Effective Negotiating Skills
SEMINAR OBJECTIVES
- Provide coaching tools that will help managers support their salespeople in the practice of Synchronized Selling techniques.
- Discover the challenges of coaching.
- Enhance self-awareness and understanding of personal growth and change.
- Improve communication skills.
- Learn how to direct and support employees to increase productivity.
- Share ideas and experiences with other managers.
SEMINAR OVERVIEW
THE APPROACH
This program has been designed to support the ongoing application of key concepts of Synchronized Selling: The Art of Win-Win. A practical, hands-on approach is taken, where managers have the opportunity to problem-solve, brainstorm and exchange ideas and experiences with other sales managers.
PART I Pre-Course Analysis
Through discussions with management and/or participants, Spectrum identifies the learning objectives prior to the seminar. It is important for the facilitator to appreciate participant’s needs, challenges and expectations in order to tailor the seminar.
PART II Effective Coaching Skills
This program examines sales management in the 21 century – a time of much change, competition and opportunity. As many organizations downsize, merge, undertake acquisitions and new technologies, today’s sales managers face many challenges. This program is aimed at helping managers to overcome these challenges by coaching their people to be top-achieving sales professionals.
Introduction: Sales managers play a critical role in the transfer of learning to the work environment. Salespeople look to their managers for the necessary guidance, recognition and support in the practice of new skills.
Attitools: The competencies of today’s business arena go far beyond pure business skills. Managers today require a complex array of skills – attitude is one of these competencies. As well, they are responsible for coaching a winning attitude. Pillars of success include:
Take Action
Set Goals
Stretch Comfort Zone
Balance
Esteem
Coaching Skills:
Set goals to maximize day
Discover effective time-management principles
Identify manager as a coach and coaching challenges
Stimulate a higher level of individual productivity
Direct, Support and Nurture Employees
Improve communication skills and become a better listener
Recognize strategies to effectively mentor sales representatives
Identify and adjust to the behavioural styles of employees
PART III Follow Up
Spectrum will follow up to discuss feedback from session. Participant evaluation forms are available for review.
INVESTMENT OPTIONS
This seminar is based on a day rate of $5,500. Recommended group size is 15 – 20 participants.