UK Based Global Training Provider - Bespoke In-House Training in the UK, Europe & Worldwide

Established 1976 - Over 40 Years in Business

Tel: 01992 633882

A-Z Training Directory: N - R

 

This list of modules gives you an overview of our key areas of specialism.

 

Each section may be run as an individual programme or one of a number of topics chosen to be linked together as a bespoke programme to meet your specific training objectives.

 

If you would like to discuss any of these modules in more detail or would like to be sent further information, please contact us on 01992 633882 or email us with details of your enquiry.

 
 

A - E | F - M | N - R | S - Z

Select a letter to move about the page:   N - O - P - R


N

Negotiating at C Level
In today's business environment, the importance of negotiating sound commercial business agreements for both you and your clients has never been more crucial. Intense competitive pressures combined with the need to meet your Company's business objectives often means we concede too much too soon. This programme will equip you with the skills to persuade your customer to believe they have reached your bottom line when in fact they haven't. It will also help you to consider alternative negotiable variables that you would never have previously considered. You will also have the opportunity to tackle classic buyer's tactics and counter measures in a practical environment.

Negotiating Price Increases - see further details
In today's market of driving down costs and prices, your people need to have a strong understanding, approach and process to implementing price increases. This one-day workshop focuses on how to let the other party believe they have reached the bottom line and gives the tools to negotiate effectively.

Negotiating Profitable Sales
Many salespeople identify with their customers problems, rather than those of the company that employs them. So when a customer says 'your prices are too high' the reaction of most salespeople is to think about reducing prices, rather than defending the company pricing structure. This programme gives a core structure of how to negotiate from planning, strategy, dealing with professional buyers, implementation, to achieving win-win situations.

Networking (Sales) Skills
A one-day workshop designed to develop key interpersonal and communication skills for non-sales people to identify and progress new opportunities for business.

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O

Objection Handling
We all have difficult customers to deal with at one time or another and how we deal with their objections may be the deciding factor in whether they decide to do business with us or not. Our Trainers will work with you to compile an objection handling template offering solutions for every scenario that your people can take away and use on their return to the workplace. It will also motivate teams who have to deal with difficult scenarios on a regular basis and enable them to make the next call with a fresh slate rather than sour taste. An interactive programme with role-plays and tailored case studies to make the training immediately and readily applicable to your business.

One Business - One Team
How do we work together more effectively as a Management team to 'Get the Job Done'? A one-day workshop sharing successes and challenges for a business whilst considering brand image and customers perceptions of company, working as a team vs. group and refreshing on understanding management, assertiveness, motivation and morale, time management, delegation and communication skills.

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P

Partnership Selling
Historic approaches to selling were largely focused on achieving the 'sale' on completing a single transaction. Transaction selling is characterised by focusing on a single sale with orientation on product features. They tend to take place over short time scales with little customer contact and little measurement of customer satisfaction. As part of a sales process, communication skills and long term relationship building are key to success. This module is incorporated into most sales programmes.

Peak Performance - Individual Performance & Developing High Performers
Two half-day 'back-to-back' workshops firstly looking at 'Individual Performance' and how to raise individual performance and motivation, followed by the second half of the day 'Developing High Performers' which can be attended by Managers or Team Leaders to develop a High Performance Environment, Culture and Team. Ideally those attending the afternoon session would also attend the morning session. Communication is linked in by way of 'how we communicate' and how this can be perceived by others (internal and external) in relation to our ongoing performance levels.

Peak Performance - How to Use Your Brain, Mind & Body to Work Smarter, Achieve More & Perform Higher
This interactive and engaging workshop is for anyone at any level who wants to be performing at a higher level or more consistently. The focus is on helping attendees to understand more about how to achieve and sustain high performance working uniquely from the three perspectives of mind, brain and body. It combines information and insights from peak performance psychology, neuroscience and human physiology in an easy to understand way and with practical techniques and strategies that can be implemented straight away for improved performance.

Peak Performance In Turbulent Times
This interactive and engaging workshop is for anyone who wants to become more robust, to be able to cope more effectively with the demands of high workloads, increased pressure and demands, and uncertainty and turbulence. The focus is on helping attendees to understand more about how to develop their own levels of resilience. It combines information and insights from peak performance psychology, neuroscience and human physiology in an easy to understand way and with practical techniques and strategies that can be implemented straight away for improved resilience and performance.

People Management Skills
This programme has been designed to give delegates a framework for employee development within modern business. In particular it has been designed for those who have responsibility to obtain the highest standards of work through and with those reporting to them. Core topics are: Communication Skills, Counselling, Coaching, Appraisals and Performance Management.

Performance Management
Effective Performance Management is critical to the success of any organisation. Managers have a responsibility to ensure that all the people who work with them are clear about what they are expected to do and how well they are achieving their goals. Managers also need to be equipped with coaching and counselling skills to enable them to direct their staff to new pinnacles of success. Key areas covered include: job descriptions, recruitment, performance standards, training, reviews and recognition systems.

