| Sales |
| Training “Sales Technology from A to Z” (“Shock therapy by techniques”) 9 modules of sales – from basic skills to advanced special technologies: |
1st module: «Sales techniques»
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- Sales alphabet: what the sales start with…, on what starters and professional salesman stumble
- Sales steps and sales basic instruments.
- Specific of sales in В2В, В2С, services and FMCG groups, telephone and direct sales
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| 2nd module: «Psychology and clients” way of thinking – negotiation skills» |
- Product thinking in negotiations
- Psychological techniques of client management
- Find out the client’s negotiation strategy and choose your best model
- Psychological and technological sales tools
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3rd module: «Efficient objection handling»
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- Psychological aikido - techniques of working with objections.
- Answers bank for objections.
- Objections classification.
- Conflict situations and misunderstandings. When client says “no” or unsatisfied with something
- Techniques of forming the value of proposal.
- Tools of working with price objections (expensive, etc.)
- Persuading techniques, argumentation
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| 4th module: «Product presentation as a part of sales» |
- Basic presentation skills: starting with… outlook to… commercial proposal
- Body. Gestures. Voice. Words. Psycho-geography
- 8 principals of successful presentation
- Presentation mystics. Psychology of influence on audience.
- Public speaking skills
- Technologies for audience attention management
- Interesting presentation preparation
- Work with psychological barriers in public speaking
- Unpopular decision presentation
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| 5th module: «Efficient use of the phone in sales» |
- Tools for rapport creation in telephone communication
- Techniques that motivate the client to make a purchase
- Main barriers and “distortions» in telephone sales
- Telephone sales – business-process, technologies, secrets
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| 6-й модуль: «Работа с ценой, техники торгов» |
- bargaining techniques, one’s position preparation, argumentation
- counterstrategy to manipulations in the matter of price
- “make” your price bigger
- “12-2” principle
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| 7th module: «Personal efficiency training for sales manage» |
- Individual blockers of sales
- Managing your “limits” of price – why don’t we believe that IT is WORTH it?
- Success calculator and contacts arithmetic
- “Allowed” sales volume increase. I sell as much as I believe. To raise the limit
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| 8th module: «Goal-jerk – …. times sales increase» |
- Sales volume increase management techniques..
- The techniques of segmentation of target client – where is the money?
- Argumentation bank for each segment
- Managers activation. Efficiency increase from 80% to 140 – 180%
- New sales technologies: sales increase in times. Increase in %
- Two approaches: income increase, expenses decrease.
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| 9th «Negotiations Premier League» |
- Psychological instruments for ACE at negotiations
- Agreement under any circumstances: an arsenal of a Decision-Maker
- Dynamics of negotiation: hidden are revealed
- Manipulations and provocations structure, counterstrategy for influence
- Concealed commands and questions usage
- “Win – Win” negotiations model
- Control of negotiation under “no rules game” circumstancesManipulations and provocations structure, counterstrategy for influence
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| «Strengthening the Team of Sales Representatives» training |
- Creation of sales workings standards
- Creation of corporate brief-case of «PLUSES» for a client
- Internal teaching and work with the mood of SR
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| «Active Sales – Winning the Clients» training |
- Market capture technology with tools
- “take yours at the market” strategy
- “jerk” technique
- Fixing the result technique
- Target segment definition technique
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| «Art of Sales in Retail» B2C training |
- Individual approach to the client
- Exposure of client's necessities
- Technique to «rear a client» is a basis of long-term collaboration construction
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| «Brand Standards of the Shop» B2C training |
- Standards of merchandising in an interior and exterior of the shop
- Rules of behavior for service personnel
- Algorithm of socializing with clients
- Roles of employees of the shop, co-operations and communications in different situations
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| «Anti-sales Manager» training for perchance and supply managers |
- Macroeconomic theory of crisis management
- What salespeople are taught, or what he needs to know about us. What techniques he uses
- Philosophy of successful supplier (functions of manager, aims and model of purchase, model of collaboration)
- Bank of workings techniques of purchases
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| «Area Development» training- for distribution companies, МLМ-companies |
- Segmentation of clients and development of the strategy for territory development
- Principles of effective sale strategy
- Communications – as a key to the increase of clients and turnover
- Technologies of network growth
- Technologies of work with dealers, partners.
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| «Commercial structure management», CRM-approach |
- Cycles of sale-department management;
- Tree of sale department standards;
- Process and human resource management algorithm;
- What team is needed!?
- How can one draw a personal-professional portrait of sales manager.
