Project and Business Skills

The Consultative Selling Skills workshop helps participants to focus upon the client or customer  rather than your product or service. It is a process which creates rapport, builds trust and focuses on creating sustainable relationships. Being a consultant you’re going to truly find the client’s stated and unstated needs. This creates more and more tailored sales opportunities.

How would you rate your Consultative Selling skills?

Ask yourself the following:

1. I understand my clients business and the market they operate in.
2. I take time to work with my clients on issues that are not directly related to my business or my service/product.
3. I listen attentively to my clients and offer solutions that relate to their needs and objectives.
4. I understand the importance of creating sustainable relationships.
5. I build trust and commitment by not pushing my service/product.
6. I understand my role is to provide value through my product/service.
7. I use verbal and non-verbal communication skills to create ‘buy-in’.
8. I understand my role as an influencer.
9. I understand the importance of creating rapport.
10. I have the skills to uncover my client’s needs through well-established questioning and listening skills.
11. I can overcome objections and provide alternative solutions where needed.
12. I focus on following-up with my clients to ensure they are satisfied with the service I have provided.
13. I am committed to building a referral business that benefits both parties.
14. I understand the saying ‘sell value not price’.

Your Consultative Selling Skills program is custom designed to teach participants how to position themselves as a valuable resource to their clients. The program will illustrate the importance of clearly defining a client’s needs and objectives and developing sustainable relationships. The program will provide practical techniques to improve the selling skills of your people. Participants will learn that Consultative Selling can assist them to deliver value to their clients through effective questioning techniques. This in turn sets the scene for mutually beneficial relationships and allows clients to communicate their needs.

Would you like to attend this program?

• For maximum effectiveness, this program is best conducted as an in-house program.
• Ideal group size: 4 – 12 participants.
• Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost.
• Duration: This program can be adapted to meet your requirements.
• Cost: Price on request.
• Target Audience: Employees, Supervisors, Team Leaders, Senior Managers or CEO’s.

If you would like more information on this training program, please contact:
Deborah Dear
Ph: 1300 323 752
Email: [email protected] or visit our website today.

Ask yourself the following questions about your committee meetings?

1. The agenda is distributed to all members prior to the meeting?
2. Members are always aware of the time and venue of the meeting?
3. During the meeting, conversation is focused on the topic?
4. Everyone listens to each other carefully and is not judgmental?
5. All members are encouraged to share their opinions, ideas and suggestions?
6. Roles are clarified to remove any role ambiguity?
7. All decisions are made with common consensus?
8. There is a logical and systematic approach for reaching the conclusion?
9. Every opinion is objectively weighed?
10. Members focus on the source of the problem instead of constantly fixing symptoms of the problem?
11. Members focus on reducing risks when making decisions?
12. Members are always creative and innovative in solving problems?

Would you like to attend this program?

For maximum effectiveness, this program is best conducted as an in-house program.

Ideal group size: 4 – 12 participants.

Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost.

Duration: This program can be adapted to meet your requirements.

Cost: Price on request.

Target Audience: Employees, Supervisors, Team Leaders, Senior Managers or CEOs

If you would like more information on this training program, please contact:
Deborah Dear – Marketing Manager
PH: 1300 323 752
Email: [email protected]

This program helps participants to understand business acumen, the proven linkages that exist and the importance of developing strategic skill sets.

• How to understand business growth.
• How to manage and control cash flow.
• How to interpret financial statements.
• How to focus on value add activities.
• How to interpret pricing and costing to make effective financial decisions.
• How to make sure people are not pulling the wool over your eyes.
• How to identify cash cows and disaster zones.
• How to conduct a trend analysis.
• How to segment and target profitable market segments.
• How to understand the linkages between strategic decision making processes and the external business world.
• How to understand the importance of making sound business decisions and focusing upon key performance indicators.
• How to snowball the power of knowledge.

“You have to combine instinct with good business acumen. You just can’t be creative, and you just can’t be analytical.” – Andrea Jung

Would you like to attend this program?

For maximum effectiveness, this program is best conducted as an in-house program.

Ideal group size: 4 – 12 participants.

Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost.

Duration: This program can be adapted to meet your requirements.

Cost: Price on request.

Target Audience: Supervisors, Team Leaders and Management.

If you would like more information on this training program, please contact: Deborah Dear on 1300 323 752 or email: [email protected] or contact us online today.

What is different about it?

The essential difference is that interviewing is a behavioural diagnostic tool that asks competency-related questions that focus on past examples of demonstrated ability rather than asking hypothetical questions. E.g. ‘when did you demonstrate…’ rather than ‘what would you do if…’

Why do companies use behavioural interviewing?

