Training Program Objectives

Building Relationships for Success in Sales

  • To understand how building relationships can help you develop your business base.

  • Learn how to apply communication techniques to build your network.

  • Recognize the key interpersonal skills and practice using them.

Dynamite Sales Presentations

  • Identify the key elements of a quality proposal

  • Perfect your first impression, including your dress and your handshake

  • Feel more comfortable and professional in face-to-face presentations

  • Write a winning proposal

Overcoming Objections to Nail the Sale

  • This course will help you to work through objectives effectively.

  • We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales.

Prospecting for Leads Like a Pro

  • Prospecting is one of the keys to sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago.

  • This course will make the participants skilled at prospecting and learn the 80/20 rule.

  • They will know who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking.

Selling Smarter

  • Explain and apply concepts of customer focused selling.

  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.

  • Apply success techniques to get the most out of your work.

  • Understand productivity techniques to maximize your use of time.

  • Identify ways to find new clients and network effectively

An Introduction to Customer relationship Management

  • Demonstrate an understanding of the terms and benefits of CRM on a company’s bottom line

  • Analyze the different components of a CRM plan

  • Develop a checklist for readiness and success in CRM

  • Describe how CRM creates value for organizations and customers

  • Consider developmental roles that have the greatest impact on CRM

Call Centre Training: Sales and Customer Service Training

  • Understand the nuances of body language and verbal skills, which are so important in conversations that do not have a face-to-face element.

  • Learn aspects of verbal communication such as tone, cadence, and pitch.

  • Demonstrate an understanding of questioning and listening skills.

  • Acquire comfort with delivering bad news and saying no.

  • Learn effective ways to negotiate.

  • Understand the importance of creating and delivering meaningful messages.

  • Use tools to facilitate communication.

  • Realize the value of personalizing interactions and developing relationships.

  • Practice vocal techniques that enhance speech and communication ability.

  • Personalize techniques for managing stress

Telemarketing: Using the telephone as a sales tool

  • Build trust and respect with customers and colleagues.

  • Warm up your sales approach to improve success with cold calling.

  • Identify ways to make a positive impression.

  • Identify negotiation strategies that will make you a stronger seller.

  • Create a script to maximize your efficiency on the phone.

  • Learn what to say and what to ask to create interest, handle objections, and close the sale.

Social Selling for small Business

  • Describe the attributes of social selling

  • Explore how social selling can generate results for your small business

  • Apply social selling strategies to create relevance in social media

  • Understand the power of leveraging different social media platforms

  • Measure your social selling results

Trade Shows: getting the most out of your Trade show experience

  • Understand the types of people that attend trade shows

  • Develop trade show goals, which are S.M.A.R.T. - Specific, Measurable, Achievable, Relevant and Time-bound.

  • Know what your company does (products, marketing strategy, your customers) in order to work successfully in the trade show booth.

  • Realize the importance of good conversation from the opening lines of introduction to the closing of the conversation, hopefully with a potential sale.

  • Develop a variety of introductions that could be used to engage potential customers at a trade show.

  • Understand the importance of Pre-Promotion to the success of the trade show.

  • Realize the importance of targeted promotional giveaways.

  • Understand the importance of good booth behavior including Active Listening, Body Language, and Questioning.

  • Conduct prospecting activities at a trade show, including First Contact, Qualification, Determining Needs, and Closing the Deal

  • Develop and conduct follow-up activities with leads, prospects, and qualified prospects after the trade show.

Problem Solving and Decision making

  • Apply problem solving steps and tools

  • Analyze information to clearly describe problems

  • Identify appropriate solutions

  • Think creatively and be a contributing member of a problem solving team

  • Select the best approach for making decisions

  • Create a plan for implementing, evaluating, and following up on decisions

  • Avoid common decision-making mistakes

Performance Management: Managing your employee performance

  • Understand the role of goal setting in performance management.

  • Have tools to help your employees set and achieve goals.

  • Have a three-phase model that will help you prepare employees for peak performance, activate their inner motivation, and evaluate their skills.

  • Have a better knowledge of motivational tools and techniques.