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Communication
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| «Business Communication» training |
- Psychological classification of people
- Prophylaxis of conflicts
- Bases of creation of efficient working atmosphere
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| How to Lead Groups: Counsel, Meeting, Conference «The Difficult Negotiations Moderation Techniques» training |
- Media-Training for taking part in briefings and conferences
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Psy-Technologies
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| «On Both Sides of Barricades. Behavior in the Conflict» training |
- Behavior styles in the conflicts
- Types of conflicting personalities
- Behavior strategies in the conflicts
- Method, allowing to reduce tension in the situations of conflicts
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| «Art to Inspire», «Motivation» training |
- Motivational models of organization
- Management cycle. Role of "alive" work
- Motivational techniques for co-operating with a group and individually
- confidence development and enthusiasm support within the employees
- Effective conducting of motivational meetings
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| «LAB-Profile» |
- Management, evaluation, motivational tool for individuals and groups
- Is used in management, sales/negotiations, motivation
- How to speak to different people for them to understand the goal and have a desire to make it true
- Ways to solve management tasks with the help of the tools
- Diagnostics of risk probabilities in case of personnel reassignments
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| STA-approach, psychology of success |
- STA- System-Thinking-Action approach: technology of correlation of What I think, How I think and What I do=achieving the better results in life
- Psychology of success: how to define the working /existing model of success, analyze the results. How to create the desirable model of success
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| «Change Management» training. |
- Mental models transformation for the achievement of desirable results in life.
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| «Stress Management» training (anti-stress) |
- Prophylaxis of burning down and stress
- Yourself management methods in an unstable situation - 7 techniques
- Design of successful behavior and decisions
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| «Female Leadership» training |
- Choice of a Woman-Leader: lifestyle, place, where I live, surroundings, career.
- Woman + Man = what are the levels of partnership?
- Perception Yourself as a Woman: MIND, BEAUTY, SEX APPEAL, ATTRACTION, FORCE, FLEXIBILITY , and HOW to MANAGE these
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| «Personnel Creativity Increase» training |
- Work with a team: creation of result orientation and creative atmosphere
- Creation of meta-state for achieving the chosen aims and solving of tasks
- Creative management: types, structure and principles of creativity, processes management
- Development of personal creativity
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Management
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| «Strategic Development of the Company» training |
- Goal package of business. Types of strategies.
- Management the competitiveness of company. Stages of development (functions and Adizes)
- SWOT Analysis . Analysis of internal environment - ODI.
- Management models
- Alternative scenarios of company development.
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| «Psychology in Business» |
- The psychological techniques of motivating climate creation
- Business-psychology basis, psychology use in management
- Conducting meetings, change information, motivating goals
- How to present the unpopular decisions correctly
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| «Strategic Planning System + MBO» training |
- Goals distinguishing, their criteria and action directions –in plan format
- Basic strategic directions development for reforms and development
- Development of the common view of the current situation and functional approach towards working tasks solving
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| «Three Frames of Company Diagnostics» |
- How to make analyses of the company activities in the following layers:
- finances
- management
- operations
- clients
- forming of clear understanding: WHO, WHAT, HOW is doing
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| «To Build the Result» |
- Is the team always necessary – and how to make the staff achieve the result
- The role of the team, the goals, the tasks and the development perspectives
- The team development phases
- Role structure
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“Manager’s Golden Package” |
| «The Director of Time» |
- Еfficient time planning, task, goals assignment
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| «Delegation of Authority» training |
- Matrix of delegation
- Determination of the employee's readiness level
- Work with blockers in delegation
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| “Creation of the Business Competitive Edges” training |
- Triangle of company success
- Defining of corporate “chicks”
- Local marketing basis
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| “One’s Professional Development Model Management” training |
- Defining individual development zones
- Creation of the strength points album
- Putting of the professional ambitious goals
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| “Project Management” training |
- Project management bases (a life cycle of the project, types of jurisdictions in the project management)
- Stages of project management (determination of mission, aims and tasks, project analysis, development of alternative solutions)
- Stage of the project existence confession Initiation) (analysis of feasibility of the project, preliminary business plan, expert estimations, final business plan)
- Bases of the project planning: what needs to be necessarily taken into account in planning
- Models of maturity of the project management in the company
- Key terms and algorithm of introduction of the project in the company
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| Mini МВА for line managers: |
- Self management and possibilities management
- Personal efficiency
- Time. People. Communications
- Model of development
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| Modern business. Economy basis. |
- Base economic concepts
- Macroeconomics
- Basic world economic progress trends
- Concept of economic cycles
- Estimation of macroeconomic risks and possibilities. Influence on company's business
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| Human Resource Management. |
- Modern Management. Organizational development of the company
- Modern technologies of personnel management
- Organizational Structures
- Determination of the functions of personnel
- Effective Motivation. Career planning. Evaluation and attestation of personnel
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| (General Management): Management Basis. |
- A base brief-case of manager is in technologies. Three scopes of management: self management, people management, situation/business management and its instruments
- A management base is a management cycle
- Setting of goals
- Distributing of work: functional duties, business processes, matrix of delegation, matrix of efficiency of an employee
- Motivating tools
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| Tactical business planning. Project management |
- Projects management bases. Life cycle of the project. Types of jurisdictions in project management. Western standards in project management.