Performing Under Pressure & Stress (see also Stress Management)
When the pressure is on you can either thrive, survive or dive. This course is for people who want to be able to deliver consistent high performance even under pressure and stress. Understand how pressure and stress affect performance and learn practical strategies for keeping your head, managing energy and performing effectively under adverse conditions.

Personal Effectiveness and Time Management - see further details
The technological and information revolutions were supposed to give more time and yet the constant complaint from all quarters is; 'I need more time!' We cannot 'manage time'; we can only manage ourselves and those who 'steal' our time. Time Management involves self management and taking control of our environment, planning, delegating and communicating effectively.

Personal Performance - see further details
An exciting new programme which equips you to become more effective with your interactions with people at all levels, particularly those who could be 'difficult to handle'. The programme focuses on helping participants feel more comfortable when being honest with others on sensitive topics and will help them to negotiate in a potentially difficult situation and to obtain a positive outcome for all parties. It will provide a variety of tips in dealing with a range of one-to-one situations.

Personal Persuasion
Focusing on developing relationships with internal customers, influencing others and positive personal marketing - including the 'Horns & Halo Effect', the psychology of persuasion, 'Communication' and 'action'. This module is incorporated in to many sales programmes.

Persuasive Selling Skills
The first aim of this programme is to show delegates how a structured approach to each sale can bring success more often. Each stage of the selling process is covered in a logical sequence. A key approach is to develop a sense of ownership. Each sales person should feel that their territory is their own company and that everything that goes on in that territory is their responsibility.

Positioning
Positioning is a way of presenting a company, brand or product which distinguishes it from the competition. Once considered the province of the marketing department, it is now a key process for sales directors and key account managers who wish to gain advantages over the competition by deciding position for individual customers. Above all, it can play a vital part in forming effective strategies and negotiating good business.

Practical Decision-Making
One definition of the role of the Manager is that he/she 'must decide what has to be done and then get results through the efforts of others'. Making the right decisions is a crucial management responsibility; a sign on President Trumans desk read 'The buck stops here!' And yet, many management decisions, big and small, are suboptimal. This module looks at how decisions can be made; either on an individual or group basis and what methods can be used to come to the best conclusion.

Presentation Skills - see further details
A sales presentation or demonstration must prove that the product or service we are recommending fulfils the customer's needs better than any alternative solution. Ideally, all presentations should be designed around a summary of the wants, needs and concerns of the customer. They should highlight the advantages and minimise the perceived disadvantages. Presentations are usually competitive, and they deal with comparisons. This programme gives delegates 'on their feet' experience and practise to gain confidence and understanding of the effects of structure, body language, tone and content to make their presentations successful, whatever level and audience they are presenting to. This course can be sales or non-sales focussed.

Presentation Skills Masterclass (NEW)
The skills needed to present whether to one person, a small group or large audience are very similar. The key differences are communicating to a larger audience requires the presenter to have a deeper understanding of the effect of their verbal and non-verbal communication. Being able to understand the different language patterns we all have and speak everyone's language in the same sentence is the secret to enabling each person in the audience to feel like the presenter is speaking to them as an individual. When this is mastered, the presenter will be much more effective in ensuring their message is understood. In today's current climate of change and uncertainty, these skills are essential for all businesses and the most effective businesses can do this consistently and accurately. This two-day workshop will cover all these aspects and much more. You will gain the key skills needed to ensure each person hears your message in the way they need to receive it, whilst utilising cutting edge NLP techniques and a deep understanding of communication in a practical way that can be used and demonstrated immediately.

Price, Presentation and Negotiation
This programme has been designed to aid salespeople in two main areas: Firstly, when presenting our proposition to customers it is essential that we have understood the salient areas of their needs. In turn this will allow us to highlight the areas of our proposal that have been specifically designed to benefit our customer. Secondly, where we have offered concessions to our customers these should be emphasised in the context of why they have been offered and what your company expects in return. This provides a clear basis on which to start the negotiation and will help to counter price negotiation tactics to help us maintain our margins and achieve the win-win.

Principles & Practice of Customer Care - see further details
The importance of excellent customer service as an integral part of a company's selling process to its customers is one of the major growth areas of training. There are two types of service: material and personal. Most of us tend to take material service for granted. We pay for it so we expect it. Personal service is another matter. It is seldom of a high standard, so when we receive it we are surprised and delighted. This programme includes; understanding the service culture, communication skills, creating positive impacts, dealing with difficult customers and situations, approaching change positively and keeping motivated in tough times.

Principles of Marketing - see further details
The Principles of Marketing provide a powerful framework for all commercial decisions. Key input and agreement on Segmentation, Differentiation and Positioning are crucial. How these decisions are then implemented through Product, Promotion, Place and Price put marketing into action.

Principles & Practices of Selling - see further details
The first aim of the programme is to clear away the myths of selling and show delegates how a structured approach to each call can bring success more often. It covers each stage of the selling process in a logical sequence moving through each technique at a pace to suit the audience. The programme does not just talk about the generalities of selling; the programme director is skilled in helping each delegate devise words and phrases to suit their business and become successful sales people. Content includes behavioural analysis, communication skills, features, advantages and benefits, handling objections and closing.

