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Our careers demand that we stand up and change opinions, get our point of view across, sell, solicit funding for projects on which our capabilities are being judged. And the further up the corporate ladder we go the more often we need to present successfully to larger numbers of people.

It is vitally important that, as sales people, we are able to influence our clients’ buying decisions. Not only that, we need to be able to influence those decisions as early as possible in order to make sure they work in our favour and so that we can support the client to the best of our ability whilst offering a product/service that cannot be bettered elsewhere. If that is to happen, we need not only to understand how decisions are made within each client’s organisation but also to become an integral part of each Decision Making Unit.

For sales people to be totally in control when discussing price they need to understand the psychology of what’s happening when a client resists price. This session is not about handling price objections but rather avoiding price objections by appreciating why a client might perceive price to be too high.

If we are to communicate effectively it is vitally important we understand what drives the way others communicate with us as well as how we relate to them. Communication styles are closely linked to behaviour patterns. These patterns, or habits, have developed over a life time and are unique to each individual but, fortunately for us, they do fall into recognisable categories.

The Two Day MBA. This course is aimed at relatively new managers who have been in the job long enough to be aware of potential gaps in their skills and knowledge but who don’t yet have the necessary experience to fill those gaps for themselves. The expertise and insight that this course guarantees them will not only increase their productivity, but also the productivity of their department and of the company as a whole.

This is the Delegate Exercise Handbook for the following course. It includes all of the exercises from the MBA course. The Two Day MBA. This course is aimed at relatively new managers who have been in the job long enough to be aware of potential gaps in their skills and knowledge but who don’t yet have the necessary experience to fill those gaps for themselves. The expertise and insight gained that this course guarantees them will not only increase their productivity, but also the productivity of their department and of the company as a whole.

Every business needs new clients if it is to grow and prosper. Intelligent and charismatic prospecting and canvassing that piques curiosity and creates interest is what this course is all about. As someone who is paid to use the phone to prospect for new business, it is a canvasser’s responsibility to get the word out about your organisation. They educate and inform potential clients who then agree to an appointment with a representative from your company or to visit your venue. It is important your staff understand they are not imposing themselves on others nor are they interrupting - they are there to impress and inform so clients may make intelligent decisions based on facts rather than habit.

The Two Day MBA. This course is aimed at relatively new managers who have been in the job long enough to be aware of potential gaps in their skills and knowledge but who don’t yet have the necessary experience to fill those gaps for themselves. The expertise and insight that this course guarantees them will not only increase their productivity, but also the productivity of their department and of the company as a whole.

Resolving conflict is a vital part of any manager’s or supervisor’s role which, for many, presents a very real challenge. To keep control in difficult situations, managers must communicate effectively and assert themselves when necessary. They must also understand the behaviour patterns of others and, most important of all, they must have the confidence to take immediate control in “difficult” situations. This course will give your staff members numerous options for resolving conflict and maintaining control. It will make them wiser, stronger and as a result they and their teams will become happier and more productive.

This is the Delegate Exercise Handbook for the following course. It includes all of the exercises from the Conflict Resolution course. Resolving conflict is a vital part of any manager’s or supervisor’s role which, for many, presents a very real challenge. To keep control in difficult situations, managers must communicate effectively and assert themselves when necessary. They must also understand the behaviour patterns of others and, most important of all, they must have the confidence to take immediate control in “difficult” situations. This course will give your staff members numerous options for resolving conflict and maintaining control. It will make them wiser, stronger and as a result they and their teams will become happier and more productive.