Programs
We have two programs in the area of Professional Selling. These programs have been proven to grant you the results you are looking for. Transcend Training along with World ICU has developed the competencies required to be a top performer whether your role is that of a Hunter, a Farmer, Account Manager, Territory Manager, working independently or on a team. World ICU is a work related learning and development company that has created a business system that validates competence in the workplace. To learn more, please refer to their website: www.worldicu.com.
The Art of Business Development™ (produced by Smalley & Co.)
Although many companies see business development (the art of winning profitable new business relationships) as an integral part of their growth strategy, most sales people are not properly trained in the special skills required to be successful.
Consider the following:
Many sales people do not have a clear, concise, and compelling value proposition. Research shows that in order to engage interest in a prospect your value proposition should be delivered within 10 seconds in a cold call, 20 seconds in a personal meeting (networking), or 2 minutes in a formal presentation.
- 80% of all new business is signed after the 5th meeting with a prospect yet 90% of all sales people quit after the 4thmeeting.
- 8% of sales people produce 60% of all new business.
- Most sales people spend less than 30% of their time actually engaged with clients or prospects.
- 67% of all sales people do not ask for an order, or a commitment from their prospect to move forward after a new business presentation.
- 70% of all leads generated by traditional sales and marketing activities are never followed up.
We teach and coach a disciplined process and specific tactics for overcoming these statistics and deploying an effective business development process in your organization.
Strategic Relationship Selling - Gaining the Competitive Advantage
Professional selling requires discipline, focus, passion, strategy, clarity, energy and mastery of communication. This program is highly customized for your company, your industry, your business goals, and the level of competency of the individuals attending. It is comprised of four fundamental principles necessary in the attainment of revenue goals.
- Manage your mind
- Direct your behaviour
- Master people skills
- Sharpen sales techniques
We work with you and your sales team to improve overall effectiveness in dealing with people, productivity and ability to meet and/or exceed sales targets. This course inspires people to jump over the high bar, as it empowers them with the attributes, skills, techniques and systems necessary in the pursuit of excellence as a sales person.
Contact us for more information on how our team at Transcend Training can assist your team to cultivate the qualities that bring outstanding results.
People Smart Negotiations - Using Ethical Tactics & Strategies
Studies show that 72% of people who take part in negotiations for a living have never had formal training. Yet a skilled negotiator can change the outcome of a business deal by 5-10%. What kind of profit does this mean for your organization?
The lack of negotiation skills within an organization causes a wide variety of potential problems:
- Damage to your company and your reputation if handled poorly
- Loss of existing clients or future potential clients
- A diminished level of competence and confidence of the members of your team
- Loss of significant profits or margins
- Staff that feel exploited, dissatisfied and resentment
- Damage caused to long-term relationships by exhausting both people and resources
Skilled negotiators don’t make these mistakes. They attain the highest settlements while maintaining important relationships. This highly experiential program will help you prepare, strategize and negotiate fairly and ethically in a collaborative manner. This program is highly experiential. The optimal format for learning this skill set is through our half-day workshops, in order to practice the necessary skills and ensure correct implementation.
Inspired Performance Management – Promoting Productivity and Results
Legendary companies know that the secret to a successful organization is a satisfied and enthusiastic workforce. People are more productive, empowered and engaged when they are intrinsically motivated. Many managers and supervisors struggle with knowing what motivates their people and what strategies to implement in order to increase levels of productivity and performance.
This program reveals concrete ways to inspire, build trust and credibility, win employee dedication, cooperation and encourage accountability. It also covers the key elements of giving effective feedback, performance appraisals and active coaching to transform behaviours. Not only does this course help you develop your team, it helps you discover what drives you to achieve higher levels of performance. Move your people from passive indifference to active achievement with the strategies learned in this 2-day program.
Professional Persuasion and Influence
The applications of persuasion and influence are virtually infinite. These skills are is essential for success in any profession and can make an immense difference in the results you achieve. This program covers the four core elements:
- Credibility
- Understanding your audience
- Effective communication
- Building a solid argument
With the right attributes, attitudinal qualities and behaviour, you can build trust. When you understand the politics, decision-making process and ability (as well as personality type you are dealing with) it strengthens your ability to persuade. Add highly effective communication and a solid argument based on framing, logic, emotion and persuasion triggers and you have a master in professional persuasion and influence. Is this someone you want to be or have on your team?
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