PROFESSIONAL COURSES
Business Leadership, ABC's Of Supervising Others, and Professional Selling Skills
BUSINESS LEADERSHIP
This workshop is a tool for leadership development. It is designed to help the participant to create and accomplish a personal best, and to help lead others to get extraordinary things done.
At its core, leadership means setting goals, lighting a path, and persuading others to follow. But the responsibility entails much more. Leaders must get their message out in a way that inspires, make the most of their limited time, and build roads to precious resources. They must negotiate alliances, improve their colleagues, and align the ambitions of the many with the needs of the organization.
What makes for a great leader? Is it something to do with inward characteristics, such as confidence and focus? Is it more about outward presence, including charm and compassion? Or is it about the ability to create a vision and get others to commit to it?
The answer is all of the above. By accepting the challenge to lead, participants come to realize that the only limits are those they place on themselves.
Introduction and Course Overview
About the Learning Organization
Achieving Personal Mastery
Analyzing Our Mental Models
Achieving a Shared Vision
Team Learning
Systems Thinking
Understanding Leadership
Five Practices
Building Trust
Managing Change
The Four Room Apartment
Time Management Tips and Tricks
Managers vs. Leaders
Types of inking
Influence Strategies
Managing Relationships
A Simple Problem Solving Process
Strategic Planning
Doing Delegation Right
Criteria from Feedback
Feedback Techniques
Mastering Your Body Language
Meeting Management
Pumping a Presentation
Personal Development
Workshop Wrap-Up
Identifying Personal Experiences
Participants will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
In the first session, participants will explore Peter Senge’s vision of a learning organization. Is your company one where all employees are committed to lifelong learning? How can it encourage continual growth and development?
Next, participants will identify some strategies for understanding what our own strengths are, as well as where we want to go.
Often, we create our own realities without even realizing that we do so. This session will give participants some ways to explore and change their own mental models.
This session will give participants some ideas for building commitment within a team using shared vision. Participants will also explore a model that will help them move their team to greater independence.
Next, participants will learn what a leader’s role is in a team, and how to lead them through a discussion to reach an agreement point.
To wrap up the morning, participants will look at some different cycles and what impact they may play in team efficiency.
In this session, participants will study Paul Hersey and Ken Blanchard’s Situational Leadership II® model, which outlines four leadership profiles. Participants will also explore their own style; learn about servant leadership; and look at leadership in an organization through practices like onboarding, orientation, and performance management.
Day One will conclude with information on five essential leadership practices that experts James Kouzes and Barry Posner have identified. Participants will explore these practices through two exercises and some group discussion.
Day Two of this workshop will begin by looking at how trust and performance are related, and how a leader can build trust in team members.
Next, participants will learn ways to successfully lead a group through change. Participants will have an opportunity to work through a personal change scenario and to apply learning points to a case study.
Psychologist Claes Janssen describes the process of change like moving from one room to another in a four-room apartment. This session will look at the key aspects of that theory.
To wrap up the morning of Day Two, participants will learn some ways to organize their workspace, conquer e-mail, and manage their time more effectively.
In this session, participants will explore the differences between management and leadership.
Next, participants will learn about directional vs. consequential thinking. A brief discussion on ethics is included.
At the very core of leadership is the ability to influence people. This session will give participants some ways to persuade individuals to change. Robert Cialdini’s influence strategies will also be covered.
Day Two will conclude with a detailed look at different aspects of relationships, including the relationship cycle, leading a team through conflict, and managing stress.
Day Three will begin with an introduction to a simple, systematic problem solving process that participants can apply in any situation. Participants will also have an opportunity to apply the steps to a personal problem.
In this session, participants will learn about the SWOT technique, which helps to identify the Strengths, Weaknesses, Opportunities, and Threats of any person, organization, product, service, or process.
This session will give participants an opportunity to practice delegation through a group exercise and a role play. Participants will also learn about the different levels of delegation.
To wrap up the morning, participants will receive some tips for giving good feedback.
Next, participants will delve deeper into the art of feedback and learn some specific techniques. Constructive criticism will also be discussed.
