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One On One Coaching
Key Learning Outcomes A well conducted coaching program will improve performance in individuals and across your entire business. Coaching provides the added benefit of identifying issues before they become bigger problems. Learn how to conduct powerful one-on-one coaching sessions with your team. Understand that a successful coaching program requires planning and discipline. Use our step…
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Blue Ocean Strategy
Key Learning Outcomes Learn about the “Blue Ocean Strategy” and the benefits it offers your business. Delivering products and services in unique ways, rather than adopting new technology, may win you new clients and increase your market share. Understand the importance of identifying new product markets and offering products that represent value for your customers.…
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Understanding Leadership
Key Learning Outcomes Outline the different perceptions of “leadership” in a business. Distinguish between management and leadership, and examine the role of both in your business. Learn how to determine if you are a successful leader. Describe the characteristics that good leaders may have in common. Article For many owners and managers of small- to…
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Situational Leadership
Key Learning Outcomes Learn to adapt your leadership style to your business’s changing circumstances and situations. Outline the six leadership styles described by psychologist Daniel Goleman and used interchangeably by executives. Assess the suitability of your leadership style as your team develop and gain experience. Understand that when your business is experiencing difficulties, you need…
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Creating Balance in Your Life
Key Learning Outcomes Identify areas in your life, as a business owner, that you may have neglected, and devise plans and goals for improvement. Recognise that operating a small business can be hectic, but it should not be at the expense of developing your business skills and maintaining a balanced life. Learn about the “wheel…
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Emotional Intelligence
Key Learning Outcomes Define “emotional intelligence” as the level of awareness of your own and other people’s emotions. Understand that emotional intelligence is a key skill requirement for those in leadership roles, and is equally important in large and small businesses where you need to lead by example and develop your team’s emotional intelligence skills.…
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The Process of Team Development
Key Learning Outcomes Understand the positive impact of effective teamwork and management on your business’s productivity. Learn about the model introduced in 1965 by psychologist, Dr Bruce Tuckman, which outlines the five stages of team development: forming, storming, norming, performing and adjourning. Demonstrate that you can manage issues as they arise which enables your team…
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Handling Objections
Key Learning Outcomes Understand that objections should be viewed as opportunities, not problems. Use our trial close technique to encourage customers to reveal their concerns or objections. Demonstrate active listening skills and open-ended questions when addressing customers’ objections and isolating the objection. Show customers empathy so they feel their needs are understood and a solution…
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Questions Based Sales
Key Learning Outcomes Differentiate between speaking to and asking questions of your customers. Recognise the benefits of asking the right questions when dealing with your customers. Compare the outcome of closed questions and open questions. Understand the value of pre-framing when selling your business’s products and services. Article The author of several sales books, Tom…
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Sales Process
Key Learning Outcomes A well-designed sales process will increase the number of prospects who convert to customers. Learn about the characteristics you need in order to be a successful and effective salesperson. Apply our detailed sales process to your business, regardless of how large or small it is. Understand the importance of determining what your…