To succeed in selling today requires the very best skills, knowledge and expertise. It is not enough to understand selling it is now essential to understand the buying process and to build the right sort of relationships with the right buyers. With its history in marketing and sales, The Chartered Institute of Marketing understands this environment and offers a range of programmes that develop salespeople and improve their sales performance. Our courses build confidence, knowledge, skills and the right attitude so whatever area of learning you need from the principles of selling, key account management, negotiating, building business relationships to developing sales management strategies, we can help you reach your potential. Courses Course Page Fundamentals of Selling workshop 102 Principles of Selling 5 day course 102 Fundamentals of Outbound Calling workshop 103 Prospecting and New Customer Acquisition workshop 103 How to Develop Your Key Accounts workshop 104 Introduction to Selling through Distributors workshop 104 Competitive Tendering Skills workshop 105 Business Negotiation Skills workshop 106 Selling Techniques workshop 106 Negotiation Skills 3 day course 107 Using Customer Value to Integrate and Marketing 2 day course 107 Management Skills 3 day course 108 Key Account Management 4 day course 108 Channel Management 3 day course 109 NLP for Success 2 day course 109 Masterclass Strategic Planning Masterclass 5 day course 110 100 For classification levels please refer to page 3 For latest courses and dates check www.cim.co.uk 101
Fundamentals of Selling Principles of Selling Fundamentals of Outbound Calling Prospecting and New Customer Acquisition Make more sales, hit targets and sell like a professional 0809 Comprehensive course to equip a sales person with the tools to confidently succeed in the role 35 CPD hours 0081 Essential telesales tips to improve outbound calls 0810 Focus on find them, meet them and make them customers 1216 5 days Would you like to: ß Attract more customers? ß Increase your conversion rates? ß Increase the lifetime value of existing clients? ß Hit targets?... then this course is for you. You will learn simple, easy to implement processes, which will lead to increased sales through new and repeat business. You will be given the opportunity to use your own company specific experiences throughout each session and have a clear understanding of how each process relates to your own circumstances. Your organisation will gain the necessary skills, knowledge and positive attitude to work effectively in today s changing world of sales. They will be motivated to return to the workplace and implement the learning immediately, leading to more sales and profit. This course provides a basic grounding for people who are new to or with limited knowledge of selling. The course will build practical skills to enable delegates to deliver effectively in challenging sales environments. ß Become one of the top 20% of sales people by improving personal attitude, skills and knowledge. ß Identify opportunities to attract new customers. ß Compile a quality prospect list and monitoring form to analyse business. ß Create your own value proposition to add value to your customers business. ß Get those e-mails read and phone messages returned. ß Implement a tried and tested sales process to maximise every sales opportunity. ß Ask effective questions leading to a reduced level of objections and an increased level of sales. ß Identify the needs of the customer, match with a suitable solution and close the sale. ß Deal with any objections. ß Differentiate yourself from the competition and increase repeat and referral business. ß Participative, interactive style. ß Individual, paired and group tasks, exercises and discussions. 2011 04 October 2012 24 January 29 May 26 September ß Business Negotiation Skills (p106) ß Selling www.cim.co.uk/0809 Excellent course much more personalised than I could have anticipated. Dinah Parker Territory Manager, Oxford Instruments Nanoscience The course will bring new salespeople rapidly up to speed and ensure that they begin to contribute to their organisation as quickly as possible. It is an intensive course with the most comprehensive content and will concentrate on equipping delegates with proven methods and techniques that they can immediately use in their own sales environment. Success in selling needs a disciplined approach and you will understand why people buy, and learn to use a structured sales framework. You will learn to read situations and people when questioning your customers and prospects. You will have more confidence in your abilities and an eagerness to put your learnings into practice. This course will help your organisation by reducing the learning curve for new and inexperienced sales people through exposure to realistic sales situations and scenarios. The organisation will also benefit through the development of positive sales people who are able to create profitable business opportunities. Aimed at new or inexperienced sales people who wish to become more successful through gaining a structured approach to the sales process. More experienced sales people also benefit from the disciplined approach encouraged in the course. ß Set business and personal goals through proper planning. ß Apply a structured framework to the sales process. ß Undertake pre-visit research and prospecting. ß Make successful telephone appointments with prospect customers. ß Plan introductions for successful meetings. ß Use appropriate questioning techniques and listening skills. ß Match benefits to what the customer wants to buy. ß Make good demonstrations and use brochures and visual aids to maximum effect. ß Anticipate objections and work up strong responses. ß Use body language and interpersonal skills to influence the buyer. ß Build better relationships and customer care philosophies. ß Use account management philosophies with existing customers. ß Achieve positive closing techniques. 