Problem Solving / Creative Thinking
The creative thinking and brainstorming module introduces delegates to a selection of techniques designed to generate new ideas and products, and to look at alternative ways of approaching business problems. All of the techniques involve generating solutions to business or man management problems, evaluating options, decision making and implementation skills. This programme is a workshop-based format. The case studies and exercises approach problem solving and ideas generation from both a structured and lateral thinking perspective, and includes: Brainstorming, Mind-Mapping, Six Thinking Hits, Metaphorical Thinking, Role Reversal, S.W.O.T. and But "Why".

Project Management
Project Management is essential to the success of every organisation. Without that knowledge, projects will be delayed, cost too much, and often never reach completion. This two-day workshop looks at key principles, creating a structured approach, considering stakeholders and sponsors, project planning and most importantly the leadership of the project. This incorporates the challenges faced, building an effective project team, effective communication, achieving the targets and individual development. Delegates will work on exercises to enable them to take away specific plans and actions which they can use immediately in their own work. They will have completed basic plans such as a Gantt chart, set clear SMART goals and action plans, and have created a stakeholder map for themselves.

Project Management - "The People Skills"
This one-day course covers the 'people skills' of project management, managing the team, planning and communication the project plan, managing cross-functional teams, monitoring and change, responding to problems and resolving conflict, delivering feedback and difficult messages and time management of the project.

Project Management for Non-Project Managers
A one-day or two-day workshop designed to enable delegates to understand how project management principles apply to general management roles. The workshop covers how to plan and lead successful projects or campaigns, use the project management cycle to be more productive and approach management of projects in a more structured and confident manner whilst using a range of project planning tools to set up projects and share these with your teams. Delegates learn how to involve key stakeholders in projects and build in monitoring and change control processes through using project plans with clearly defined activities which progress the project from beginning to end. Communication skills are also covered to ensure project teams and stakeholders are communicated with effectively to keep projects on track.

Proposal Writing
The written word continues to make an impression upon the reader long after face to face contact at a meeting. Your letters and proposals remain a permanent advertisement for you and your company. A one-day programme to enable you to write what you mean effectively and succinctly enabling you to win more business.

Prospecting By Telephone
In a tough economy, it's hard to keep sales up - customers are reducing orders, demanding you lower your price, and sometimes going away entirely. For companies that compete on value, not price, having a proven prospecting strategy in place is essential. This programme covers how your sales team generates and qualifies leads, gains entry, and differentiates on value that can mean the difference between great or little success.

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R

Raising Personal Effectiveness
During this workshop delegates will analyse and understand their personal profile and explore how it correlates to the image and behaviours required for maximising personal effectiveness. Delegates will define individual strengths and develop a plan to maximise the use of identified individual strengths; understand their own limitations, develop strategies to overcome limitations, and plan areas for development; design short-term and long-term plans for dealing effectively with and achieving personal priorities and goals, including an analysis on effective management of time and apply creative strategies in one's own personal approach to addressing challenges and obstacles. A key theme is to create a personal brand through self-marketing, develop a communication strategy for sharing one's own personal brand and utilise inquiry techniques to ascertain other people's perceptions and feedback. By identifying their own strengths and areas for development in interpersonal relationships, delegates can develop strategies and apply techniques for increasing and enhancing rapport with others in the workplace, influence people to achieve a collaborative WIN/WIN solution and identify influencing styles through PUSH/PULL influencing strategies and then identify ways to flex own personal style to work more effectively with different people and situations.

Relationship & Account Management
Many suppliers may have been slow to recognise their customer's trend to select fewer preferred suppliers and to build open, collaborative, strategic alliances with them. Investing resources in strategic alliances with carefully chosen Key Accounts is a practical route to achieving corporate objectives in terms of growth and profitability. The skills and disciplines necessary to build these strategic alliances and to make Key Account Management work are substantially different from traditional selling techniques. This module provides delegates with a logical structured and disciplined approach to each stage of the key account planning and penetration process.

Report Writing
A one day programme designed to develop effective report writing, this programme incorporates; developing strategies for report writing, setting objectives, research, content, structure, style, presentation and evaluation.

Running Effective Meetings - see further details
A meeting provides a unique opportunity to generate new ideas and create team spirit. It should also be a vehicle for gaining a group's commitment to improving performance, developing potential managers and using the experience of successful people to inspire and train others. This programme looks at the role of the chair, time management, keeping the meeting on track, encouraging input from everyone, reaching agreement and follow up. It considers how to do this in an appropriate, motivational and professional way.

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A - E | F - M | N - R | S - Z

Select a letter to move about the page:   N - O - P - R

If you would like to discuss any of these modules in more detail or would like to be sent further information, please contact us on 01992 633882 or email us with details of your enquiry.

 
   

Training Courses

Tel: +44 (0) 1992 633882
Email: sales@marcusbohn.co.uk

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