Rapport Building through Effective Communications

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COURSE DESCRIPTION:

In the current time, it matters not only what you say. Saying it the right way also matters. Influential individuals are those that not only convey information, but also those that are able to inspire and motivate. When presenting your business or product, it is usually very important that you know how to say things positively. Being in sales, and even in non-sales careers require that you know how to build rapport. It is very easy to get into a business meeting and lose the sale out of lack of rapport.

In this module, we explore how your communication style and positive phrasing can help you build rapport whether it is to clients, your officemates, your boss, new friends, or others. It will allow you to discover new approaches in starting good business relationships, and sometimes even friendly ones, with people.

METHODOLOGY:

Interactive Classroom discussion, multi-media (optional), exercises, and activities.

WHO SHOULD ATTEND:

Managers, Supervisors, Office Staff, Sales Personnel, Customer Service Staff, Public Speakers, Counselors, and any others whose work includes talkingh to people.

COURSE TOPICS:

I – Understanding Rapport
A. What is rapport?
B. Importance of rapport
C. Factors that affect Rapport

II – Conversational/Verbal Communication Skills
A. Listening Skills
B. Showing Your Listening Skills
C. An Empathy Statement

III – Breaking the Ice (Starting the Building-rapport process)
A. Initiating Small Talk
B. Display Listening Skills to Find Common Interest
C. Be Conscious of Your Non-Verbal Cues
D. Show Empathy
E. Use some Humor

IV – Positive Phrasing
A. Words to Use to convey positivism
B. Words to avoid
C. Common Scenarios Exercises

V- Final Activity and Workshop Debrief

Sales Supervision Workshop

Click Here to REGISTER

COURSE DESCRIPTION:

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

This Learning Session is especially designed to meet the needs of experienced sales managers and other executives responsible for directing the sales force; this program links sales structure design and implementation with the firm’s marketing strategy to improve sales force productivity.

COURSE OBJECTIVES:

Understand how your success is linked to fully integrating your sales structural design to the strategic direction of the firm.
Apply strategic techniques to company-wide problems and derive implications for sales force design and account management policies.
Understand how measuring strategy-linked sales processes and outcomes will produce greater sales productivity.
Learn techniques for identifying, hiring, and retaining the best salespeople.Sales Supervision

WHO SHOULD ATTEND:

This course session is designed for those responsible for planning, analysis, control, and direction of the sales organization. Representative titles include vice president or director of sales, vice president or director of sales and marketing, national sales manager, branch managers, account managers and seasoned regional sales managers and account executives, sales representatives. This session is equally applicable for those managing sales processes for products or services.

COURSE OUTLINE:

Strategy and the Firm: Tools for Strategy

   ✔Learn approaches to strategy that are compatible with sales management
   ✔Identify and integrate strategic activities of the firm with the sales force
   ✔Linking Your Firm’s Strategy to Sales Force Structure

   ✔Linking sales structure design to the firm’s strategy
   ✔Integrating selling with sales processes
   ✔Managing and Measuring the Sales Organization

   ✔How to measure sales processes and outcomes
   ✔Developing sales measurement data
   ✔Recruitment and Selection

   ✔Building profiles for the most effective sales people
   ✔Reducing management time required to supervise salespeople
   ✔Professional Training

   ✔Designing programs to address needed competencies
   ✔Continuous improvement in the quality of your salespeople
   ✔DELIVERABLES: At the program’s conclusion, the participants will have an understanding and acquire the ability to successfully supervise sales and sales processes: using a to-do list, prioritizing the items on it and working better with others.

Approach & Duration:

Individual Assessments
Use of participant manual/worksheets
Use of a combination of presentation and group activities
Story telling of real-life situations
Interactive group discussions
Challenging the thinking of participants
Providing input to participants’ real-life situations

Grass

Registration Instructions: 

1. Fill out the registration form by clicking the link on top of this page. You may also download the MS Word attachment send it to training@competad.com
2. Our admin team shall send you shortly the Statement of Account/Confirmation of registration. Sign the statement of account to conform and finalize your registration and email the soft copy.
3. Follow the instructions in the statement of account and complete your payment.
4. Send the scanned copy of the Statement of Account and your deposit slip.
5. Should you need an official Billing Invoice, please call us at (02) 4333342 or click here for alternative numbers.

Win Win Negotiation Skills In Purchasing: Negotiate, Not Bargain!

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COURSE DESCRIPTION:

Most purchasing professionals think they are negotiating when in fact they are only bargaining. Is there a difference? Obviously! This is because bargaining is only one part of negotiating. The end result is most purchasing professionals get a poorer deal than they deserve.

Make no mistake about it; suppliers are going to negotiate even harder than ever before in the current difficult market conditions. The inability to negotiate properly is going to be very expensive to the company.