Conflict Resolution: Getting along in the work place

  • Understand what conflict is and how it can escalate.

  • Understand the types of conflict and the stages of conflict.

  • Recognize the five most common conflict resolution styles and when to use them.

  • Increase positive information flow through non-verbal and verbal communication skills.

  • Develop effective techniques for intervention strategies.

  • Become more confident of your ability to manage conflicts to enhance productivity and performance.

Creating a Top-Notch Management Program

  • Apply the multifaceted aspects of talent management in your own organization

  • Describe the skills required to manage high potential candidates

  • Recognize and foster talent within an organization

  • Explain the principles of competency-based management

  • Use the language for talent management

Conducting effective Performance Reviews

  • Recognize the importance of having a performance review process for employees.

  • Understand how to work with employees to set performance standards and goals.

  • Develop skills in observing, giving feedback, listening, and asking questions.

  • Identify an effective interview process and have the opportunity to practice the process in a supportive atmosphere.

Stress Management

  • Understand that stress is an unavoidable part of everybody’s life

  • Recognize the symptoms that tell you when you have chronic stress overload

  • Change the situations and actions that can be changed

  • Deal better with situations and actions that can’t be changed

  • Create an action plan for work, home, and play to help reduce and manage stress

Customer Service Training: Managing Customer Service

  • Identify ways to establish links between excellence in customer service and your business practices and policies.

  • Develop the skills and practices that are essential elements of a customer service-focused manager.

  • Recognize what employees are looking for to be truly engaged.

  • Recognize who the customers are and what they are looking for.

  • Develop strategies for creating engaged employees and satisfied customers in whatever business units you manage

Accounting Skills for the new supervisor

  • Describe the art of finance and financial management

  • Explain key financial terms

  • Determine your role in company finances

  • Find the rules and regulations for your area and industry

  • Discuss various types of financial reports, including income statements, balance sheets, cash flow statements, and statements of retained earnings

  • Explain how a chart of accounts is created

  • Tell the difference between cash and accrual accounting

  • Explain single entry and double entry bookkeeping

  • Differentiate between debits and credits

  • Identify and analyze important financial data

  • Make financial decisions. Read annual reports

  • Determine whether a company is financially high or low risk

  • Recognize different types of organizational financial plans

  • Explain what budgets are and how to prepare them

  • Recognize what computer skills you need to make you a financial whiz

  • Deal with financial situations that impact the people that work for you

Public Relations Boot Camp

  • Apply the different purposes to strategic vs. tactical PR

  • Design a PR strategy

  • Develop strong relationships with reporters and journalists

  • Take your communication skills to a higher level

Employee Recognition: Appreciating your work force

  • Define who employees are

  • State why employees should be recognized

  • Develop a program for employee recognition

  • Implement and measure an employee recognition program

Cannabis and the workplace

  • Understand what cannabis and other forms of cannabis are and how they are used

  • Understand how cannabis use affects a person physically, cognitively, and behaviorally

  • Recognize the signs of cannabis impairment

Motivation Training: Motivating your work force

  • Identify what motivation is

  • Describe common motivational theories and how to apply them

  • Learn when to use different kinds of motivators

  • Create a motivational climate.

  • Design a motivating job

The Professional Supervisor

  • Clarify the scope and nature of a supervisory position.

  • Learn some ways to deal with the challenges of the role.

  • Recognize the responsibilities you have as a supervisor, to yourself, your team, and your organization.

  • Learn key techniques to help you plan and prioritize effectively.

  • Acquire a basic understanding of leadership, team building, communication, and motivation, and what part they play in effective supervision.

  • Develop strategies for motivating your team, giving feedback, and resolving conflict

Marketing and sales

  • Recognize what we mean by the term “marketing.”

  • Discover how to use low-cost publicity to get your name known.

  • Know how to develop a marketing plan and a marketing campaign.

  • Use your time rather than your money to market your company effectively.

  • Understand how to perform a SWOT analysis.

Negotiating for Results

  • Understand how often we all negotiate and the benefits of good negotiation skills.

  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances.

  • Identify the various negotiation styles and their advantages and disadvantages

  • Develop strategies for dealing with tough or unfair tactics.

