January 2009 Workshops

Click a course title below for more details:

Title	Date	Time
Selling in a Recession	14th January 2009	9am - 12.30pm
Motivating Staff for Better Results	14th January 2009	1.30pm - 5pm
Selling in a Recession	15th January 2009	9am - 12.30pm
Managing Change in Difficult Times	20th January 2009	9am - 12.30pm
Improving Personal Effectiveness	20th January 2009	1.30pm - 5pm

Selling in a Recession

Duration: 3.5hrs

During any economic downturn organisations continue to spend money; they are just governed by a new set of rules and behaviours. Numerous businesses enjoy rapid growth during such times, mainly due to the fact that their salespeople are able to take business away from their competition. They are able to do this because they understand the new rules of buying behaviour and are able to adjust their sales activity accordingly.

This fast moving session helps salespeople overcome common misconceptions about their ability to perform and provides a master class in adjusting their sales approach.

The course provides a series of quick wins...These include understanding buying behaviour, as well as how to build instantaneous rapport whether face-to-face or on the telephone. The sales process is then broken down into a logical structure, making it easier for delegates to master each stage of the sale.

Attendees are encouraged to review their questioning skills, benefit selling, as well as closing techniques, in a practical setting with expert advice close at hand. They learn to explain and position their products and services effectively to increase sales and enjoyment of their role.

The workshop is designed to provide an immediate return on investment with your salespeople returning to work with a new mindset and dozens of reliable selling tools.

Key Learning

• Recession proofing your mindset and thinking like a sales winner
• Instantaneously building rapport over the phone and face to face
• Developing listening skills
• Questioning techniques
• Goal setting
• Assessing client needs
• Objection handling
• Benefit selling
• Closing skills

"The activities were great and I will definitely use what I have learnt. A real eye opener!"
Diane Johnson
Discovery Channel

Motivating Staff for Better Results

Duration: 3.5hrs

During the current economic climate, it is even more essential to get the best out of your staff. Skilled leaders ensure that appropriate motivation is directed to achieving departmental and organisational goals.

During this workshop the key concepts of leadership and motivation are explored in depth. The practical exercises and relevant theory that the course provides empowers managers to become more effective leaders.

A personal leadership development plan for team motivation will be produced and different strategies to achieve it will be offered. Practical role-plays ensure maximum benefit and retention.

Key Learning

• Understanding motivation and how to motivate
• Recognising signs of de-motivation
• The psychology of rapport
• Motivating individuals and teams
• Defining Leadership
• Action planning for long term motivation

"Great course with lots of points explained in relation to my business"
Scott Graham, Senior Project Engineer
CAT IMPACT

Managing Change in Difficult Times

Duration: 3.5hrs

During the current economic climate, the HR function is more important than ever to assist managers to motivate, energise and manage the performance of staff.

Often during a downturn, HR has a key role to play in headcount planning and the consultation processes which ensure that the organisation can run at optimal efficiency. However those left behind after a redundancy programme are often left to fend for themselves, while outplacement and counselling services are offered to the staff who are leaving. The very people who are going to be key to the success of the organisation going forward may be left feeling confused, insecure or angry at the fate of their colleagues.

This workshop aims to provide HR Managers with the tools to manage staff communication, motivation and retention programmes for the “survivors”. Reactions to change are examined and the delegates will practice techniques for working with employees both one to one and in groups to explain the reasons for change, to break down resistance and to re-energise the group.

The course will provide a great opportunity for HR professionals to share their experiences and challenges. All delegates will produce a personal action plan during the course which will provide practical assistance for them when they return to work.

Key Learning

• The Change Journey: Understanding reactions to difficult change
• Analysing reactions in the "survivors". What does resistance look like?
• Team dynamics: making new team structures stick
• Managing workshops on the transition
• 1-1 coaching techniques

"Really good to be able to take the time and think about my behaviour!"
Emma Randall
Europcar

Improving Personal Effectiveness

Duration: 3.5hrs

Today’s professional is often overworked and de-motivated as a consequence. A recent study reported that in the UK 80% of men and 71% of women were unhappy with their working hours.

This increased workload is caused by many factors, from economic pressures, increased competition through to rising customer and colleague demands.

This practical and interactive course focuses on how to get better results in a shorter time; basically, how to "work smarter". A variety of management skills are taught; including time management, influencing techniques and assertive communication. Delegates are empowered with the personal confidence and ability to work more efficiently and prioritise tasks more effectively.

The course is delivered in a content rich Compact Workshop format also providing great opportunities to discuss and learn with and from other delegates. All the techniques provided are relevant to any working environment and can be implemented quickly and easily back on the job.

Key Learning

• Turning your vision into goals
• Understanding your motivators
• Prioritising effectively
• Influencing others to deliver
• Communicating assertively

"Well designed course. Gives you the ability to discuss and identify ways in which individual time management can be improved"
Neeru Judge
Dresdner Kleinwort