2011 10-14 October 2012 06-10 February 09-13 July 19-23 November Residential 2,970 + VAT 2,673 + VAT Non-residential 2,570 + VAT 2,313 + VAT www.cim.co.uk/0081 I learnt lots from this course which was well structured and delivered at a pace easy to understand. Andrew Webb Key Account Manager, Jarden Consumer Solutions In today s tough market the pressure on finding new customers is relentless. Outbound calling is now a significant part of the sales plan. As voicemail is adopted by many, it becomes increasingly difficult to get through to the right decision maker. This practical course helps you to overcome the obstacles and provides you with the essential techniques for successful telephone selling and appointment making. You will learn how to prepare for every call, achieve better results and exceed your targets. We give you the keys to effective outbound calling and show you how to maximise your results. You will increase your confidence and reduce the rejection factor with simple yet effective techniques which you can tailor to any situation. Trained staff will build confidence and enthusiasm for handling telephone communications. Through good preparation and control of each call, organisations will benefit from optimised results from telephone contacts that will ultimately deliver improved results. The course is designed for those who are required to increase sales through the telephone to existing and/or new customers. This programme can be attended by both those with experience and those new to the role as the principles covered are equally applicable. ß Ten steps to success and the telesales attitude. ß How to reduce the rejection factor. ß How to establish goals. ß The call structure. ß The qualified appointment. ß Handling the gatekeeper and gaining interest. ß The first 15 seconds of the call. ß The voicemail pitch. ß Effective questioning techniques. ß Handling telesales objections. ß Closing the appointment. A totally interactive experience designed to elicit opinions and contributions from all attending. The course format includes: ß A case study exercise. ß Training video. ß Group exercises. ß Group discussions. 2011 30 November 2012 08 February 19 June 05 September ß Prospecting and New Customer Acquisition (p103) ß Selling www.cim.co.uk/0810. A formal and efficient structure is needed for the process of finding and acquiring new customers. Without this, time and resources are often wasted and those responsible are left demotivated. This workshop will make it easier to reach new customers by planning the approach carefully and having control mechanisms to judge performance and improve success rates in converting prospects into customers. You will gain a structured process to make the prospecting and identification of new customers easier. You will recognise the different mindset between selling to existing customers and generating new business. Gaining techniques that can be used immediately will result in you being more successful in this part of your role. Organisations spend a lot of money trying to attract new customers as well as retain existing ones. This workshop will allow you to achieve successful outcomes to prospecting and cold calling, adding to your organisation s bottom line and reducing the cost of new customer acquisition. The course will suit any person who is tasked with finding and converting new customers. It will cover each step of the process and give some practical ideas for success. It is particularly suitable for those with a face-to-face role. ß Make more telephone appointments with new prospects. ß Choose target segments; identify, select and qualify prospects. ß Prepare more adequately for initial contact and subsequent meetings. ß Recognise decision makers and identify extended decision chains. ß Use questioning skills to obtain information, close on orders or gain commitment. ß Understand the varied buying motives of different types of people. ß Match needs and wants with benefits. ß Make better pitches, using proposals as a sales tool. ß Understand when to use and develop more positive closing techniques. The workshop is participative in style with syndicate, interactive forum and other exercises. It will equip delegates with practical skills to acquire and develop new customers. 2011 25 October 2012 17 January 13 June 04 December www.cim.co.uk/1216 I wish I had taken this course sooner I have learnt so much more than I could have anticipated. Letshani Ndlovu Officer, Global Reporting Initiative This is a very participative course, delivered in an interactive manner. Group activities will ensure that delegates get involved in the course. Many of the tasks will be based on the delegates own organisations. 102 Training bookings and advice +44 (0)1628 427200 Book online www.cim.co.uk 103