• You can design specific behavioural questions to determine which candidates possess the particular competencies required. You can unearth whether candidates have demonstrated these competencies in past work experiences and how past performance relates to the requirements of the role.
• You can use reference checks to validate the specific situations events and examples that candidates provide in the interview. This reduces the ability for candidates to use hyperbole and hide important information.

• Develop a selection approach for Competitive Advantage.
• Develop competency in targeting talent.
• Interpret data correctly and position information quickly.
• Ensure your people are aware of what questions cannot be asked.
• Assess the impact of Behaviour Based Interviewing vs. Traditional Interviewing.
• Identify ways in which current selection skills can be enhanced.
• Generate a willingness to be self-aware and seek feedback with the purpose of eliminating ineffective selection strategies.

What does a typical program outline look like?

Self-awareness

• Self-awareness allows us to identify ineffective behaviours in the interview process
• Behaviour can be a stumbling block to success
• Choose our behaviour and choose our results
• Identify and label personal bias, ineffective thinking and reactions

Building rapport

• Rapport is more than respect and communication
• Build relationships by “getting into the world of others”
• Generate rapport with people whom we see as different to ourselves
• Use body language to understand others and build rapport
• Rapport as an interview technique

Team effectiveness

• Design interview processes as a team
• Use objective guidelines to make decisions
• Maintain code of conduct
• Avoid temptation to redesign the process
• Respect diversity of ideas

Avoid basic interview errors

• Collect relevant information to help you determine how well a candidate will perform in your environment
• Develop proficiency and comfort in taking notes
• Aggregate statistically significant candidate data
• Encourage shy and nervous candidates to open up appropriately
• Deal more effectively with candidate’s who are evasive
• Identify candidates who are creating answers
• Re-gain control of the interview when candidates are overly talkative

Design the interview process

• Selection for Competitive Advantage
• Team Management Process
• Selection Process
• Behaviour Based Interviewing Process
• Behaviour Based Vs. Traditional Interviewing

Interview guide

• Identify the skills that are essential for success in the position and your organization
• Develop and ask effective, behaviour based questions
• Develop structured interview guides
• Measure skills objectively instead of responding to personality
• Assess a candidate’s ability to thrive in a rapidly changing environment
• Make decisions based on data rather than gut feelings

Develop and conduct legally defensible interviews

• Identify and overcome personal biases that interfere with effective decision making
• Objectively assess the strengths of candidates from different cultural backgrounds
• Avoid the pitfall of placing too much emphasis on body language
• Develop strategies to detect and avoid bias on the basis of gender or cultural factors
• Avoid hiring practices that could lead to complaints or negative publicity

Ensuring Equity

• Increase awareness
• Eliminate inappropriate barriers to effective hiring decisions
• Behaviour vs. Personality
• Biases vs. Behaviour
• Stereotypes & prejudices
• Ensure equity in note taking
• Develop and conduct legally defensible interviews
• Respect generational values

Would you like to attend this program?

For maximum effectiveness, this program is best conducted as an in-house program.

Ideal group size: 3 to 8 participants

Venue: For your convenience, you can choose to conduct this program at your business premises Alternatively, we can provide a training venue at a small additional cost.

Duration: This program can be adapted to meet your requirements.

Cost: Price on request.

Target Audience: Employees, Supervisors, Team Leaders, Senior Managers or CEO’s.

If you would like more information on this training program, please contact: Deborah Dear on 1300 323 752 or email: [email protected] or contact us online today.

The nature of sales is changing, but we still buy from people we like. Equipped with the right BDM skills, you will be able to easily accomplish your sales objectives. Accelerate your professional selling skills to drive strong business growth and emerge successfully.

“We still buy from people we like.”  

Would you like to attend this program?

For maximum effectiveness, this program is best conducted as an in-house program.

Ideal group size: 6–14 participants

Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.

Duration: This program can be modified to a two day, one day or half day program.

Target Audience: Business Development Teams

Cost: Price on request.

If you would like more information on this training program, please contact:

Preferred Training Networks on 1300 323 752

Email: [email protected]

or visit our website today: www.preftrain.com.au

Would you like to attend this program?

• Ideal group size: 4 – 12 participants
• Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost
• Duration: This program can be conducted as a one-day or half-day program
• Cost: Price on request
• Target Audience: Supervisors, Team Leaders and Management

If you are looking for an agile project management training course, our course is sure to give you an edge. In-depth and enriching, our Agile and Scrum master training enables you to manage projects effectively in a fast-paced environment.

NUTS AND BOLTS

Would you like to attend this program?

For maximum effectiveness, this program is best conducted as an in-house program.

Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.

Duration: This program can be modified to suit your timeframe.

Cost: Price on request.