- Stages of project management. Determination of mission, aims and tasks
- Project analysis
- Development of alternative solutions
- Principle of project management
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| Change management. Crisis management |
- Modern principles of change management
- Analysis of different approaches to change implementation. Models of conducting organizational changes
- Contra-crisis management
- Levels, classification of types of crises
- Problem diagnostics, analysis of the state of internal and external environment, tendentious positions of crisis
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Organizational development
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| “Reorganization of the Company” training |
- Company expenses analysis and their rationality
- Creation of expenses structure – where it is possible to reduce expenses, not to lose in efficiency today and tomorrow
- Recommendation on introduction of a new strategy of expenses optimization
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| «CONTRA crisis management» |
- Three base strategies of contra-crisis management
- Psychological management of crisis perception. Motivational scopes during the crisis
- Technologies and processes of work with clients. Personnel. Administration.
- Volumes of sales: MINIMUM is maintenance at the previous level and MAKSIMUM is growth, increase
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| CRM-approach |
- Determination of CRM-strategy of the company
- System of work with the external environment of company
- Principles of the operative marketing
- Segmentation of users on adherence
- Organization and cost of direct communications. Taking contacts to the result. Technology of LOVE (bases of the programs of loyalty)
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| “Marketing Outline” training |
- Marketing-strategies. Uncopied competitive edges
- Winnings arguments
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| “Customers’ Loyalty Increase” training |
- Development of the special programs of loyalty
- Direct and indirect methods of stimulation of the loyalty of a client
- Efficiency analysis of the programs of attraction
- Levels of service to the clients
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| IT |
| “Business-Process Package Creation” project-training |
- Formalization of all the key business processes of customer company
- Creation of document package, describing current business of the Customer company in a formalized view:
- it is a list of business processes and short description of the process (name, participants, accountable for a process)
- it is a composition of business process (stages, roles, sequence of executable operations, used tools and materials, results of implementation of operations) "Album of business processes AS-IS" (charts of current processes are in text and graphic description)
- Description of business processes is in such volume (degree of working out in detail) which allows:
- to conduct optimization of processes (to reduce costs, increase speed and quality of results)
- to create "standard business processes" for implementation in branches and sub-quarters "Recommendations of consultants on optimization of business processes"
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| CRM, ERP– teaching of those who will implement them |
- Short series of the trainings for implementation of the team of CRM/ERP, on which participants get expert knowledge about the best methods of realization of the implementation project.
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| Authorial Programs |
| «To Build a Stateтм» business game |
- The models of development of different countries are given with roles: president, ministers, politicians
- One variant gets out from possible 42 - on a chart
- It is offered to the participants as a game to build the state on the model. Videogames
- Analyzed, whether a model, chosen by participants, is effective
- Conclusions are drawn, what model of the state is most effective for this team
- The aggregate result of the program is created
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| «Business-Navigatorтм» |
- Kernel of business and situation management
- Mysticism of business development is a calculator of business success. Three formulas
- Psychology of power. People management, team role, people, aims, tasks and prospects of development
- Mastering the system of skills of achieving aims, that includes:
- knowledge - WHAT to do and WHY
- ability – HOW to do
- a desire - motivation to do
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| «Exactness of the leader’s thinkingтм» The course “Leader’s Personal Efficiency” Individual course, built on the principles of ontopsychology. ?? |
- Picture of exactness of a man
- Logic of success. Decision-making technologies
- Logic of failure. Work with an error (reasons, selfaudit, prophylaxis of errors in PUR)
- Finding out the hidden sources of destruction
- Individual balance of rational and intuitional approach to the choice of decisions
- Exactness is in the games of leader
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«Three frames of managementтм»
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Complex of technologies of efficiency increase in 3 frames of life:
- self management
- management of others
- management of a situation Management cooperation, personnel management, team management, personal resource in management, the removal of personal “stoppers”
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| «Art-Business тм» |
- Business game, which is built on the basis of theatrical art, psychodrama, that allows to explore one’s relation to him/herself, behavior, relations with other people
- The participants have the interview before the game.
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| «HR–Special Forcesтм» |
- Practical tools course for special HR services: learning techniques according to 5 basic HR functions:
- recruiting
- adaptation
- training
- motivation
- evaluation (rotation, firing)
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