How to Develop Your Key Accounts Introduction to Selling through Distributors Competitive Tendering Skills Essential strategies for winning, defending and growing key account business 0826 Selecting and developing the right distribution channels for maximum impact 0750 Win competitive bids through effective planning and presentation techniques 0968 This workshop covers the essential knowledge needed to select the right key accounts in which to invest your resources. It identifies the optimal strategies through which key business can be won, protected and grown, and enables development of a strategic plan of action for implementation by all who interface with the key account. You will form a clear understanding of the steps needed to protect and grow your key business. You will also learn how to successfully target and win new key customers. You will clearly understand your strengths and weaknesses in servicing the account and be able to plan effective internal and external strategies, and sales action plans. Your organisation will have a better-directed sales resource that can develop and protect relationships with key accounts and, as a consequence, increase key account profitability. New and experienced account managers who want to evolve a proactive structured approach to maximising business from their major customers. Also sales managers and directors who wish to evolve their team s approach for effective key account development. ß Describe the precise nature of relationship desired with your key accounts. ß Define the position which will differentiate your proposition from your competition and protect long-term business. ß Choose and develop the strategy relevant to achieving the desired relationship. ß Analyse the business of the key account to identify further selling opportunities. ß Select true key accounts and analyse real account potential. ß Create strategically linked benefits. ß Create a deliverable internal and external strategy. ß Build the KAM delivery team. ß Provide value-based solutions. ß Develop a plan with defined actions and responsibilities. The training course is designed around the key account management strategies and the key account planning system. Delegates will be given opportunity to apply the planning system on one of their key accounts to create an action plan to move the account forward, and review a case study as a group exercise. 2011 06 October 2012 15 February 11 June 10 October ß Key Account Management (p108) ß Business Negotiation Skills (p106) www.cim.co.uk/0826 The selection and motivation of appropriate distribution channels are key factors to the success and profitability of the partnership between principal and distributor. They need to work together within a complex environment, gain mutual understanding and learn how to avoid conflict. This course provides delegates with an opportunity to explore ways of improving the management of distributors by establishing and maintaining a successful partnership. Delegates will benefit from gaining a full understanding of how the effective selection, management and motivation of their channel partners will improve their personal and business performance. They will also begin to take a more confident and structured approach to their role and be able to promote and gain wider recognition of their function internally. With a better managed, more motivated and appropriate distributor channel, organisations will become more profitable through improved business performance. Senior management can feel confident that those with responsibility for distributors will have a rigorous selection process in place and will be proactively managing them with resultant improvements in margins and performance. Anyone in a sales or marketing function who is responsible for selecting and managing distributor relationships who needs to develop their role and methods. ß Improve distributor selection criteria. ß Use a formal process to select and appoint distributors. ß Evaluate distributor performance. ß Motivate distributors to promote and focus on your products or services. ß Use information to understand the problems of distributors and find effective solutions to improve the working relationship. ß Manage and motivate distributors to improve performance. ß Plan joint marketing and promotional programmes. ß Run training sessions for distributor staff. A very participative course, including a mixture of syndicate sessions and other interactive methods. Delegates will have the opportunity to understand how their existing distributor sales compare to best practice. 