Target Audience: Teams Leaders, Supervisors and Project Management Teams

If you would like more information on our Agile Scrum master training program, please contact: Preferred Training Networks on 1300 323 752

Email: Deborah [email protected] or visit our website today: www.preftrain.com.au

Participants will learn how to identify their customers’ needs and create value-added partnerships that strengthen relationships and drive growth. Along the way, participants will develop the ability to anticipate customer expectations and build trust with accounts. By the end of this course, participants will have acquired the skills to confidently handle their accounts and confidently navigate any situation.

Target Audience:

The course can be tailored for the specific cohort whether it be new account managers or current account managers wanting a skills refresh (or both).

Duration:

This course is available as a 2-day course or a truncated 1-day course.

Delivery:

This course can be delivered both in-person or virtually. For virtual delivery, we can use our virtual platforms or your organisations.

Group Size:

We recommend a group size of 4-10 people.

How do I apply design thinking to work? How can I do things better at work? What new ideas can we implement at work?

The process of design thinking is gaining popularity and has emerged to be a powerful tool to handle various problems at work. Design Thinking (DT) and Appreciative Inquiry (AI) are proven methodologies to integrate idea formulation and consolidate as a single process. Our design thinking course equips you with the skill to structure your creativity in a way that you are able to deal effectively with challenging situations.

Our Design Thinking and Appreciative Inquiry Training Course offers you the knowledge to integrate (AI) Appreciative Inquiry and design thinking with confidence. The course is specifically developed to be engaging and provide a practical learning experience. If you are eager to apply design thinking to your work, this course is ideal for you. In combination with Appreciative Inquiry, the course aims to transform your approach for better results.

With our enriching appreciative inquiry training course, you get an insight into the advantages of looking for the positives of a situation and to deal with problems in an efficient way.

Here is your opportunity to redesign your approaches to problem-solving and strategy to achieve more robust outcomes.

“When we encounter ADVERSITY, we react by thinking about it. Our thoughts rapidly congeal into BELIEFS. These beliefs may become so habitual we don’t even realise we have them unless we stop to focus on them. And they don’t just sit there idly; they have CONSEQUENCES.”
— Dr Martin Seligman

DESIGN THINKING + APPRECIATIVE INQUIRY (DT&AI)

DESIGN THINKING (DT)

Developed by Tim Brown, Design Thinking incorporates the concept of creative thinking in action as a response to ill defined problems and issues. Rather than focusing on defining and scoping the problem, Design Thinking starts with a solution or end goal, and works towards what could be achieved.
“Thinking like a designer can transform the way you develop products, services, processes—and even strategy.”
— Tim Brown

APPRECIATIVE INQUIRY (AI)

Appreciative Inquiry was adopted from work done by earlier action research theorists and practitioners and further developed by Dr David Cooperrider and Suresh Srivastva. Cooperrider and Srivastva suggest that an organisation is a miracle to be embraced rather than a problem to be solved.
“Appreciative Inquiry is revolutionising the field of organisation development and change.”
— Robert Quinn, University of Michigan

GOODBYE SWOT FOREVER

Surely it’s time to get past the SWOT analysis that can often leave people dejected, feeling there is a huge burden of tasks to carry. The SWOT reminds everyone of the organisation’s weaknesses whereas this combined approach harnesses the positive power of your organisation. This course synergises these two proven innovative problem solving methodologies. You’ll be surprised at the depth of creative solutions derived from this integrated approach. The workshop energises people because it works from the end goal and avoids the paralysis by analysis dynamic. The creative thinking in action quickly engages people and generates animated discussion and participation. Everyone leaves in a positive frame of mind and this positivity filters through the senior leadership team and the organisation.

5 Immediate Benefits of using DT&AI Bundle

• Instant morale boost
• Agreeing the major hurdles helps focus attention
• Different perspectives bring new ideas
• Can do attitude
• Developing an action thinking approach
• Working on solutions

You should consider DT & AI for your organisation in any of the following circumstances:

• Recurring issues
• When issues are discussed but not actioned
• When solutions are suboptimal
• When unintended consequences prevail

This program can be conducted as In house training at your offices.

GUIDELINES

Group Size: An ideal group size is 6 – 10 participants.

Venue: For your convenience, you can choose to conduct this program at your offices. Alternatively, we can provide a training venue at a small additional cost.

Duration: Each course can be tailored to fit your timelines.

Cost: Upon request.

Target Audience: Ideal for Supervisors, Leaders and Management

Look at what you receive within 24 hours at no cost:

• A program outline
• Training cost
• Possible training dates (if requested)

CONTACT US TODAY – Ph: 1300 323 752, Email: [email protected]

AI Appreciative Inquiry and Design Thinking 4.6 out of 5 based on 32 user ratings.