  • Gain skill in developing alternatives and recognizing options.

  • Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.

Budgets and Managing Money

  • Define basic financial terminology

  • Prepare a budget of any type or size

  • Get your budget approved

  • Perform basic ratio analysis

  • Make better financial decisions

Project Management Fundamentals

  • Describe what is meant by a project

  • Explain what project management means

  • Identify benefits of projects

  • Identify the phases of a project’s life cycle

  • Sell ideas and make presentations related to pitching a project

  • Prioritize projects.Begin conceptualizing your project, including goals and vision statements

  • Use project planning tools.Contribute to creating a Statement of Work

Risk management

  • Define risk and risk management

  • Describe the COSO ERM cube and ISO 31000

  • Establish a risk management context

  • Describe the 7 R’s and 4 T’s that form the framework of risk management activities

  • Design and complete a basic risk assessment

  • Determine the appropriate response to risks and create a plan for those responses

  • Describe the key components of reporting, monitoring, and evaluation of a risk management program

Meeting Management: The Art of Making meetings work

  • Understand the value of meetings as a management tool

  • Recognize the critical planning step that makes meeting time more effective

  • Identify process tools that can help create an open and safe forum for discussion

  • Develop and practice techniques for handling counterproductive behaviors

Tough Topics: Talking to employees about personal Hygiene

  • Identify the advantages to having tough conversations

  • Describe the components to an effective behavior modification conversation

  • Use your organization’s resources to help you deal with hygiene issues

  • Overcome barriers that employees put up when discussing hygiene problems

  • Resolve hygiene issues such as bad hair days, inappropriate piercings and body art, poor clothing choices, bad breath, body odor, excessive gas, and incontinence

  • Nip poor hygiene habits in the bud

  • Identify ways to encourage good hygiene at your workplace

Managing difficult conversations

  • Define frame of reference

  • Establish a positive intent and a desired outcome

  • Use good communication skills during a conversation

  • Draft a script for a difficult conversation

  • Use specific steps to carry out a difficult conversation

  • Access additional resources as required

  • Maintain safety in a conversation

Giving effective feedback

  • Explain why feedback is essential

  • Apply a framework for providing formal or informal feedback

  • Use descriptive language in delivering feedback

  • Describe six characteristics of effective feedback

  • Provide feedback in real situations

Managing the virtual workplace

  • Create a virtual workplace strategy

  • Develop, implement, and maintain telecommuting programs

  • Build a virtual team and lead them to success

  • Plan and lead virtual meetings

  • Use technology to support your virtual workplace

  • Overcome cultural barriers

  • Develop your virtual leadership skills

Logistics and supply chain Management

  • Define supply chain management and logistics

  • Explain the vertical integration and virtual integration models

  • Understand the stages in the basic supply chain flow

  • Identify participants in the supply chain

  • Recognize supply chain drivers and ways to optimize them

  • Align supply chain strategy with business strategy

  • Determine what metrics to track and how to benchmark the related data

  • Troubleshoot basic supply chain problems

  • Identify ways to develop your supply chain, such as using third-party logistics providers (3PL’s), insourcing processes, developing sustainable and eco-friendly strategies, leveraging process improvement strategies, and adopting new techniques

Managing Across Cultures

  • Define what culture is and how it shapes the workplace

  • Identify how stereotypes shape our perception

  • Develop useful cross-cultural attitudes

  • Communicate effectively across cultures

  • Effectively manage employees from different cultures

  • Help teams overcome cross-cultural and virtual barriers

  • Promote acceptance and awareness in your organization to help create a multicultural environment

  • Leverage the global talent pool

Work Place Health and Safety: The Supervisors Role and responsibilities

  • Understand the employer’s responsibility to display due diligence for organizational health and safety

  • Know and understand the three rights of workers

  • Identify the responsibilities and roles of supervisors and workers in organizational health and safety

  • Realize the role of the Health and Safety Committee in organizational health and safety

  • Identify the responsibilities of supervisors and workers in hazard identification, assessment and control, safety and health inspections, and accident reporting and investigation

  • Create an employee orientation checklist

  • List the necessary health and safety training for employees

  • Understand the importance of communicating health and safety information

Women and Leadership: Owning your strengths and Skills

  • Understand a brief history and evolution of women and leadership

  • Recognize barriers to women’s leadership and how to handle them

  • Learn how to use barriers to create benefits

  • Define Social and Emotional Intelligence and understand its importance in workplace leadership

  • Understand the importance of Self-Awareness in identifying and owning your own strengths and skills.