2011 26 October 2012 06 March 11 September ß Channel Management (p109) ß Management Skills (p108) www.cim.co.uk/0750 This workshop will give you the skills to confidently seek and respond to competitive tenders of all types, from a two page quotation to a tender issued under European Union guidelines and the e-sourcing process. You will be able to assess tenders and invitations and develop persuasive responses that address the needs and requirements of the brief. You will develop your understanding of what a good bid manager needs to do and improve your skills in writing tender responses and presentations to deliver a clear message. Your organisation will be equipped with the skills necessary to identify competitive tendering opportunities and respond effectively, to win business and deliver profit. Those who are involved in the preparation and presentation of responses to requests for tender. This may include SME business owners or any managers, sales and account staff. ß Why companies fail to get on the tender list and how you can ensure you succeed. ß How to make a good impression at the first contact written or face-to-face. ß What skills are important at the various stages of the tendering process. ß Why you need to focus on solutions and benefits to achieve success. ß How to develop a clear message for the reader/audience. ß How to write and deliver a persuasive and engaging tender document and presentation. The teaching style is relaxed and participative using guided and group discussion, individual planning worksheets, short written exercises and group role-plays. 2011 22 September 2012 01 March 01 October ß Selling ß Strategic Planning Masterclass (p110) www.cim.co.uk/0968 Investment Index A new annual benchmark of sales investment, operations and strategic choices In association with The Investment Index is a new benchmark index designed specifically for commercial and sales leaders in major, international organisations. Launched in 2011, it will be conducted annually to help build insight into the trends and driving forces facing sales functions and their leaders, exploring: ß Benchmark data on sales organisations headcount size and allocation, remuneration, sales budgets, channel models and sales organisation structure ß Review of the strategic choices made in response to the 2008/09 economic downturn what changes were made to headcount, customer mix, channel strategy and pricing/propositions; why were these changes made; and did they deliver the desired impact ß Future priorities and the focus of the sales agenda over the next three years planning for growth ß leaders confidence assessment prospects and challenges over the next 12 months Visit www.global-benchmark.com/sii for more information. 104 Training bookings and advice +44 (0)1628 427200 Book online www.cim.co.uk 105
Business Negotiation Skills Selling Techniques Negotiation Skills Using Customer Value to Integrate and Marketing New course Building a value position and relationships through artful negotiation 0876 Gain a wider perspective to making profitable sales 0965 Best practice to really improve your negotiating outcomes 0420 Align your marketing and sales activities to drive business performance 14 CPD hours 0436 2 days Negotiation is a key work and life skill. Negotiation takes place with outside companies and customers, as well as internally within departments or project teams. Getting better results in terms of timelines, price or quality, all contribute to bottom line profitability. This course looks at the negotiation process itself to get the best results, using a collaborative negotiation style. Gaining confidence in negotiation comes from understanding the process and being aware of how you can influence in a persuasive manner. This course will give you the confidence and skills to negotiate more effectively by understanding and practising the key skills needed. Having skilled negotiators as part of any business protects and enhances bottom line profitability. It also makes for better working relationships with suppliers and partners. Internally, project teams operate more effectively and working relationships are improved. This course is for anyone involved in the buying or selling function where the ability to negotiate a good deal is important to protect the organisation s profitability. Additionally it is for people who negotiate internally within their business. Some knowledge or experience of negotiation would be useful but is not essential. ß How to plan effectively, get the best results and anticipate other s positions. ß Open a negotiation effectively to kick start the negotiation positively and set the right tone from the start. ß Understand your own requirements effectively and those of the other party to assess where the best deals can be done. ß Receive and respond to proposals, until an acceptable solution to both parties has been found. ß Handle attempts to win unwarranted concessions and how to keep the negotiation going when a deadlock is possible. ß Close a negotiation effectively when a deal is possible. ß Lecture-style lessons on the relevant theory. ß Understanding practical examples of theories in action. ß Putting all techniques into practice. ß Receiving peer and facilitator feedback. ß Participating in question and answer sessions with the course director. 