Archive for July, 2008

Areas To Cover In Sales Training

Thursday, July 31st, 2008

While every sales training course should be tailored to the needs of your sales team, there are a few areas that every general sales training course should cover.

Sales Negotiation
Every salesperson needs to be able to negotiate.  They need to be able to close deals that the client is happy with, but that are also beneficial to the company.  Sales staff need to know the stages of negotiation, how to recognise where they are currently, and how to get to where they want to be.  they also need to understand the importance of information in negotiation.

Face To Face Selling
Most sales people will have to deal with prospective clients face to face at some point.  The staff will need to know how to deal with someone face to face, how to read their body language and understand why the prospective client is saying what they are saying.  As well as this, it is essential that the sales staff know how to close a sale and make the client feel like they got a very good deal.

Telephone Sales
Every sales person will at sometime have to sell over the phone, whether as a cold call, or as part of an enquiry or pre/post meeting phone call with a client.  It important that sales staff know the difference between dealing with people face to face and via the phone.  They need to know how to rad people just by their voices, and what their tone of voice will convey to the client.

If the sales training course covers at least the basics in all these areas, you will be providing your sales team with a good grounding in the basic skills that will help them to sell.

Suggested Employee Workshop - Creative Thinking

Thursday, July 31st, 2008

The process of creative thinking is not something that can be taught.  However it is something that can be encouraged.  There are a few steps to encouraging creative thinking.  First of all, you must break your current mental habits.  If you approach things in your mind the same way every time, you are not going to come up with a creative and possibly better solution to an issue.  Then you must understand your own why you do things the way you do.  Finally you must then try to come up with new ideas and solutions by approaching problems differently to how you would normally.

This is an area where group participation in a workshop will work very well.  When in a group, people find it easier to come up with new ideas, or to take other people ideas and change them into something else.  The more people discuss problems, the more they are able to approach these problems from different directions, to come up with creative solutions to problems.

It is important that people realise that you cannot be trained in how to think creatively.  All that can be done is to provide exercises and training on different ways to apply and practice the skill rather than train how to think creatively.

Experiential Training - More Information

Thursday, July 31st, 2008

Experiential training is one of the best ways to help people increase their skill sets and learn more about themselves at the same time.  It is a relatively new technique, and is a lot different from many of the more well know training techniques.  For example, there are no presentations, and traditional role plays, which pit colleagues against each other are avoided.  Instead, the learning is structured so that staff have the opportunity to develop at their own speeds, while working with familiar scenarios that they might deal with on an everyday basis.

The main way to achieve this is to use specially trained actors.  Experiential training is about making sure that the employees getting trained are fully immersed in the scenario when they  start, and are then able to discover for themselves what does and doesn’t work.  Actors are given very detailed scenarios, based on issues the company has to deal with, and then the actors play out roles in theater workshops.  Employees are encouraged to get involved - whether by directing the actors, or by getting involved in the scenarios themselves.

Ideally, to begin with employees would direct the actors as they carried out the scenario, telling them what to do, replaying parts of the scenario etc.  Once the staff are comfortable with this, they should then get more involved, playing opposite the actors, and learning through the actors reactions.

The most important thing is that since the actors are have no agenda or vested interest in the company, the role plays can be taken to a level that stand role plays cannot be taken.  Staff can then discover for themselves what works and what does not work, and will usually show a much deeper and more natural level of skill after the training.

Delegation - Can You Do It?

Wednesday, July 30th, 2008

Delegation can be a very hard thing for a manager to do, especially if they have moved up through the ranks at a company.  However, it is essential if they are going to become a good manager.  It is important that a manager has the ability to give work to other people on their team.

When providing managers with training about delegation, it is important to emphasise that no one that they delegate to will do the work exactly the same as the way that they did it, but that they must let go of control in order to reap the benefits of delegation.  Some of the benefits of delegation, of which there are many, may include:

  • It frees up time to work on other things.
  • Helps other people to improve their skills and to become more valuable to the company.
  • New ideas can be generated by the people who are now working on the project.

Once a manager has let go of control, they must accept that at the beginning the work may not be done as well or as quickly as if they had done it, but they must remember what they did when they first started.  Delegation is about giving people work and then supporting them while they do the work and improve at doing the work.

Once a manager has mastered delegation, they themselves will improve as a manager, as they will have more time to dedicate to more important things, while still getting all the required work done.

Sales Training And Presentations

Wednesday, July 30th, 2008

Most people have had to give presentations at some point in their life, whether at school, at a meeting or a sales pitch, and no matter where the presentation was given or to who, much of the advice that would be given would be the same.  However, there is some advice that can be slightly more directed towards sales presentations as opposed to any other type of presentation.  For example:

  • Try and create buy in by clients to the presentation.  If they buy into the presentation, selling to them is a lot easier.
  • Make sure that all benefits are well explained yet simple to understand and memorable.
  • Use the presentation to encourage clients to make a decision.

