| | Word Fundamentals | | Important Concepts, Typing, Editing, Formatting, Tables, Pictures.. | | | | Word Intermediate | | Speed Techniques, Headers & Footers, Formatting Styles, Tables.. | | | | Word Advanced | | Merging Documents, WORD Macros, WORD Templates, FIELDS... | | | | Windows | | Working with WINDOWS, Working with Documents, Applications.. | | | | Excel Fundamentals | | Worksheets, Formulas, Functions, Formatting, Charts, Data Lists.. | | | | Excel Intermediate | | Consolidating & Linking, Finding Values in a List, Protection.. | | | | Excel Advanced | | Analysing Data, Planning Techniques, Solver, Macros.. | | | | Outlook | | Calendar, Tasks, Contacts, Projects, Messaging, Using Outlook Notes... | | | | Access Fundamentals | | Introduction to Databases, ACCESS Environment, Creating Databases.. | | | | Access Intermediate | | Review of Concepts, In-Depth Table, Query, Form & Report Design.. | | | | Access Advanced | | Macros, Modules, Variables, Constants & Operators, Data Types.. | | | | PowerPoint Fundamentals | | Important Basics, Creating a Quick Presentation, Powerpoint Tools.. | | | | PowerPoint Advanced | | Creating Templates, Organisation Charts, Advanced Animation.. | | | | |
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| | | | Sales Training | | | | Pre course work:
| | | Telephone interview with the programme facilitator - max 15 minutes.
On line perceptive communication assessment - max 15 minutes.
On Line Sales Indicator Profile - max 15 minutes
On Line Time Management Profile - max 15 minutes
VERY IMPORTANT: Dress code: Please come to the session as if you were meeting a prospective client for the first time. Please bring along any items that you would bring to that meeting.
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| | Course Outline | | | This session is designed to accelerate sales skills for experienced sales professionals. If you think you really are as good as you can get, or have not been to a training session in many years, come along to this cutting edge session where you will be able to assess your skills and pinpoint your key focus areas to support you in developing yourself and delivering results for you and your business.
“Just a thought on your personal selling development” - Think of the greatest sporting moment in your favourite sport, think of the people who participated in that moment and think about the fact that they were at the top of their profession. If you had a chance to talk to them and ask them a question as follows “Even though you are brilliant at your sport, you continually beat records, you continually excel, you continually win, how much time do you spend training?” They will answer every day.
If you lead a team of sales people, or are responsible for generating sales that keeps a factory in production, people in jobs, ask yourself the same question? How much time have I spent training in my career to date and can I afford a day out of the office to develop my skills in the latest print industry sales techniques? If you answer “no”, what would happen to your sporting hero if he or she stopped training, would they win if they just turned up for a match or strolled out onto a golf course, his answer would be “no, I would not win if I stopped training”. If you want to be challenged, pushed, supported to help you win then this one day session will point you in the right direction.
Places are limited to the first 10 applicants for this session and will be booked on a first come, first served basis. This programme is very demanding and very direct, so if you have a large ego that gets upset when dented, then this programme may not be suitable for you. It is also highly recommended that you leave yourself free for that night after the programme and do not plan anything that evening as you will be physically and mentally tired.
| | | | Course Content |
DAY 1
8.30 Sharp. Introduction to your team for the day (5 MINUTES)
- Your company overview
- Role in the business
- Key areas you want to cover
- Business challenges
- No sensitive commercial information will be discussed or specific customers on the programme.
9.15 “Your view of you and the reality from a customer’s point of view”. The session will look at improving your impact and how you communicate with the different customers you have.
11.00 Break
11.15 Cold calling, chasing new business, planning, organizing getting appointments, dealing with voice mail. Telephone skills.
1.00 Lunch
2.00. Selling is about understanding your customers’ needs and using your products or service to deliver a solution. The problem is that the customer is complex and does not understand what they need all of the time or will not offer the information. Breaking down the barriers to offer a solution will amaze you with the results, and how easy it will be to tailor it to your business for not only you, but your team also.
5.00 Finish
Day 2
9.00 Presenting the solution. Sounds simple. This session will be broken into teams and videoed with feedback. Creating a punchy presentation that delivers the solution, dealing with the financials and the key messages and how best to deal with the push back from the client.
4.00 Your health as a sales person. Integrating and being aware that these two are indelibly linked in not only quality of life, but in performance. Most sales people have spent more on servicing their cars then they have on looking after the part of the body below the neck. This session will give some great techniques to help you around key budget meetings, key pitches and tough deadlines. These techniques do not involve getting your clothes off or burning candles but can be used while sitting in front of clients, driving or at meetings.
5.00 Finish
All participants will leave with a clear work sheet and time scale sets and development needs from the programme.
| | | | Trainer | | | Robert McKernan from McKernan Training Solutions is a sales man, who has spent the last 20 years working for large multinationals, Mars Unilever, Masterfoods, RS Group in Ireland. His clients vary from Food companies, Architects, advertising agencies, recruitment agencies, retailers, below the line agencies to medical sales companies. All of Robert’s business is referral or repeat business.
| | | | |  To request further information about the Sales Training Programme , or make a booking, click here |
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