Tag Archives: Proskill

How To Be A Good Team Member

An effective team is more productive than a group of loners. Teams settle down over time. To be effective quickly, the individuals need to acquire key skills and understand team dynamics. Overview A team is far more than a group of loners. An effective team shows greater results, resilience and creativity than a group of… Read More »

Training The Trainer

Skills’ training is different to many other types of training. A skill training has certain advantages and challenges by comparison with other types of training. This course provides participants with the key skills needed. The duration is based on a group of 4-6. Larger groups will need a longer course. Overview Skills training is more… Read More »

Report & Proposal Writing

Reports and Proposals are often the product of extensive effort. Poor documents ensure the previous effort is wasted. There is increasing competition for attention; every document must compete for attention. Overview Reports and Proposals are a major element in communication, internally and externally. As more people are involved in decisions, documents increase in importance. Many… Read More »

Letter Writing Skills

Letters are our ambassadors and provide a permanent record. Excellent relationships created face-to-face can be ruined by one poorly written letter. Overview Letters, e-mails and memos are a vital element in customer communication and internal communication. Problems in relationships and costly errors are common. Written communication also provides a permanent record and may ‘haunt’ the… Read More »

Displacement Selling Part III

We must increasingly deal with a wide range of behaviour types amongst the customer group. Our success will be increased if our versatility increases. Overview Increasingly the salesperson must be able to persuade and work with a wide variety of people. This means the salesperson must develop a ‘chameleon’ quality to quickly change behavioural style… Read More »

Displacement Selling Part II

Any account that gives you a good share of their business is a target for your competitors. A classic error is only to focus on obtaining market share from those that are not yet giving a significant market share. There are a number of other classic errors in defending market share. We must develop effective… Read More »

Displacement Selling Part I

Having tried ‘normal’ sales approaches there are often people/accounts who fail to respond. Displacement Selling explores other reasons and approaches to increase market share or penetrate a new market. Participants are asked to bring problem accounts with them. Overview We must fight for market share. This means we must use excellent selling skills and effective… Read More »

Administration Skills

Being competent in the ‘technical’ skills of the job is no longer enough. If we do not have appropriate skills – we cannot communicate effectively with internal and external customers. Your participants will learn the key skills. Overview Administration roles today require a variety of skills to help develop and build relations with internal and… Read More »

Sales Demonstration Skills

The demonstration may be to keep customers informed, find needs, or to prove that a solution is the best. These varying aims and stages in the sales process mean that our approach must be appropriate. Common errors include inflexible standard demonstrations and demonstrating our ‘flavour of the month’ instead of responding to the customer. Overview… Read More »

Advanced Selling Skills

As products and services become more alike the real competitive edge lies in the skill of those dealing with customers. Advanced Selling Skills takes selling skills to a more advanced level. Overview In a competitive situation, every minor aspect of selling becomes more important. As products and services become more alike, or can answer the… Read More »

Discipline & Reprimand

Discipline and Reprimand is fraught with pitfalls for the unwary. Handled well, disciplinary procedures can benefit all. Overview Discipline originally meant “to judge by correct standards.” Today the quantity of employment legislation has had a dramatic impact on disciplinary procedures. What a manager/team leader may consider to be flexible or compassion may inadvertently lead the… Read More »

Business Planning

To be proactive, managers must plan. A good business plan provides an effective framework for managers to analyse the key issues and form plans that can be communicated with the necessary people. Overview A well-structured business plan is invaluable as a communication tool, upwards and downwards. It aids discussion and ownership. It allows the manager/team… Read More »