Training
Social Media Workshop
Date of Training: 21.10.2010Region: Dublin
Trainer:
Venue: O'Callaghan Davenport Hotel
Price for SII Member: EUR tbc
Price for non-SII Member: EUR tbc
Duration: 1/2 day workshop
Type: Workshop
This half day social media workshop for sales professionals will focus in particular on how to use LinkedIn to generate sales leads and valuable new business opportunities.
Strategic Decision Making
Date of Training: 14th & 15th OctoberRegion: Dublin
Trainer: John Ryan, Evolve Learning Organisation Consultants
Venue: Boardroom, O'Callaghan Davenport Hotel, Dublin
Price for SII Member: EUR 790
Price for non-SII Member: EUR 840
Duration: 2 days
Type: Workshop
Your success or failure is determined to a large extent by the decisions you make – evaluating options, defending decisions and communicating conclusions will lead to high performance however failure to make excellent strategic decisions usually leads to disaster.
In today’s business world, decisions that were once the preserve of the ‘C’ level executive are now being pushed down the organisational structure in an effort to make organisations more responsive to the market place in which they operate. However the employees tasked with making these decisions which can have long term impacts often have no formal training in decision making science and are relying on their own intuition. This can have disastrous results and can end in the collapse of the entire business.
Now more than ever organisations must handle higher levels of risk and make decisions quickly in a pressurised and fast changing business environment. By having a defined decision making structure and process they can ensure that their people make better decisions and can communicate and justify the reasons for a particular course of action.
Programme Deliverables
This Strategic Decision Making course equips participants with the skills of effectively framing complex issues, so they isolate the core problem(s) that need to be addressed. It focuses attendees on the criteria that they are using to make a decision and will create an understanding of the impacts and consequences that a particular course of action will result in. A robust decision making process ensures that the correct alternative action is selected and that the decision gains support.
Finally and crucially, participants also learn to recognise, assess and avoid or overcome characteristic errors in human judgement gaining excellent personal and commercial strategic decision making skills.
This programme is ideal for:
This course is focused on decision makers with responsibility for critical business issues
Programme Content
• Identifying and Understanding Strategic Decisions and their impact
• Knowing when you can rely on your Intuition
• Improving the speed and quality of your decision making
• Developing a Structure and Process to improve your Strategic Decision Making
• Learning to accept and work with Risk and Uncertainty
• Understanding your Heuristics and Biases when making decisions
• Avoiding the top Decision Traps
Trainer:
As National Sales and Training Manager of Golden Pages John developed many skills and competencies in the areas of Sales and Sales Management.
John has trained with Glaxo Smithkline, eircom, Allianz, HP, VHI, EMC, Hibernian, Great Place to Work Institute, to name but a few organisations.
As an Honours Business Graduate from DCU, specialising in Marketing John has a deep commercial focus, he also has a Training Certificate from NUI Maynooth and is a trained psychometrician.
Key Account & Relationship Management
Date of Training: 13th OctoberRegion: Dublin
Trainer: Paul Barnwell, Harvest Resources
Venue: Dublin
Price for SII Member: EUR €295
Price for non-SII Member: EUR €345
Duration: 1 day
Type: Workshop
How do you manage the multiple inter-company relationships and dependencies associated with your important Key Accounts? How do you keep out the competition? Is a sales representative approach, on its own, good enough? Learn to become far more strategic when dealing with Key Accounts. Learn to develop important long-term relationships with all the main players and how critically important it is to engage and bring relevant core elements of your organisation to the party.
This programme is ideal for:
This highly interactive one-day workshop aims to help Key Account personnel to find mechanisms to lock in critical long-term business relationships, in order to optomise revenues and keep the competition at bay.
