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Leadership:
How we lead our people in the 21st. Century will ultimately determine our success or failure. With demands for greater human productivity and efficiency in an ever-shrinking workforce, it becomes more challenging than ever for today's leaders to maximize their resources. Meeting the varying needs of the subordinate and coaching them through the developing process, helps to ensure both their job satisfaction and their ability to achieve the task that lead to goal accomplishment.
Situational Leadership begins with diagnosing the individual we're leading to determine their competence (knowledge, experience, skills) and commitment (motivation and confidence) to complete the task. Based on that diagnosis we utilize flexible leadership styles to match the follower's development level and partner with them toward a successful performance.
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Negotiations:
Welcome to the great journey in negotiations. I call it a journey instead of a definition, because by definition it never ends. We're always negotiating something in a world that gives us limited resources and varying expectations between parties. Our definition of negotiation is simple. “The use of persuasive communication to reach a common goal”. If everyone always agrees with your position and you have unlimited resources at your disposal, then this course might not be for you, but then you're probably on your back with a daisy in your hand.
We live in a global marketplace where cultures and concepts clash, and misunderstandings are easily found. Getting through that conflict to win-win solutions is the skill that will separate great companies from good companies. Our negotiation training is centered around proven principles that will create a process for your team to improve short and long term goals around spend reduction and increased margins, while building long-term relationships and trust between suppliers and customers. When both parties walk away feeling good about the outcome, the next time they negotiate it becomes easier and more satisfying.
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Customer Service
Great companies separate themselves from their competition through service. Having a good product is expected. It’s the ante to get in the game. But products and pricing can be easily copied and short-term differentiation goes away the second someone matches what you have.
Service is the only way to create uniqueness. How can you change the experience for the customer, so that what arguably is the same, seems different. In our Legendary Service workshop, we explore the ten key factors that lead to superior customer service. Service that is so good, your customers want to brag about it to others, and generate stories that make you not just good, but Legendary!
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Sales
There’s never been a lack of options when it comes to sales training. Everyone has a little different view of what works and what doesn’t. The proof is in the bottom line. Did you reach the top-level revenue and market share you wanted along with the corresponding targets for gross and net margins? Having high volume without solid profits is no better than outstanding profits, without the top line to go with it. Every business needs critical mass to control cost and streamline production.
In Power Selling we look at a simple four-step process that encompasses all of the critical components of selling.
AC-DC = Power Selling
Approach, Counsel, Demonstrate, Close
We focus on the needs of the customer. If a salesperson is customer-centered as opposed to company centered, the prospect for long-term success is better. Repurchase intent is the most important thing in selling, because it cost five times more money to attract a new customer as it does to retain a current one. By counseling to surface customer needs and demonstrating how you meet those needs through products and services, you build trust and the hope for a long-term relationship.
We also look at different types of buyers and salespeople. We’re all a little different and we need to understand our primary style, and adjust to the styles of the buyers to mirror them in the decision process.
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