2011 04 November 2012 16 March 09 July 12 November ß Negotiation Skills (p107) www.cim.co.uk/0876 New buyer attitudes mean we must develop new thinking and refine the way we sell to achieve real success. This workshop will give a wider message than a conventional sales course. It will help you develop your existing skills and identify what customers and clients want from a supplier, rather than selling a series of product orientated features. You will develop a new view of the selling process, helping you to achieve in a more competitive environment by understanding complex buying decisions. The workshop will show you how to appreciate the recent developments from transactional selling to a relationship selling approach. You will become more objective and able to analyse your own performance. Your organisation needs highly trained sales people, prepared to look for alternative closing approaches with customers in order to maximise contribution to the bottom line. This workshop will help ensure your organisation is better represented in a complex selling situation. professionals who may have already received some basic sales training and have some experience in the field. It should not be considered for those without sales experience or as a replacement for fundamental sales training. ß Understand how sales, marketing and key account management fit together. ß Recognise that planning your approach is essential. ß Unearth dissatisfaction with current practice or competitors by using advanced questioning techniques. ß Apply the concept of how product core and product surround can be adapted to your own selling situation. ß Recognise how service is becoming the differentiator as an increased number of products are thought of as commodities. ß Handle objections and reluctance to commit with prepared responses. ß Sell to different types of customer using interpersonal skills and body language to your advantage. ß Interpret developments in key account philosophies and learn how to apply them. ß Use powerful closing and commitment techniques. The workshop is participative in style with syndicate, interactive forum and other exercises. Delegates will be able to build on their existing sales experience and take away real ideas to use in their work situation. 2011 27 October 2012 18 January 14 June 14 December www.cim.co.uk/0965 This programme provides experienced negotiators with the opportunity to hone their skills, benchmark their approach against best practice and achieve improved results from different negotiating situations. By gaining insight into your own and others negotiating styles, you will improve your ability to negotiate professionally and achieve long lasting mutual outcomes. Through practical exercises and personal feedback you will have the chance to develop your skills and improve your confidence. People with enhanced negotiation skills can unlock competitive advantage, enhance relationships and drive profitable growth. Best practice, practical techniques, tools and templates are provided which can be applied immediately in the workplace to enhance negotiation success. Everyone who has authority and responsibility for negotiating on behalf of their organisation in order to advance business and relationships on the basis of achieving mutual satisfaction. Delegates should have at least three years experience in negotiation situations. ß Recognise the different types of negotiations. ß Understand your personal negotiating style and preferences. ß How to use the wide range of personal skills and attributes required to negotiate effectively. ß Prepare appropriate negotiation strategies, implementing and adapting them as appropriate. ß Use a structured approach to the negotiation process. ß Deal with relationship issues, including considering each party s perception; seeking to make negotiation proposals consistent with the other party s interests; making emotions explicit and legitimate. ß Manage and resolve conflict. ß Recognise power its effect and importance in the understanding of negotiation and relationships (or common ground). ß Achieve best results from challenging and complex negotiation situations. This workshop is highly interactive with lots of practical exercises, templates, case studies, assessment, top tips and personal feedback. There will be the opportunity to bring along relevant issues which can be worked through during the workshop. Every delegate will be expected to take away a personal development plan. 2011 07-09 November 2012 01-03 May 02-04 October Residential Non-residential ß Selling www.cim.co.uk/0420 Marketing and sales often seem disconnected and misaligned, with marketing accused of lacking understanding of the customer s reality. Direct sales activity is becoming increasingly focused on large key accounts, demanding new sales skills. This course uses concepts of customer value to integrate and align marketing and key account sales into a seamless unit focused on driving business growth You will learn how to apply the latest thinking on customer value to your marketing strategies, communications activities and lead-generation campaigns. You will also walk step-by-step through a value-based consultative selling process, providing new insights and enabling you to identify opportunities for close collaboration between marketing and key account sales. Your staff will have a clear understanding of how customers perceive value, how companies create this value and how marketing and key account sales can work together to drive business growth. The result will be closer alignment between marketing s demand-generation activities and key account retention, cross/up-sell activities and new customer