Programme Deliverables:
• Determine the immediate and longer term business goals of a client
• Run successful one to one meeting with a client or new account
• Understand individual account behaviour and motivation
• Manage & motivate people associated with servicing the account
• Adapt your selling style to the needs and requirements of individual clients
• Identify strategies that will boost retention and loyalty
• Set up an account management plan with a new client
Programme Content:
• Learn to develop long-term relationships
• How to plan and run a one to one meeting
• Stages of development of an account to key account status
• Understanding your own selling style and how to adapt it to different accounts
• Understand individual account behaviour and motivation
• Time Management and prioritising workloads
• Self-assessment of leadership style
• Managing & motivating people associated with servicing the account
Trainer:
Paul is a People Development Specialist in Harvest. He has a raft of successful senior management experience, gained while working in the Financial Services’ sector. He specialises in the design and delivery of high impact sales, leadership and management development programmes, using the skills and knowledge he has acquired from 20 years of dealing with, and advising, large and small enterprises in a range of industries. He is also a highly experienced coach. He sets high expectations from his interventions, both challenges and supports learners to achieve optimal results, and brings a highly energetic and motivational approach to his delivery. Paul draws on his wealth of practical experience to empathise with and relate to clients’ specific and pragmatic needs.
Sales Management
Date of Training: 7th OctoberRegion: Dublin
Trainer: Paul Barnwell, Harvest Resources
Venue: Boardroom, O'Callaghan Davenport Hotel, Dublin
Price for SII Member: EUR 395
Price for non-SII Member: EUR 445
Duration: 1 day
Type: Workshop
Engage, lead and motivate your sales staff to deliver superior levels of performance. Develop and tailor your leadership style to get the best from each team member. Learn how to coach-in exceptional long-term performance improvements.
This programme is ideal for:
This one-day, high impact and practical workshop will equip sales managers with the skills and knowledge needed to effectively harness their team to achieve enhanced results and the financial targets of their organisation.
Programme Deliverables
• Understand the differences between leading and managing
• Build and sustain high performing sales teams
• Describe of various sales leadership models
• Create an empowering culture for the sales team to operate in
• Translate the strategic objectives into a meaningful sales business plan
• Be able to recognise and deal with underperformers
• Be able to design and implement a people plan to resource the needs of the business
Programme Content
• Sales Leadership Models
• Self-assessment of sales leadership style
• Understanding the Four Levels of Sales Strategies
• How to create & manage a high performance sales team
• How to manage underperformance and lead high performers
• The characteristics of high performing sales teams
• The use of coaching in the field
• How to organise and roll out a team meeting that is motivational, fun and encourages participation
Trainer:
Paul is a People Development Specialist in Harvest. He has a raft of successful senior management experience, gained while working in the Financial Services’ sector. He specialises in the design and delivery of high impact sales, leadership and management development programmes, using the skills and knowledge he has acquired from 20 years of dealing with, and advising, large and small enterprises in a range of industries. He is also a highly experienced coach. He sets high expectations from his interventions, both challenges and supports learners to achieve optimal results, and brings a highly energetic and motivational approach to his delivery. Paul draws on his wealth of practical experience to empathise with and relate to clients’ specific and pragmatic needs.
Certificate in Consultative Selling
Date of Training: 22nd, 29th and 30th SeptemberRegion: Dublin
Trainer: Dave Malone, Evolve Organisation Learning Consultants
Venue: The Boardroom, O'Callaghan Davenport Hotel, Dublin
Price for SII Member: EUR 885
Price for non-SII Member: EUR 935
Duration: 3 Day
Type: Workshop
Certificate in Consultative Selling
In these challenging times budgets in most areas have been cut. Decision making has gone up a level in the management structure.
This three day modular programme covers the core skills and tools required to kick start your sales activity and get a sales pipeline moving again.
This certified programme is designed specifically for Business to Business Salespeople. It is certified at Level 6 by FETAC.
Style of the Programme
The programme is very practical focusing on skill development using videoed role play with specific feedback from the tutor. There is a maximum of ten participants on the programme to facilitate the maximum amount of interaction and feedback to each participant.