  • Develop a basic vision and brand for your leadership

  • Understand the essential leadership skills for women

  • Examine steps and skills to good decision-making

  • Create your own Workplace Philosophy Statement and Action Plan

Advanced Writing Skills

  • Make your writing clear, complete, concise, and correct.

  • Improve sentence construction and paragraph development.

  • Deal with specific business requests.

  • Create effective business cases, proposals, and reports.

  • Thoroughly document sources that you use in your writing.

Working Smarter: Using Technology to your advantage

  • Make your workplace a technology-friendly place

  • Make the most of computers, telephones, instant messaging, e-mail, contact management applications, and scheduling software

  • Communicate better with the IT department

  • Make the best software and training choices

  • Set an IT budget. Set expectations and responsibilities for security and privacy

  • Keep employees safe and healthy

  • Develop and implement a system usage policy

  • Implement policies for dealing with company property

  • Decide whether or not employees should telecommute

  • Make telecommuting work

  • Deal with workplace rage

  • Address technological issues

Customer Service Training: Critical Elements of Customer Service

  • Demonstrate a customer service approach

  • Understand how your own behavior affects the behavior of others

  • Demonstrate confidence and skill as a problem solver

  • Apply techniques to deal with difficult customers

  • Make a choice to provide customer service

Skills for the Administrative Assistant

  • Understand the importance of professional presence on the job.

  • Learn how to self-manage to become more effective and efficient.

  • Improve your communications skills, including listening, questioning, and being more assertive.

  • Increase your effectiveness in recognizing and managing conflict, and dealing with difficult people.

Business Etiquette: Gaining that extra edge

  • Network effectively, including making introductions, shaking hands, and using business cards appropriately

  • Dress appropriately for every business occasion

  • Feel comfortable when dining in business and formal situations

  • Feel more confident about your business communication in every situation

  • Develop that extra edge to established trust and credibility

Creating a Dynamite Job Portfolio

  • Speak about yourself using descriptive language.

  • Apply the essential elements of cover letters and resumes.

  • Understand the need for pre-employment testing and what to expect in your target market.

  • Design a personalized portfolio.

  • Develop a plan that moves you to a new job within 60 days.

Time Management: Get Organized for peak performance

  • Better organize yourself and your workspace for peak efficiency.

  • Understand the importance of, and the most useful techniques for, setting and achieving goals.

  • Identify the right things to be doing and develop plans for doing them.

  • Learn what to delegate and how to delegate well.

  • Take control of things that can derail your workplace productivity.

Conflict Resolution: Dealing with Difficult People

  • Recognize how your own attitudes and actions impact others.

  • Find new and effective techniques for dealing with difficult people.

  • Learn some techniques for managing and dealing with anger.

  • Develop coping strategies for dealing with difficult people and difficult situations

Public Speaking: Speaking Under Pressure

  • Apply quick and easy preparation methods that will work whether you have one minute or one week to prepare.

  • Prepare for questions, even before you know what those questions will be.

  • Overcome nervousness that you may have when speaking in front of a group, particularly if the group is not sympathetic to what you have to say.

  • Use presentation techniques that establish your credibility and get people on your side.

Writing Reports and Proposals

  • Prepare reports and proposals that inform, persuade, and provide information.

  • Review your work so that it is clear, concise, complete, and correct.

  • Apply these skills in real work applications.

Personal Brand: Maximizing Personal Impact

  • Speak in terms of the impact and influence that you want to have in life and work

  • Understand your personal style in terms of your personal brand

  • Develop skill in areas like focus, concentration, and communication to support your brand

  • Build credibility and trust by living your brand

  • Take ownership of your image, both online and in person