Skills workshops

Account Management

Making your customers happy, over and over, way beyond the first sale is what will keep them loyal and less tempted to stray to the competition. Proactively looking to service their needs and work in partnership to evolve the relationship is beneficial for both of you so it takes a special kind of person to offer that kind of nurture customers have come to expect.

Do this Course if:

  • you’re new to Account Management and will thrive with some development
  • you’re ready to professionalise your account management approach
  • you would appreciate a new focus on what account management can do for your business

Learn:

  • about great relationship building approaches for the long-term
  • ways of structuring your workload between all your accounts
  • about the cross-over area between sales and account management and effective liaison
  • the solution-focused approach to meet your customers’ on-going needs
  • how to identify opportunities to enhance your customer’s experience and build loyalty
  • how to understand each customer’s key values and decision drivers
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Course Details

Duration: 2 days

Start time: 09:30 AM

Finish time: 04:30 PM

Category: Sales Training Courses

Course Details

Duration: 2 days

Start time: 09:30 AM

Finish time: 04:30 PM

Category: Leadership and Management Training

First Time Manager

Your first managerial role can be daunting and exciting in equal measures. Your success is now going to be achieved and measured differently as you take responsibility for other people and their performance. With help to see things through the lens of a manager, some extra tools in your kit bag and a few techniques up your sleeve, you’ll be making an impact in no time.

Not so much about theory as practice, you’ll be guided by our experienced facilitators through the fundamentals of management and the pitfalls to avoid using our usual participative and fun approach.

Do this course if:

  • you’ve just or are about to take on your first managerial role
  • you’d like to go back to basics and refresh your approach
  • you’d just like to understand more about management in the workplace

Learn:

  • your role as a Manager in Your Organisation
  • how to be an Effective Communicator
  • The Skills to Drive the Performance of Others
  • Different Styles and Approaches and when to use them
  • Self-Organisation, Prioritising and Personal Effectiveness
  • Thinking and Acting Like a Manager
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An Introduction to Sales

How Exciting! You’re in a new sales role and can’t wait to be the company’s top seller. Whilst that might not happen overnight, this programme will certainly put enough fuel in your tank to get you going.

Not only will we share with you some tips and techniques from people who’ve been there, our style is about learning by doing so it’s highly interactive. You’ll come away with practical know-how and confidence, feeling motivated and inspired, plus enough skill to start impressing your boss.

Do this course if:

  • you’re new to sales (and just know you’re going to be great with some skills behind you)
  • you fell into sales recently but haven’t had any formal training
  • sales aren’t your main focus but are part of your role

Learn:

  • The importance of relationship building
  • Skills of preparation; mentally and practically
  • Effective listening and questioning skills
  • The art of sales communication: phone and face to face
  • Techniques for success at each stage of the sales process
  • How to adapt your style to meet each customer’s needs
  • How to be a confident salesperson
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Course Details

Duration: 3 days

Start time: 09:30 AM

Finish time: 04:30 PM

Category: Sales Training Courses

Course Details

Duration: 2 days

Start time: 09:30 AM

Finish time: 04:30 PM

Category: Sales Training Courses

Successful Selling

Starting the sales process, appointment setting and making sales over the phone requires a special set of skills and mindset to match. Whether inbound or outbound calls, you’ll be keen to see your ‘hit rate’ keep increasing and feel as energised at the end of the month as at the beginning.

Our experienced team will take you through the necessary steps to plan, deliver and succeed, keeping your targets firmly in sight. Going through the complete cycle from preparation & rapport building, via the Gatekeeper and any objections to asking for the order with confidence, you will practise those all important skills and find your natural style for optimum effectiveness.

Do This Course if:

  • your role involves appointment setting, lead generation or selling via incoming or outgoing telephone calls
  • face to face appointments
  • your techniques selling over the phone are ready for a refresh
  • you want to improve your confidence whilst selling over the telephone

Learn:

  • How to get into and stay in the best mental state
  • Enhanced rapport building and listening skills needed over the phone
  • How to pace the call journey and steer through it
  • How to establish objectives for each call and beyond
  • The signals of commitment and how to capture them
  • Confidence and grace, whatever the situation
  • Closing techniques and how to conclude
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Refocus - The Next Chapter in Management

You’ve probably been pounding the management boards for a while now and have settled into your stride and much of it is second nature. You might even be moving within the organisation which is bringing a new set of challenges. So, you could just do with a sharpening up of your skills and a deeper insight into proven methods of sustaining success.

Our approach here is to get you interacting with different situations and people to stimulate your thinking in a different environment. The first 2 days include much to provoke discussion and share best practice resulting in designing a mini-project to do back at work and then a follow-up day a month later to consolidate learning.

Do this course if:

  • you’re ready to take on the next management challenge
  • you’re keen to learn from other managers in similar situations
  • your responsibilities for people and results are changing and you want more from them
  • you want to understand management effectiveness in more depth

Learn

  • strategies for managing a diverse team of people
  • skills of self-management for greater effectiveness
  • how to inspire great and consistent performance
  • how to communicate to wider audiences internally and externally with impact
  • how to manage through times of change
  • handling tricky conversations
  • where to get your own supply of inspiration and ideas from
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Course Details

Duration: 2 days

Start time: 09:30 AM

Finish time: 04:30 PM

Category: Leadership and Management Training

Course Details

Duration: 2 days

Start time: 09:30 AM

Finish time: 04:30 PM

Category: Sales Training Courses

Next Level Selling

Well done for getting this far in your sales career; now it’s time to develop those skills needed for the next chapter. As customers become more informed earlier in the buying process, have easier access to more options than ever before, we need to be sure our sales approach is so honed, they can’t help but buy.

Do This Course if:

  • you’re ready to start taking responsibility for more complex sales
  • you feel a skills refresh would do you the world of good
  • there are parts of your technique you would like to perfect
  • you’re in a new sales environment and want to hit the ground running
  • you’d like reassurance that what you’ve been doing for many years is still on a par with current methods

Learn:

  • The psychology of buying
  • How buying methods (therefore selling methods) have and are changing
  • Advanced models of questioning
  • The solution-focused approach to selling
  • How to engage audiences of all sizes including pitching and presentations
  • To recognise where the customer is in the buying process and how to flex and adapt
  • Listening approaches to help you best serve your customers, now and in the future
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