Open Learning Programmes

For more information:

Contact: Sam Williams
Phone: +44 (0) 20 8322 4000
Email: openlearn@achieveglobal.co.uk

Professional Selling Skills

Duration: 3 Days / Price £1,215 + VAT
(price is subject to change without notice)

Dates:

22-24 February 2010
17-19 May 2010
13-15 September 2010
15-17 November 2010

In a world where products and services have become more like commodities, the role of the sales person is critical in building sustainable competitive advantage. The demand on sales people has never been greater: organisations are demanding reduced cost per sale, whilst customers are looking for a consultative approach which recognises their long-term as well as short-term needs. The PSS course has been developed from best practice, validated sales methodology based on what exemplary sales people do to maximise the relationships they build and the revenue they derive from these mutually beneficial partnerships.

The Bottom Line Benefits

Professional Selling Skills equips sales people with the essential consultative skills needed to succeed and increase their sales and revenue. The programme enables:

Your organisation to differentiate itself in competitive markets by demonstrating a more consultative approach to business relationships.
The development of long-term, profitable partnerships with customers.
The implementation of a consistent sales strategy.
The establishment of a common sales language which can be supported through sales coaching.
Explore useful ideas for turning strategies into action
The achievement of desired increased sales performance levels through the development of the critical skills needed to identify and respond to complex business issues and customer needs.

What will participants gain from attending?

The course presents a structure for conducting a sales call, a questioning process to ensure that all needs (and the needs driving these needs are expressed), and tools and techniques to gain customer commitment. The unique element of the PSS course is the time spent on tools and techniques for handling " drawbacks" including scepticism, misunderstandings, and drawbacks.

Specifically, participants will learn how to:

Conduct a sales call using an effective process for managing a sales
conversation.
Ask good questions to develop a clear, complete, mutual understanding of
their customers’ needs.
Talk about their products and organisation in a way that’s meaningful and
compelling to customers.
Respond to and overcome customer concerns openly and efficiently.
End their sales calls with commitments that are appropriate and clear and
gain customer commitment to next steps in the sales cycle.

Leadership & Service Certification Seminar

Duration: 4 days £1,970 + VAT
(price is subject to change without notice)

Dates:

20-23 April 2010
19-22 October 2010

Many of our clients have existing training departments and experienced trainers that are well versed in the culture, language and issues of their organisation. However, they do not have the time, nor access to global best practice, that would enable them to develop a leadership and/or customer service development curriculum that will deliver the results they need to achieve.

Help is at hand. AchieveGlobal have developed a programme of training modules that can be trained by your trainers, after they have completed a certification seminar. Working together, we can identify your specific organisational issues and create a bespoke curriculum for you - a combination of training modules and services designed to address your organisational issues and needs. Once a plan has been established, your selected candidates participate in AchieveGlobal’s trainer certification process. Depending on the activities completed, the candidates could become certified to lead Customer Service training programmes, Leadership training programmes, or both.

In addition, as a certified facilitator, you will be qualified to facilitate not only the training modules in your curriculum, but also any other leadership or customer service modules that form part of AchieveGlobal’s modular programmes that you may want to add into your curriculum in the future.

Learning Outcomes

The AchieveGlobal certification process helps training candidates acquires the skills that enable them to deliver effective training to their organisation. By the end of the certification process, candidates will be able to:

Demonstrate new and effective facilitation skills, behaviours and techniques
Give and receive constructive feedback
Facilitate a skills practice (a rehearsal of an on-the-job situation)
Link training to specific organisational issues
Identify the materials required to prepare and deliver training

The Certification Seminar at a Glance

Candidates can expect 4 full days, with approximately 1½ hours of evening assignments each evening. There are numerous breaks scheduled throughout each day.

Day 1

Adult Learning Techniques

Introduction and Overview
The Foundations of Adult Learning
The Role of the Trainer
Foundations for Conducting a Class

Day 2

Adult Learning Techniques (continued)

Managing Challenging Behaviours
Using Advanced Techniques

Sample module

From either:

Achieving Results through Genuine Leadership™ or,
Achieving Stellar Service™ Experiences

Training Competency Demonstration

Giving and Receiving Feedback
Short Practices

Day 3

Training Competency Demonstration (continued)

Short Practices (continued)
Action Planning
Competency Demonstrations

Day 4

Training Competency Demonstration (continued)

Competency Demonstrations (continued)
Action Planning
Materials and Implementation
Session Close

Facilitator Attributes

Not everyone has the ability to train. When thinking about who best to certify within your organisation, consider the following, based on AchieveGlobal’s experience and research in the training market:

The ideal candidate is someone who:

guides participants through a discovery process
removes obstacles to learning
makes the subject matter relevant and easy to assimilate
asks, rather than tells
focuses on the learner and his or her needs
stimulates interaction between people
displays an attitude that encourages a productive learning experience
models the skills he or she is presenting
encourages participants to venture into new, untried areas

Am I the right one?

Here are some questions the facilitator should ask when thinking about being certified:

Am I committed to providing quality service?
Do I view the programme participants (fellow employees) as customers?
Am I enthusiastic about facilitating the development of skills in others?
Do I have a good rapport with people who will participate in the programme? Do I build relationships easily?
Am I free from bias about different backgrounds, opinions or beliefs?
Do I generally demonstrate a positive outlook? Do I encourage rather than criticise others?
Will I be comfortable as a facilitator, rather than an authoritative teaching role?
If my job requires me to use “teacher” methods for technical or other training, will I be able to switch to facilitator techniques for soft skills training?
Can I explain new materials to others clearly?
Can I conduct group discussions, collect ideas, and organise them into logical frames of reference?
Can I lead skill-practice (role play) sessions using positive (non threatening) coaching methods?
Am I comfortable with administrative details?
setting up a room or meeting session
obtaining supplies
setting up & operating audio visual equipment
preparing for contingencies
Do I have sufficient time, energy and commitment to invest in preparing to facilitate this programme to ensure it is a success?