 

COURSE OBJECTIVES:

The overall objective of this two-day session is to impart the essential negotiation competencies to secure businesses on improved terms and conditions. It will also ensure that purchasing professionals are not “taken for a ride” by their customers.

WHO SHOULD ATTEND:

This course/training is designed for those responsible for planning, analysis, control, and direction of the purchasing department. Representative titles include vice president or director of purchasing or director of logistics, buyers, branch managers, account managers and seasoned regional logistics managers and account executives, sales representatives. This session is equally applicable for those managing sales processes for services/products.

COURSE OUTLINE:

The business case to negotiate

Comparing negotiation with other resolution methods

Common pitfalls that purchasing professionals fall into and how to avoid them

The use of power in negotiation

When NOT to negotiate

Understanding own negotiation tendencies

Strategies to improve and move away from our tendencies

The phases of negotiation

The 3 Ps

Principles that good negotiators use

Knowing where your company stand in the supplier’s eyes and implication on negotiation strategy

 

Please fill the information below should you wish to register to any of our public training schedules.
Public Training Application Form
* indicates required field

 

Effective Sales Supervision

Course Description:

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

This Learning Session is especially designed to meet the needs of experienced sales managers and other executives responsible for directing the sales force; this program links sales structure design and implementation with the firm’s marketing strategy to improve sales force productivity.

COURSE OBJECTIVES:

  • Understand how your success is linked to fully integrating your sales structural design to the strategic direction of the firm.
  • Apply strategic techniques to company-wide problems and derive implications for sales force design and account management policies.
  • Understand how measuring strategy-linked sales processes and outcomes will produce greater sales productivity.
  • Learn techniques for identifying, hiring, and retaining the best salespeople.

WHO SHOULD ATTEND:

This course session is designed for those responsible for planning, analysis, control, and direction of the sales organization. Representative titles include vice president or director of sales, vice president or director of sales and marketing, national sales manager, branch managers, account managers and seasoned regional sales managers and account executives, sales representatives. This session is equally applicable for those managing sales processes for products or services.

COURSE OUTLINE:

Strategy and the Firm: Tools for Strategy

  • Learn approaches to strategy that are compatible with sales management
  • Identify and integrate strategic activities of the firm with the sales force

Linking Your Firm’s Strategy to Sales Force Structure

  • Linking sales structure design to the firm’s strategy
  • Integrating selling with sales processes

Managing and Measuring the Sales Organization

  • How to measure sales processes and outcomes
  • Developing sales measurement data

Recruitment and Selection                                                       

  • Building profiles for the most effective sales people
  • Reducing management time required to supervise salespeople

Professional Training

  • Designing programs to address needed competencies
  • Continuous improvement in the quality of your salespeople

 

Please fill the information below should you wish to register to any of our public training schedules.
Public Training Application Form
* indicates required field

 

Effective Negotiation Skills

Course Description:

Most sales professionals think they are negotiating when in fact they are only bargaining. Is there a difference? Obviously! This is because bargaining is only one part of negotiating. The end result is most sales professionals get a poorer deal than they deserve.

 Make no mistake about it; customers are going to negotiate even harder than ever before in the current difficult market conditions. The inability to negotiate properly is going to be very expensive to the supplier company.

 COURSE OBJECTIVES:

The overall objective of this two-day session is to impart the essential negotiation competencies to secure businesses on improved terms and conditions. It will also ensure that sales professionals are not “taken for a ride” by their customers.

WHO SHOULD ATTEND:

This course is designed for those responsible for planning, analysis, control, and direction of the sales organization. Representative titles include vice president or director of sales, vice president or director of sales and marketing, national sales manager, branch managers, account managers and seasoned regional sales managers and account executives, sales representatives. This session is equally applicable for those managing sales processes for services/products.

COURSE OUTLINE:

Morning Session

  • The business case to negotiate
  • Comparing negotiation with other resolution methods
  • Common pitfalls that sales professionals fall into and how to avoid them
  • The use of power in negotiation
  • When NOT to negotiate
  • Understanding own negotiation tendencies
  • Strategies to improve and move away from our tendencies
  • The phases of negotiation
  • The 3 Ps
  • Principles that good negotiators use
  • Knowing where your product/company stand in the customer’s eyes and implication on negotiation strategy

Afternoon Session

  • The negotiation surplus concept
  • The purple exchange principle
  • BATNA
  • Applying proven negotiation strategies and tactics
  • The process of bargaining
  • Bunching and breaking-taking the focus off price
  • Signaling when a trade can be made
  • Use and closing techniques and when to use them
  • Dealing with the common tricks that purchaser use
  • Dealing with threats
  • When to use manipulation
  • The common lies that customers tell
  • What they do not teach you in business school about negotiation
  • Making it work in the real world

 

Please fill the information below should you wish to register to any of our public training schedules.
Public Training Application Form
* indicates required field