers to good communication The 'recipe' of verbal, vocal and visual aspects of communication Differences between communicating face-to-face and on the telephone Communication 'leaks' The primitive human response The impact of visual communication - body language, gesture and facial expression Voice - tone, speed, volume, pitch, clarity, inflection, pacing Words - positive words and phrases compared with negative terminology Professional greetings face-to-face Steering the conversation with effective questioning 3 Telephone excellence How we use the telephone Qualities of the telephone Non-verbal communication on the telephone - what aspects can be 'seen' by the other person? Professional telephone etiquette Taking and leaving messages - key points that can help customers, colleagues and the organisation Clarifying information 4 Listening skills for accuracy and relationship building How accurate are your listening skills? What are the challenges for accurate listening? Active / empathetic listening 5 Creating a rapport by 'style flexing' Understanding how different people communicate Shaping our message to the other person so that they feel understood How changing situations can alter communication needs 6 Confidence and assertiveness Recognising different styles of behaviour - aggressive, passive and assertive Qualities of assertive communication - verbal, vocal and visual Assertive techniques - basic, persistence, negotiation / empathetic Demonstrating confidence 7 Coping in a pressurised environment Words - the most useful ones to use with stressed people and identifying the 'red rag' words Challenging situations - what do you find difficult and how do you respond? Dealing with outbursts of anger Bringing non-stop talkers back from their tangent Constructive ways to say 'no' 8 Pulling it all together Action plans Summary of key learning points

Take your sales people from average to high performance. Motivate and develop experienced sales professionals with some new insights and learning. Applying NLP principles, techniques and models, this workshop will introduce the core attitudes and behaviours that differentiate the excellent sales person from the average one. The programme will help participants: Understand and adopt the mindset and beliefs needed for sales excellence Build rapport and connect with buyers at a deeper and more personal level Recognise some of the thinking and language patterns that make each individual unique Ask powerful questions to further understand the unique world of the individual and how they make decisions Apply tools and techniques to empathise with clients - seeing things from their perspectives Tailor their sales approach to the individual buyer's style, and talk in their language Influence with integrity and sell to organisations and individuals successfully 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to NLP and sales excellence with NLP An overview of NLP and applying it to selling The pillars of NLP The NLP model of communication The difference that makes the difference 3 Building enhanced rapport Defining rapport and why it is important when selling Going beyond the initial small talk Building relationships with individual decision-makers Matching and mirroring Levels of rapport 4 Understanding the buyer's personal buying map How we take in, filter and process information How we judge others based on our own experiences of the world The different ways in which we communicate when selling Recognising and understanding the language and thinking patterns of others Adapting your sales communication style to different buyers 5 Making sense of the buying process How we filter information through our senses Understanding how we see, hear and experience the world Visual, auditory and kinaesthetic buyers Listening for key insights What different buyers want from you to help them to buy Applying sensory awareness to the sales process 6 Successful sales mindset The connection between thoughts and actions The sales beliefs of excellence Identifying negative thoughts and beliefs that are holding you back How to change your mindset Adopting the sales beliefs of excellence 7 Powerful questions Reviewing and honing your questioning skills Understanding the questions that great sales people ask Avoiding assumptions Clean language questions Getting to the bottom of it - precision questions Turbo-charging how you qualify 8 Influencing with integrity Understanding empathy Stepping into the buyer's shoes Speaking the buyer's language Tailoring your sales approach to the individual Match, pace, lead - how to take your buyer with you 9 Putting it all together Personal learning summary and action plans