Programme deliverables:
This programme will dramatically improve the business development and customer retention of the salesperson. This programme provides practical skills, tools and supporting processes that will transfer to the field efficiently and effectively. After attending this course salespeople will have the ability to:
• Differentiate their product /service so that it is sold on value and relevance as opposed to price
• Get much higher quality business leads
• Identify more strategic networking opportunities
• Manage their sales pipeline so that there is more consistency in sales figures
• Significantly increase their forecast accuracy
• Increase the number of appointments made by phone and email
• Structure a new business meeting to sell more effectively and shorten the sales cycle
• Better understand and profile their sales prospects
• Ask the best sales questions to qualify and position their product / service
• Sell more profitably and efficiently
• Repeat the sales process and improve continuously
Programme Content
The Psychology of the Seller
• Managing your mindset
• Staying Motivated
• Successful thinking to maximize performance
Prospecting Activities
• Techniques to target better prospects
• Where are how to network
• How to ask for referrals from existing clients
• Identifying and working with Complimentary Solution Providers
• How to get appointments by phone
• How to structure the sales letter
Understanding Your Pipeline
• How to manage your Pipeline
• Improving forecast accuracy
Planning for Sales Meetings
• Understanding the prospect
• Understanding the customer's position
• Identifying the decision making process
The Sales Meeting
• How to run and control sales meeting
• Adjusting your sales approach for different types of personalities
• How to qualify the prospect and the opportunity
• Effective questioning techniques uncover real needs
• Presenting your solution
• How to differentiate your product / service
• Conditioning: Using the techniques of influence to increase conversion of sales
• Handling objections: using forward planning to handle objections seamlessly
• Closing: Gaining commitment or movement to the next stage
Certification: This programme is certified at FETAC Level 6
David has spent over 15 years in the training and education industry. During that time he has worked with financial services, telecommunications, and service-orientated industries honing his skills with business development teams both at corporate and retail levels.
He has cultivated his training style through working with training organisations from Ireland, UK, and the USA. Over the years he has worked with organisations at all stages of their development from launch to maturity. He is a regular speaker on the business circuit both in Ireland and the U.K. for the likes of the CIPD, Sales Institute of Ireland, CCMA, Bankers Institute etc. His style is considered innovative, engaging, and highly participative.
To Download Brochure click here
http://www.salesinstitute.ie/images/uploads/Certificate_in_Consultative_Selling.pdf
Dale Carnegie Course: Effective Communications & Human Relations
Date of Training: 20th September -13th December (every Monday evening for 12 weeks 6.30-9pm)Region: Dublin
Trainer: Walter Bradley, Dale Carnegie Ireland
Venue: The Westin Hotel, Dublin 2
Price for SII Member: EUR 1600
Price for non-SII Member: EUR 1500
Duration: 12 weeks
Type: Workshop
This course will help you master the capabilities demanded in today's tough business environment. You'll learn to strengthen interpersonal relationships, manage stress and handle fast-changing workplace conditions. You'll be better equipped to perform as a persuasive communicator, problem-solver and focused
leader. And you'll develop a take-charge attitude initiated with confidence and enthusiasm
In short, the course will power you to move far beyond your comfort zone as you stretch for and attain ambitious new goals.
This programme is ideal for:
Employees at all levels in a corporation who seek to maximize their performance, become stronger leaders and add more value to the organization.
Programme Deliverables
• Tackle complex challenges
• Generate more and better ideas
• Excel as a consensus builder
• Communicate clearly and concisely
• Reduce self-consciousness and fear
• Apply 30 human relations principles
Programme Content
- Self-confidence
- Improved Interpersonal Skills
- Communication Skills
- Leadership Skills
- Goal Setting
- Presentation Skills
- More Positive Attitude
- Stress Management
Style of the Programme
Dale Carnegie Course: Effective Communications and Human Relations is run as a 12-week course running one night per week for 3.5 hours per session. This proven, time-spaced learning methodology allows you to practice between sessions so that these principles become part of your skill set.