It is important when providing any sales team with presentation training that they are taught the most relevant way of presenting to clients.  A well tailored and presented sales pitch can be the different between a sale and a failure.

Suggested Employee Workshop - Communication Skills

Wednesday, July 30th, 2008

Communication is one of the more important things in a company. Staff members practise it on a daily basis, from talking to clients, to team members, to managers and everyone else involved with the company. However, it is still something that can fail. Miscommunication can happen, with one party to the communication not understanding the other, which can, in extreme cases, lead to major issues within the company, or worse, with a client.

It is essential to make sure that everyone in the company has communication skills of a high enough level that miscommunication does not occur. There are a wide range of things that can be taught in an employee workshop on training, from how to give and receive praise, to how to communicate effectively in an email. It is important that people understand how to listen, as that is 50% of communication. It is difficult for people to listen to another person talk, especially when they have something to say that they feel is very important.

Dealing With Conflict - How Can You Affect The Other Person?

Tuesday, July 29th, 2008

In a conflict, there are two sides, you and the other person, and quite often it can seem like you are never going to get anything done as you and the other person keep disagreeing or arguing.  However, instead of trying to change the other person with argument, you can instead make some changes about what you are saying, how you are saying it and what you are doing, with the aim of getting the other person to change their opinion without realising. To train this, you need to look at some of the following areas:

  • The purpose of conflict
  • Changing what you do for a different outcome
  • Dealing with strong feelings
  • Turning arguments into discussions

As well as this, you also need to help people realise when they are involved in a conflict and how to recognise a difficult person and then how to work with them.  There are a lot of areas that can be covered in any training session involving dealing with other people, and conflict management is no different.  It should be a part of all training, from sales training to management training, everyone will benefit from it.

Learning To Treat Each Customer Service Encounter As A New Conversation

Tuesday, July 29th, 2008

One of the most difficult things to do when you are working in customer service is learning to not carry over your feelings and frustrations from one Customer Service encounter to the next next one.  It is essential that you do not allow your feelings after having dealt with a difficult client influence how you deal with the next client issue.  You must approach each client with a clean slate, so that any anger or annoyance you had with a previous client does not affect how you conduct yourself with your current client.

This can be very hard to train people to do, as everyone reacts to client difficulties in different ways.  However, it is important to make sure that everyone understands that you cannot take out your frustrations or anger at one client on another client.  It is not fair to either the client or the company, and will only cause more issues for the staff member involved.  They need to understand that their feelings may make then do these things without meaning to.  How the staff members feel will influence how they react to clients, and if they do not realise this, then they will be unable to make sure that they aren’t acting inappropriately.

Working Without Stress - Is It Possible?

Tuesday, July 29th, 2008

Working without stress is not the same as managing stress at work.  Managing stress still results in people having to deal with stress while they work, whereas working without stress means that there is no stress for employees to deal with.  The idea behind working without stress is that you look at the way you work and what you do at work and then rearrange these things and change how you approach them to remove the stress from you work.

Providing training to help people work without stress can be very rewarding, as it has a several fold effect on employees - it can help them to be more productive and efficient, while also making it so that they enjoy working a lot more, as their stress levels have been changed dramatically.  Areas to look at in training can include:

  • Employees need to understand stress, what it is and how stress can occur.
  • Employees need to be able to recognise and understand the connections between perception, belief and stress.
  • Employees need to be taught strategies to conquer stress, rather than to just work with the stress.
  • Employees need to know how to strengthen their ability to respond and build their confidence.

If employees are taught these skills and abilities, then they will be on track to working without stress.

Suggested Employee Workshop - Writing Effectively

Sunday, July 27th, 2008

An employee workshop that can help almost any employee is one on how to write effectively.  Many forms of contact by employees in today’s workplace, whether internally or externally, are by written word.   Whether it is a letter, report or email,  it is important that the person writing it knows how to write in a way that is understood by everyone reading it.  All to often, with the immediacy of email, and other factors, the most important part of the writing is forgotten - how to do it effectively.  There is no point in writing a letter that no one understands, or writing a report that does not inform the way it should.  Employees need to be shown how writing effectively can help to make their jobs easier and simpler.

Different forms of written contact have slightly different styles to be effective.  For example, email is seen as a more informal way of communication than by letter.  This means that the writing style is different.  However, the principles to writing effectively remain the same:

  • People need to understand what makes an effective letter or email.
  • Make sure that preparation for the letter/ email is done fully before starting to write it.
  • Realise that tone and personality can and do come out in writing, and that it is important to make sure that they convey the right ones.
  • Communicate the message so that the reader can understand it easily.

Writing effectively is the sort of training that everyone in a company can benefit from.  It can help with clarifying internal communications, while also improving client relationships.