Securing Future Results - A Sales Management Framework
This real world, hard edged workshop is designed for CEOs and Board Directors wanting to drive improved sales results; short, medium and long term. At the end of the workshop, participants will take away a set of practical, tried and tested tools, adapted during the workshop to their own commercial environment, which can be used immediately to plan and organise effective sales activity.
Sales Policy and Planning
The use of a case study deductively to introduce an overall framework that links market information and marketing policy with sales objectives, the management of sales activity and personal development. The development, by each participant, of their own sales policy using the framework.
The Salesflow Model
The introduction of a central tool and a common language for planning the quantity, direction, and quality of sales activity to achieve future results. The definition of the sales process, the critical issues and the key ratios that need to be managed.
The development of tailored sales management tools 'owned' by the participants to enable them to quantify salesflow activity and gain implementation of the processes and methodologies that will improve sales effectiveness. For example: selection criteria, relationship assessment, backward planning, gap analysis and pipeline probability assessment.
Personal Sales Planning
The introduction of a format for documentation/back-up systems that enable individuals comprehensively to analyse, monitor, and plan their sales activity and personal development confidently to achieve future targeted results.
The drawing up and discussion of detailed action plans to put the required tools and processes in place.
The workshop is focused on implementation, with the emphasis on the practical, not the theoretical. The use of case study, group and individual exercises and above all open discussions to explore how these tools and processes can be used in each participant’s business to improve sales results dramatically - hard questions welcomed and encouraged!
Improving Communications – An Introduction to NLP
This introductory workshop is designed for CEOs and Board Directors wanting to improve internal and external communication and increase sales. Through the workshop we will use a set of exercises dramatically to enhance participants’ ability to build powerful states of rapport and to persuade and influence others. The workshop will draw on the latest ideas and techniques from the world of Neuro Linguistic Programming, harnessing both the conscious and unconscious mind.
“People do not resist their own thought patterns…they may resist yours”
“The meaning of any communication is the response you get…”
Processing information and experience
How the brain functions in terms of representational systems – Visual, Auditory, Kinaesthetic – and how this can lead to preferred modes of thinking. The use of several group exercises to help participants to identify both their own and others’ preferred modes of thinking
‘What you say is exactly what you mean’
The way in which individuals reveal how they are thinking through their language patterns and use of metaphor. Exercises in pairs to practice the interpretation and use of different language patterns – enriching the listener’s experience. The unconscious power of the ‘story’.
Non-verbal communication, including eye accessing cues, body language, pacing and leading. The overriding role of the unconscious mind in reading people – “whenever there is doubt, there isn’t any doubt”
The map is NOT the territory
How the three major processes carried out in the brain when taking in data - deletion, distortion and generalisation - and other ‘filters on reality’ inevitably impoverish our perceptions of the real world. How to identify the most common filters applied by individuals, and to use our understanding of these to communicate more effectively.
Decision making – people buy feelings
How decisions are taken at the neurological level. The impact of neurological pathways – ‘repetition increases the probability of repetition’. Commitment and consistency as a weapon of influence - inoculating individuals in relation to their future decisions.
The Meta Model
The introduction of a questioning framework to help individuals to recover and re-assess their own deletions, distortions and generalisations, improving their perceptions of reality. A group exercise in the use of the Meta Model in coaching, sales and general communication.
The workshop is focused on implementation, with the emphasis on the practical, not the theoretical. The use of group and individual exercises and above all open discussions to explore how these tools and processes can be used in each participant’s business to improve communication dramatically - hard questions welcomed and encouraged!