recruitment. This is a practical, hands-on course for marketing practitioners, key account managers and other sales personnel. It is also suitable for those new in role and those with limited experience of either the sales or marketing function. ß How customer needs create value perceptions and how companies respond. ß The difference between strategic needs and table-stakes. ß How to target customers based on their needs and value perceptions. ß How customer needs and value perceptions can be used to frame a company s value proposition. ß How communications can be used to position a company s value propositions and generate demand. ß The role of marketing and sales in driving the sales pipeline. ß How a company s value propositions are translated into individual customer value propositions (CVPs) through value-based consultative selling. ß How value-based consultative selling works. ß How customer value can underpin integration and alignment. This is a practical, hands-on course. Delegates will spend much of their time working on case studies and engaging in role-playing exercises. 2012 26-27 January 17-18 May 20-21 September 06-07 December Residential 1,425 + VAT 1,282 + VAT Non-residential 1,325 + VAT 1,192 + VAT www.cim.co.uk/0436 106 Training bookings and advice +44 (0)1628 427200 Book online www.cim.co.uk 107
Management Skills Key Account Management Channel Management NLP for Success New course Motivate the sales team to succeed 0168 Develop a strategic, relationshipbased process to maximise the potential of your key accounts 28 CPD hours 0180 Selecting the right channels, managing and developing them 0075 Using NLP techniques to get results 14 CPD hours 0443 4 day (split 2+2) 2 days This three day course looks at the day-to-day sales management activities that drive success, such as motivation, engagement and the range of sales forecasting tools available. It provides a clear understanding and guidance as to how to ensure all the sales team know precisely what they need to do to succeed. There are only so many hours in the day. The challenge is to make sure your precious time is used to maximum effect in order to drive more sales from an energised and motivated sales team. This programme provides the know-how so you can do precisely this. Delegates will return to their organisation with a modus operandi for 21st Century sales management. This includes the ability to prioritise activities in order to both maximise sales now and pro-actively manage future challenges, and an understanding of how to build an environment that engages and motivates. This event is suitable for those already in a sales management role, and those about to gain this challenging responsibility. For the former this is an ideal opportunity to compare current practices against industry leading standards, and for the latter a chance to learn both from the content and the practical inputs of the more experienced in the group. ß Adapt leadership style to the situation and individual being managed. ß Set meaningful objectives for individuals and the team as a whole. ß Design incentive programmes that drive results. ß Use sales meetings to galvanise team enthusiasm and boost performance. ß Manage underperformance and keep top performers motivated. ß Build and develop the skills of the team. ß Recruit the right people for the team. ß Accurately forecast sales. ß Identify the quantity of activity required in order to achieve the sales plan. ß Ensure the team is doing the right things in the right way to achieve results (all about quality). ß Prioritise day-to-day sales management activities in order to maximise achievement of sales through others. Team discussions, competitions, whole group discussion and coaching practice all provide a rich variety of different learning experiences. 2011 03-05 October 2012 19-21 March 13-15 August Residential Non-residential ß Strategic Planning Masterclass (p110) www.cim.co.uk/0168 This programme will equip account managers with the skills and tools to develop and implement detailed, dynamic account strategies and plans for their key accounts. Using their own customers as case studies, participants establish how best practice principles can be applied to managing their own key accounts. You will develop a relationship-based approach to the account management role, while mastering a wide range of transferable professional business skills. You will also learn how to create strategic plans to realise your full potential and that of your portfolio. Organisations will benefit from account managers taking an active role in the strategic management process, recognising the potential in each account and developing their account portfolio. They may realise higher turnover and profit, more structured and effective selling processes and a more joined up approach to account management throughout the business. Those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation s business objectives. Participants should have three year s sales experience, six months of which should ideally have been in an account management role. The course is also valuable for managers and directors intending to implement a key account management strategy within their organisation. ß Recognise which accounts should be designated as key