Sales Negotiations FETAC Level 6
Date of Training: 16th & 17th SeptemberRegion: Dublin
Trainer: John Ryan, Evolve Learning Organisation Learning Consultants
Venue: Boardroom, O'Callaghan Davenport Hotel, Merrion Square, Dublin 2
Price for SII Member: EUR 590
Price for non-SII Member: EUR 640
Duration: 2 days
Type: Workshop
Sales Negotiations (FETAC Level 6)
In the business world we live in today, winning business and negotiating deals with customers continues to become more important. Fact: Very few professional sellers are thought how to negotiate formally or effectively. The ability to effectively manage a sales negotiation can often be the difference between making a sale and not. But there is no point negotiating a deal unless it arrives at a worthwhile outcome for both seller and buyer.
Many sellers capitulate at the first sign of push back from the customer. They often give away price without getting any concession or commitment in return. Many sellers find the whole concept of negotiating very stressful experience. With customers becoming increasingly more demanding in their approach to negotiations it is imperative that sales people are confident and well skilled in their approach to the negotiations. This course ensures you protect your margins resulting in higher profits.
Style of the Programme
The programme is very practical focusing on skill development using videoed role play with specific feedback from the tutor. There is a maximum of ten participants on the programme to facilitate the maximum amount of interaction and feedback to each participant. All participants will conduct a video role play to demonstrate learning in order to gain accreditation. Workbook and handouts support the programme.
This programme is ideal for:
Sales professionals and account managers who wish to prepare and negotiate the best possible deal for their business.
Programme Deliverables
• Focuses on the skills and knowledge required to empower sales people to plan, prepare and execute sales negotiations
• Clearly understand the behaviours and traits of a good negotiator
• Manage the negotiation process through its different phases in order to achieve a mutually beneficial business deal
• Identify the customer's negotiation behaviours, objectives, motives and tactics in order to maximise their position and maintain a good ongoing relationship
• Prepare and design a total negotiating plan including performance objectives
Programme Content
Preparing for the Negotiation
• Preparing your strategy and defining your desired outcomes
• Identifying your tradeables, concessions, bottom lines etc
• Understanding the other parties position /Needs based Negotiation
Conducting the Negotiation
• Develop an understanding of a Structured Approach to Negotiation
• Negotiation Skills and Techniques
• Controlling Responses
Negotiation Approach
• Presenting your product or service offering with confidence
• Awareness of reactions including Non-Verbal
• Dealing with different Personality Types
Developing Consensus
• Using Consensus building techniques
• Knowing when to make concessions
• Gaining On Going Commitment
Dealing with Objection
• Techniques to overcome objections
• Implementing techniques
Certification: This programme is Certified at FETAC Level 6
Trainer:
As National Sales and Training Manager of Golden Pages John developed many skills and competencies in the areas of Sales and Sales Management.
John has trained with Glaxo Smithkline, eircom, Allianz, HP, VHI, EMC, Hibernian, Great Place to Work Institute, to name but a few organisations.
As an Honours Business Graduate from DCU, specialising in Marketing John has a deep commercial focus, he also has a Training Certificate from NUI Maynooth and is a trained psychometrician.
Telesales
Date of Training: 15th September & 11th NovemberRegion: Dublin
Trainer: Dave Malone, Evolve Organisation Learning Consulants
Venue: Dublin
Price for SII Member: EUR 295
Price for non-SII Member: EUR 345
Duration: 1 Day
Type: 1 Day Workshop
This telephone selling skills course uses interactive tutorials and role plays to develop the self confidence, skills and belief required to proactively sell products or services over the telephone. It will develop an understanding of the sales process, how buyer behaviour has changed, how to deal with objections and then gain commitment to buy, and how to manage your sales pipeline. Participants will leave the course having the confidence and skills required to win new business opportunities over the phone even in these difficult trading conditions.
This programme is ideal for:
Every sales person who has to generate their own sales leads and sales revenue. People who need to develop their sales skills on the telephone, build better relationships with customers, and more effectively promote products or services by telephone. This course will also prove valuable to experienced salespeople who wish to improve their telephone selling skills. It is appropriate for people dealing with in-bound and out-bound telephone calls.