We are always sending signals to others, whether we like it or not. Body language combined with vocal tone can override or even cancel the meaning of the words we say! In this session, participants will learn how to master the art of body language and subtle signals.
Did you know that the average manager wastes seven to ten hours per week in meetings? In this session, participants will learn how to make the most of meetings.
Next, participants will learn seven steps to pump up a presentation.
To wrap up the workshop, participants will review their pre-assignment and identify next steps.
At the end of the workshop, participants will have an opportunity to ask questions and fill out an action plan.
During the course participants have the opportunity of discussing their own experiences and role-playing solutions.
ABCs OF SUPERVISING OTHERS
This workshop is for people who are new supervisors or who are interested in a supervisory position, as well as those who are team leads or part-time supervisors without a great deal of authority.
This two-day course is designed to help participants overcome many of the supervisory problems that they will encounter as a workplace leader. Dealing with the problems that a new supervisor encounters isn’t easy, but it doesn’t have to lead to discouragement.
This two-day workshop will teach participants how to:
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Adjust to the supervisor’s role with confidence.
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Develope their skills in listening, asking questions, resolving conflict, and giving feedback to employees.
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Identify key attitudes that they can develop to enhance their supervisory skills.
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Use time management and planning techniques to maximize their success.
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Develope a technique for giving instructions that are clear and understood.
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Understand the importance of developing good relationships with employees and peers, so they are seen as fair and consistent.
Introduction and Course Overview
Pre-Assignment Review
Making the Transition
Responsibilities of a Supervisor
Behaviors and Attitudes
Setting Goals
Planning for Success
Active Listening Techniques
Communication Skills
Giving Feedback
Giving Instructions
Orders, Requests, and Suggestions
Managing Conflict
Managing Challenging Situations
Developing Relationships
Workshop Wrap-Up
The first part of the day is getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
To begin, participants will discuss their pre-assignment in small groups.
Next, participants will discuss how their role will change when they become a supervisor. They will also work on developing solutions for common concerns of new supervisors, such as, “How do I make sure employees recognize my new role and respect my position as a supervisor?”
During this session, participants will explore their three main areas of responsibility.
This session will explore some behaviors and attitudes that can set supervisors up for success. Topics will include building the right environment, motivation from within, and lifelong learning.
This session will help participants set goals with SPIRIT.
Next, participants will discuss the value of short- and long-range planning. Time management tips and e-mail techniques will also be covered, as well as the parts of a good plan.
During this session, participants will learn about and practice active listening skills.
This session covers questioning skills, probing techniques, and non-verbal messages.
Giving feedback is one of the most important skills for a supervisor, yet it can be a tricky task. This session will help participants master this invaluable skill. Participants will also get tips on receiving feedback.
This session will explore how to give effective instructions.
During this session, participants will learn about these three types of instructions.
Unfortunately, supervisors are often called in to mediate conflicts. Participants will learn a process for managing conflict in this session.
In this session, participants will learn how to structure a difficult conversation. Then, they will consider how to handle some difficult situations.
To wrap up the second day, participants will explore their personal network and how to be a positive influence in it. They will also consider how to establish credibility.
At the end of the course, students will have an opportunity to ask questions and fill out an action plan.
PROFESSIONAL SELLING SKILLS
Introduction to professional selling
What is professional selling?
The professional selling skill and mind set
The perfect sales person – Activity
Module 1
Module 2
Module 3
Module 4
Module 5
The professional selling skill set
Controlling a conversation
Using the power of questions
The OPEN question selling technique
Listen and know your FAB (skill set)
The importance of listening
Features, advantages and benefits
What are customer specific benefits?
Handle objections and close the sale (skill set)
Types of objections
Handling objections model (APAC)
Handling the most common objection - "price"
9 closing techniques
Cross selling and up selling
The professional selling mind set
The right state of mind to sell
The more "No's" you get
Visualise your sale
Know what you're selling inside out
Understanding buyer types and follow-up
Understanding the different behavioural styles
Find out your major behavioural style
Selling to different personality styles
After sales and follow-up