Seminar Outline

Workshop 1: The 9 Actions® Workshop

The 9 Actions® framework of competencies has been developed to address this issue. Based on 15 years of analysis of buying and selling behaviors, and experience in business consultancy across Asia and Europe, we have simplified the sales process to its core components and defined the rules for each that always apply. The only thing that changes from one company/product/market to another is the scale.

For example, a proposal in a complex project oriented sales environment may be a 100 page document, in a one to one situation, say financial services, it may be a 5 page document; and in a retail environment a simple but elegant verbal restatement of what the customer desires to buy. The scale changes, but the rules remain the same.

The 9 Actions® are the definitive core behavioral competencies for the selling: direct, indirect and internally, of products, services, ideas or concepts.

The 9 Actions® gives, in a clear and concise format, an understanding of what sales people need to do to bring business in to their company. Experienced and new salespeople find action they can take immediately; and develop their own Personal Selling Style. Being behavior based, each participant gains the depths of sophistication of insight that they are ready for. One can therefore efficiently train mixed experience groups at the same time.

Methodology versus Competency
Traditional sales training is based on methodology, in other words, telling sales people WHAT to do. Most methodologies have originated from a particular country and/or industry. Others are designed for specific types of sales process such as major account selling. This makes it impossible to effectively take an approach to selling and sales training and move across country, market and industry product boundaries.

Large Multi-nationals find it difficult to train worldwide; and small organizations cannot find an approach that will work for them in their market. A difficulty that is frequent experienced with Methodologies (and inhibits their long term application) is the focus on WHAT to do. Using a core competency approach, The 9 Actions® workshops teach an understanding of HOW to do things. Allowing development of a personalized, natural and effective way of selling that can be implemented immediately. These competencies form a natural complement to the implementation of an adopted methodology. It resolves the issue that arises with most of our clients: "We have been telling them to do this for two years. Why are they still not doing it?"

Competency Segment Sequence:
Prospect: Objectives, targets, market knowledge, product knowledge, finding prospects
Learn: How to get required information, understanding needs
Campaign: Understanding, planning and controlling the sales process from end to end
Present: Face to face communication of ideas; one to one through to large scale.
Demonstrate: The physical evidence, what to show and how
Propose: Structure, content and delivery of proposals, the entire scale of verbal, one page and large documents
Compete: How to understand, analyze and deal with competitors
Negotiate: the basic rules for winning, timing and outcome control. Closing skills
Communicate: Understanding of the key to ultimate communication skills, awareness and understanding of other's needs and importance of communicating yours.

As the world of work has evolved over the past decade it has become more apparent that styles of behavior that served managers well in the past are no longer effective in today's environment and organizational structures. The constant search for efficiency has left organizations in a state of perpetual change with workers feeling more overloaded and managers trying to supervise more and more people. The development of matrix working leaves people with "reporting" lines to more than one part or level of the organization and a discovery that expertise in determining how a task should be done sits at the worker level, not with the "manager expert" as before. The supervisor or manager's role has therefore evolved to be best done in a non-directive, supportive leadership style and moved away from the more directive style of the past.

A short workshop does not transform managers into expert coaches. Learning to coach requires practice, feedback and supervision. The focus of this program is to put coaching skills in the context of guided implementation of learning. This provides sales leaders with an application framework in order to be able to start practicing their coaching skills.

Focusing the application of coaching on the Implementation of Learning as a first step gives the participants some practical framework guidelines to follow and enables them to practice their coaching skills on return to the workplace. Over time they will then move naturally to applying coaching skills to ad hoc performance issues and to longer-term development of their people through appraisal processes.

In this workshop we will provide the frameworks relevant to any training program the people and managers have been through with us, such as The 9 Actions® (sales skills).

The workshop does not repeat the competencies of The 9 Actions® training workshop, but gives the coaching frameworks and focuses on the practice of utilizing them with the teams. This also enables the organization's managers to revisit any training program they have previously had their people attend and gain significant benefit and retrospective Return On Investment by examining the application and coaching through it.

Program Objectives & Outcomes
To Understand:
What coaching is and how it fits in the role of a Sales Leader
The application of coaching in the workplace
How people learn
Applications and styles of Individual Coaching
The place and use of Team Coaching
How to overcome barriers and obstacles to application
How to use different coaching models for different situations
How to develop Coaching Frameworks for the Implementation of Learning

Program Structure:
The session is a combination of low physical, high mental impact experiential activity, discussion and coached role-play. Participants will be taken through a relevant learning process to enable them to practice coaching "real time" on real issues.

Workshop 3: The Mindset of Selling

Learn to identify and remove your subconscious self-limiting beliefs, build confidence and determination. This workshop teaches you how!

In today's world we are all held back by uncertainty, fear of failure, fear of rejection, damaged self-esteem from retrenchment or and the dream of achieving more that we would like to turn into reality

"If Only . . ."
If only I wasn't so stressed; If only I knew where to start; If only I had more courage; If only I could talk to people more easily; If only the market was better; If only our product could . . .
If you ever think of any of these, come and spend a day learning practical techniques to reduce your stress, focus your mind, eliminate your fears, increase your Confidence and learn how to become a skilled and confident communicator and start turning your dreams into reality!