accounts. ß Understand the scope of the key account management role. ß Recognise the stages of a key account relationship. ß Develop a strategic key account plan. ß Identify the potential of customers. ß Use professional business analysis tools. ß Identify and develop DMUs. ß Utilise internal resources in a virtual team environment. ß Understand the impact of key account management on internal communication and customer records. Delegates will also have developed a key account plan for one of their customers between modules 1 and 2 and presented it for critical appraisal in open session. The delivery style will be interactive, challenging and involving. Delegates will leave with a prepared strategic plan for a key account. Module 1 (2 day) +Module 2 (2 day) 2011 22-23 September + 20-21 October 2012 12-13 March + 23-24 April 10-11 September + 15-16 October Residential 2,640 + VAT 2,376 + VAT Non-residential 2,440 + VAT 2,196 + VAT www.cim.co.uk/0180 Selecting the most appropriate distribution channels and motivating channel partners are key factors in selling profitably through third parties. It is essential for any organisation involved in the selection and management of channel partners to know how to build and manage effective working relationships that build trust, add value and avoid conflict. You will benefit from being able to match your present role against the latest channel management thinking and that of world class organisations. You will also learn how to identify the characteristics of superior channel management and be able to motivate, evaluate and manage the performance of channel members. Staff will adopt a more structured approach to the organisation of channel sales and be better positioned to build a disciplined relationship with channel partners. Using the latest management thinking, and developing a structured channel marketing plan, organisations should begin to see an increase in sales, margin and cooperation from channel partners. Managers and staff involved in the selection, motivation, evaluation and management of channel partners. It will allow you to judge your current channel policy against best practice. ß Identify key issues involved in channel development. ß Take advantage of the selling process to channel partners. ß Handle joint selling approaches. ß Understand the differing types of channel. ß Use developments in supply chain management. ß Determine selection criteria for channel partners using templates. ß Build a partnership and get more cooperation from channel partners. ß Set customer service standards. ß Motivate channel partners. ß Develop clear account plans for partners. ß Evaluate using reporting and feedback standards. ß Agree and assess the performance criteria for channel partners. ß Set ground rules and disciplines for your channel partner relationships. The workshop delivery style is participative and gets delegates involved in discussing channel issues. Delegates will have the opportunity to analyse their own experience. You will develop real selection templates and understand how to motivate your distributor contact practically. 2011 05-07 September 12-14 December 2012 16-18 April 02-04 July 12-14 November Residential Non-residential ß Management Skills (p108) www.cim.co.uk/0075 Excellent course, superb director. Emma Foster Channel Manager, Kohler Mira LTD Neuro Linguistic Programming (NLP) is vital to enable sales professionals to excel in a variety of situations. This two day course will provide an environment in which to explore the core fundamentals of this concept. The use of NLP in sales is well understood. Using the tools and techniques in your daily sales and business life will produce extremely impressive results. The programme will provide the insight and mental awareness to feel positive in front of customers, change states to handle any sales situation, build rapport and communicate more effectively in customer sales meetings and sales presentations. Customer relationships are widely understood to be the key differentiator in sales situations in the 21st Century. With sales professionals and managers even more effective in customer meetings through exquisite rapport and superior communication, the end result is increased sales revenue for the organisation. There are no pre-requisites required of NLP to attend this programme. It would be beneficial to have a few years of sales experience to really get the best from the training and to assist in personal development. ß Goal setting and defining well formed outcomes. ß Master rapport-building techniques. ß Effective questioning utilising the meta-model. ß Understand representational systems. ß Consider values, beliefs and limiting beliefs. ß Explore influencing language. ß Non verbal communication. ß Coaching and self-development. ß Deal at a more senior and strategic level. The programme will explore NLP within a forum of other sales professionals. It is very experiential and managed under the guidance of a fully qualified NLP Trainer with 20 plus years sales experience. 2012 16-17 February 10-11 May 13-14 September 15-16 November Residential 1,425 + VAT 1,282 + VAT Non-residential 1,325 + VAT 1,192 + VAT www.cim.co.uk/0443 108 Training bookings and advice +44 (0)1628 427200 Book online www.cim.co.uk 109