Programme Deliverables
• After attending this sales training course, participants will have the ability to:
• Transmit to the customer a feeling of interest and attentiveness
• Be confident when dealing with price and delivery enquiries
• Build rapport with customers, so the customers keep phoning back
• Keep control of the conversation
• Handle complaints and difficult situations professionally
• Handle objections and gain commitment to proceed
• Structure a sales call for maximum results
• Enhance the reputation of their organisation through the application of successful telephone techniques.
• Make and take effective sales calls
Programme Content
Essential Telephone Skills
Conveying enthusiasm and commitment
Transmitting a 'can-do' attitude
Understanding What Motivates Customers to Buy
Buyer behaviour how it has changed in 2010
Viewing your product or service from the customers' perspective
Adapting your style to meet the customers' needs
Making the most of e-mail enquiries
Controlling An Inbound Call
Asking questions to understand your customer
Understanding what gets in the way of communication
Utilising complaints as an opportunity to build loyalty
Making An Outbound Call
Planning - preparing to succeed
Structuring the call to gain attention and meet your objectives
Making the most of switchboards, assistants and voicemail
Managing The Sale
Selling benefits - putting products and services into customers' language
Handling objections and obstacles professionally
Gaining customer commitment
Building New Business
Targeting new sales opportunities
Sourcing prospect information on the Internet
Making appointments for yourself and others
Managing the Sales Pipeline
Most common mistakes to avoid in sales forecasting
Moving your sales pipeline to a “next step” metric
How to focus upon movement as opposed to past activity
Staying Sharp On The Telephone
How to identify 'performance lag'
Keeping yourself motivated
Asking for and using feedback to improve your performance
Trainer:
David has spent over a 15 years in training and education industry. During that time he has worked with financial services, telecommunications, and service-orientated industries honing his skills with business development teams both at corporate and retail levels.
He has cultivated his training style through working with training organisations from Ireland, UK, and the USA. Over the years he has worked with organisations at all stages of their development from launch to maturity. He is a regular speaker on the business circuit both in Ireland and the U.K. for the likes of the CIPD, Sales Institute of Ireland, CCMA, Bankers Institute etc. His style is considered innovative, engaging, and highly participative.
Writing Winning Proposal to Win More Sales
Date of Training: 8th SeptemberRegion: Dublin
Trainer: Peter Lawless, 3R Sales & Marketing
Venue: The Boardroom, O'Callaghan Davenport Hotel, Merrion Square, Dublin
Price for SII Member: EUR 295
Price for non-SII Member: EUR 350
Duration: 1 day
Type: Workshop
Today, as budgets are slashed, you need proposals that get straight to a customer’s pain and show value if you are going to win the business.
Salespeople are looking for a way to win more tenders, because in these competitive times, you must know how to write proposals in a way that beats your competition every time.
Programme Deliverables
• Increase sales by communicating more effectively with customers
• Give the customer what they want – every time
• Have your proposals show you and your company in the best light
• Hear the secret of how to write persuasively and influentially
Start using the tools and techniques that the world’s most effective and powerful Copywriters use (in proposals, emails, websites and letters) and feel confident you’ll enjoy the benefits of attracting more clients!
Style of the Programme
Attend this one day, highly interactive workshop and you will not only get your hands on many powerful tools and new skills, you will use them to create your unique value proposition which you can also use in sales meetings and all written communications.
Programme Content
• Learn how to structure proposals successfully every time
• Get the best method to structure and write proposals that motivate your prospects to do business with you
• Understand your customer! Learn how to find what they really want so you can deliver precisely the proposal they want to read!
• Hear the secret of how to ‘speak everyone’s language’ so that everyone reads your proposal and understands exactly your company’s value
• Learn how to write persuasively – leading copy writers know that a single word can make the difference between success and failure, get your hands on 12 of the most influential language patterns, directly from psychology
Trainer:
Peter Lawless, Managing Director, 3R Sales & Marketing. Peter has over 20 years in industry, most of it spent in senior sales management positions, coaching managers and staff to success. Peter is the founder of 3R Sales and Marketing. Peter spent 12 years in multiple senior management positions within IBM. Having run divisions in Software, Services and Finance, his last role was to manage Sales and Marketing on an EMEA wide basis for IBM's CRM Software and Solutions.