A great way to end September….

Have spent the last few days of September working from my office developing g training for two major clients, it is the least glamorous part of the training process yet it has to be done and the harder you work the better it is…

IMG_0218.JPG

Another sales assessment programme…

Working with sales professionals from a commercial vehicle manufacturer to identify and assess their knowledge, skills, and behaviours.

A tough couple of days for the delegates and some tough decisions for myself and the team.

We start with a customer meet and greet, where requirements are identified.

This is followed by a product demonstration and finally a test drive.

Overall a great job done by all and some meaningful feedback provided to ensure any areas for development are handled going forward.

A great use of two days…

IMG_0217-0.JPG

Virtual classroom sessions…

Have spent the day running virtual classroom sessions for a global automotive manufacturer to help their dealership network utilise an online learning management system…

Have run three different presentations, the basics, advanced and administration.

All were really short sharp sessions with delegates as far apart and Lands End and John o Groats.

All from the comfort of my office!

IMG_0216.JPG

GA problem solving and decision making in Dubai…

Have spent the last two days working on module three of the Growth Academy with a global FMCG brand which looks at the tools and techniques used to solve problems and make the right decisions quickly…

We began by identifying some pressing problems that already exist in the organisation before looking at the four step process to solving problems.

As we went through each step we selected one of the problems to apply the tools to so we first Understood the problem, then Developed solutions using many different creativity techniques.

Once this had been done we used several tools to fully explore the Feasibility, Suitability and Acceptability of the final decision.

We then finally look at at ways to ensure that the decisions we Implemented and Evaluated so that the problems were solved and did not return again.

We managed to solve many problems during the course and I am sure the delegates will solve many more back at work…

A very practical and useful two days…

IMG_0215.JPG

IMG_0214.JPG

Negotiation skills follow up clinic…

I have spent today working with some senior managers from a global cosmetic and perfumery brand…

We were following up on the course that ran 6 weeks ago. We started by celebrating the successes that everyone had enjoyed using the new skills, and then looked at what had not worked as well as we would have liked and made action plans to address these situations.

We then recapped on the previous course before digging into Cialdini’s 6 keys to influence and looked for ways to use them going forward.

Finally we looked at the role Emotional Intelligence plays in negotiations and after assessing our skills in this area made some plans to increase it.

We then discussed and applied tools to help manage stress and Reframe behaviours we find difficult to handle.

All delegates left with even more tools than they had before a great days work…

IMG_0212.JPG

IMG_0213.JPG

Online communication product launch…

Today I am working with a colleague from a global automotive manufacturer delivering product launch sessions to the network…

The product is really amazing as is the technology we will talk to in excess of 100 people in just 4 30 minute sessions.

A great way to embrace new technology.

It’s the way forward…

IMG_0211.JPG

Selling with Insights…

Spent the day working with a sales team for a contract hire company based in the uk….

We were using the Insights Discovery profiles to help us.

We spent some time understanding the profile and what it meant for us and our sales approach before moving in to look at practical ways to use it to help us connect better with our customers.

It’s a bit like satellite navigation…

The profile gives you your start point, and once you are able to spot the behaviours of your customer you can understand where your destinations is (their preferred style), then all you need to do it work out the best route to them.

This enables you to adapt your style to connect more quickly and effectively so that it makes it easier for your customers to say YES.

A great day full of fun and practical tips for the future…

IMG_0209.JPG

Consultative selling skills Uxbridge again…

Once again in Uxbridge again with a dedicated team of individuals who work for a global FMCG brand, looking for ways to ensure that customers can understand the real needs they have, so that they understand how working in partnership can benefit them…

We started the day by understanding what a consultant is and what attributes and skills they have, before moving on to identify which of them we already have and which we need to develop in ourselves before adding some actions to our plans.

We then started to understand precision questioning and active listening before creating a set of SPIN questions to create real needs in our customers and tried them out.

This is where the real work starts, developing great questions is both a skill and an art.

Then ended by identifying real buyer motivations and ways to adapt our approach to be more appealing to them.

Once again a good couple of days work with a fresh perspective…

IMG_0208.JPG

presentation skills Iran…

Have spent the last 2 days with 12 managers from a global FMCG brand working to improve their presentation skills…

We first started by delivering our personal introduction to the group, this set the benchmark and each individual delegate received feedback from the group and myself.

We went on to look at a three step process, Prepare, Build and Deliver.

In the Prepare stage we looked at how to identify the key objectives for our presentation and how to make sure our message is communicated at the right level and using the right VAK language for our audience. We finished looking at what we want the audience to Think, Feel and Do as a result of our presentation. Delegates then delivered group presentations describing how to deliver presentations that appeal to each of the VAK preferences and again received feedback.

Once we understood all this we began to pull the information together which moved us into the Build phase. We looked at how to use PowerPoint, flip charts and samples etc. We then looked at the structure of a presentation and how to order our information so if flowed and engaged our audience, finally we looked at the story telling aspect of presentations and delegates prepared and delivered a short presentation linking three random pictures to a story about working for their company. Once again they received feedback.

It was clear to see much improvement already.

On day two we looked at how to handle nerves before entering the Deliver phase presenting 5 minutes of a business presentation before getting feedback and then working to improve the slides used.

Once this was complete we looked at the final part of the presentation which is how we use our bodies, voices and eye contact to engage and enthral our audience before doing a final group presentation about how to use all of this to deliver a rousing presentation about how to get the best from life.

All delegates left with actions and much more confidence.

Some of them are even looking forward to their next presentation!

IMG_0207.JPG