Powerful Sales and Negotiation Skills

We present a suite of world class learning interventions which can be selected according to your sales team's needs.

Gold of the Desert Kings™

A fun, fast paced competitive team exercise, Gold of the Desert Kings™ addresses the issue of effort made compared to results achieved (input versus output). Using a virtual desert journey as the scenario, participants work in competing teams of four or five team members. They face circumstances with limited time and resources and must work with their team to achieve as much gold as possible by the end of the experience. The challenges experienced in Gold of the Desert Kings™ are similar to those experienced in a hectic sales schedule. Participants contend with deadlines, different weather conditions, decision making about safe or risky routes, a perceived lack of resources, others' point of view and the pressure to accomplish team objectives.

Use Gold of the Desert Kings™ to:

• Demonstrate the impact lack of planning has on sales results
• Highlight the need for obtaining as much information as possible up front
• Stress the importance of risk management and adapting to changing circumstances
• Discuss how to operate in challenging market conditions
• Increase sales productivity by working for results not activity
• Prove the difference (in results) between teams who work to maximise results, versus those who work to survive.

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The Sales Activator®

The Sales Activator® is a solution for sales managers enabling them to continuously coach and develop their team and energise their sales meetings.

The amazing development toolkit containing two highly participative board games and 62 coaching sessions will addresses all aspects of the sales process. The 70 hours of re-useable resources can be delivered in bite-sized chunks based on the needs of every sales team.

Designed primarily for field-based salespeople, The Sales Activator® is ideal for refresher training and ongoing sales skills development. Combining the elements of competitive fun with knowledge sharing, this toolkit is easy for Sales Managers to use during sales meetings to provide regular development for their salespeople.

The Sales Activator® is an easy-to-use renewable source of permanent improvements in sales performance. When effectively implemented it will deliver to your organisation:

Getting started will involve:

1. Attendance at the one day Sales Activation Training with our experienced facilitators

2. Delivery of your fully loaded Sales Activator® toolkit

3. Customization tool at your fingertips to keep the content relevant

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Sales Excellence

Use Sales Excellence to:

• Build confidence and competence in a challenging market
• Equip sales teams with different strategies to overcome resistance
• Develop an effective client communication process that builds trust
• Increase the use of the buying model and decrease the use of the selling model
• Provide objective targeted feedback that reduces blind spots and increases self awareness

This programme will be highly interactive. Delegates will continuously practice key skills, ready for immediate application back at work.

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Outclass the Competition

Use Outclass the Competition to:

• Clarify what is professional and unprofessional social conduct in business
• Build skills for creating an immediate positive first impression on clients and business associates
• Increase networking success that can develop lead generation
• Enable sales people to act with ease and confidence in business networking situations
• Ensure sales teams can navigate a business meal effortlessly and with the right dining etiquette
• Raise the interpersonal influence bar

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Negotiating for Success

Skills for Reaching Collaborative Agreements

Negotiating for Success offers a collaborative approach that achieves a win:win outcome, it builds confidence, competence and effectiveness in negotiation skills.

Use Negotiating for Success to:

• Learn the characteristics of the 5 negotiating styles and assess current approach to negotiating
• Highlight the difference between traditional and collaborative negotiating
• Apply the 8 step preparation process
• Establish realistic, useful goals for any negotiation along with creative options
• Learn and apply the concept of "BATNA"
• Assess one's power or leverage in a negotiation situation
• Develop a negotiating strategy
• Apply critical communication skills of the collaborative negotiator
• Develop skills to offset defeat-style tactics
• Influence the negotiation toward a collaborative outcome

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Zodiak® – The Game of Business Finance and Strategy

The Business Simulation

Next, "Connection" to your organisation

The Zodiak® simulation is powerful, but what follows – a two-to-three hour session known as Connections – makes the learning come to life. Participants use knowledge and insights from the simulation to look at their own company. They explore strategies, processes, financial concepts, terminology, profit drivers, cash flow, the competition and more. It's here that participants also connect to their own behaviours. The day to day decisions and actions that impact the bottom line.

By the end of the Connections session, participants will be able to:

• explain your company's key financial terms, ratios and financial drivers
• describe how the company's strategies are impacting the bottom line
• understand where their departments and their jobs, fit into the financial and strategic picture of success
• follow through on plans for on the job application of their new knowledge and insights

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