81 Influence courses in Belfast

This is an essential programme for any member of staff whose role requires a high level of attention to detail. The focus is specifically on the handling of text and data, whether at the input stage or when collating information into reports and documents for use by others. The session looks at both prevention and cure. For 'prevention', it focuses on understanding how common errors occur and on developing an awareness of the factors which influence our level of attentiveness. It introduces key psychological theories around attentiveness including the 'capacity' and 'bottleneck filter' models. And it looks at how working styles can affect attention to detail. For 'cure', the programme looks at how to minimise the effect of stress on concentration as well as introducing a number of tools and techniques for promoting accuracy - at both the input and the checking stages. Particular attention is paid to proof-reading techniques. By the end of the session, participants will: * Appreciate why errors occur * Understand how stress and other factors can affect focus and accuracy * Know how to improve accuracy and reduce errors when handling text and data * Be able to proof-read text and number-based documents more accurately 1 THE IMPORTANCE OF ACCURACY * The impact of mistakes * Why accuracy is so important * Main reasons why errors occur 2 ATTENTIVENESS THEORY * The 'capacity' and 'bottleneck filter' models * Selective attention * Chunking - big picture / little picture 3 PREPARING FOR ACCURACY * Working styles - how they affect detail-orientation * Identifying and minimising the impact of stress on concentration 4 PRACTICAL STRATEGIES * How to improve accuracy and reduce errors when inputting text * Managing interruptions and distractions * Proofing text and numbers

Dementia affects around 820,000 people in the UK. This figure is likely to rise to one million by 2025 and two million by 2051. It is one of the main causes of disability in later life and with research being desperately underfunded, it costs the UK over £26 billion a year. Understanding dementia and the person-centred care that is required is fundamental to high quality care.

Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: * Learn how to plan growth and increase revenue from existing accounts * Develop skills to build and develop essential relationships to increase value and visibility * Learn how best to create loyalty and customer satisfaction * Identify how to set account targets and development plan for building contacts and cross-selling * Develop persuasion and influencing skills to better define needs and develop opportunities * Learn how to add value at all stages; plus gaining competitive advantage * Develop an up-selling, cross-selling strategy 1 PERFORMANCE METRICS FOR ACCOUNT MANAGEMENT * Introduction to the PROFIT account management model * Using practical tools to measure account performance and success * Planning your account strategy - red flags and green lights 2 RELATIONSHIPS FOR ACCOUNT MANAGEMENT * How to build and manage key relationships * Producing a 'relationship matrix' * Developing a coach or advocate 3 SETTING OBJECTIVES FOR YOUR ACCOUNT * Developing an upselling cross-selling strategy * Setting jointly agreed goals, objectives and business plans * Planning session 4 FEEDBACK AND RETENTION - BUILDING LOYAL AND SATISFIED CUSTOMERS * How to monitor and track your customer's satisfaction * Building a personalised satisfaction matrix * Customer service review meetings 5 INFLUENCE * Getting your message and strategy across to C-level contacts * Being able to better develop a business partnership within an accountes 6 TEAMWORK AND TIME MANAGEMENT * Working with others to achieve your account goals * Managing and working with a virtual team * Managing your time and accounts effectively 7 GAINING COMMITMENT AND CLOSING THE SALE * Knowing when to close for commitment * How to ask for commitment professionally and effectively * Key negotiation skills around the closing process - getting to 'yes' * Checklist of closing and negotiation skills * Practice session

In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: * Understand the power of a positive customer experience in developing sales opportunities * Recognise and develop a sales opportunity when it arises * Engage with customers and develop rapport and trust * Use verbal and non-verbal communication skills and pick up on signals * Ask powerful questions - and listen to the answers * Create 'magic moments' for the customer * Turn a complaint into an opportunity * Know when to ask for referrals and testimonials * Pass on leads to the relevant people 1 INTRODUCTION * Aims and objectives * Beliefs about sales 2 BUILDING RAPPORT * First impressions * Short cuts to rapport * Finding common interests 3 SELLING OR SERVING? * Managing emotions and behaviour - Transactional Analysis * Moments of truth - creating 'magic moments' * Speed sells - the follow-up 4 MEETINGS * Planning a successful meeting * Pre-meeting connection and assistance * Sales meeting failure reasons * Right v wrong mindset 5 COMMUNICATION - VERBAL AND NON-VERBAL * The 3 Vs - Visual, Verbal, Vocal * Picking up on signals * 7 power questions * Questioning techniques * LISTEN - 3 types of listening skills 6 INFLUENCING * 6 levels of influence * Framing to change perspectives * Turning complaints into opportunities 7 REFERRALS * The power of referrals * How and when to ask for a referral * 5 steps from rapport to referral 8 PRESENTATION AND PITCHING (OPTIONAL SESSION) * Basic presentation structure and delivery * Creating powerful impressions * Creating a 60-second pitch * The elevator 10-second pitch - answering 'What do you do?' * Sales presentations * Emotion v Intellect - how to engage * Using visuals

Many people have a misconception about networking events, and lose out on new business opportunities as a result. They either don't appreciate the real benefits and techniques of networking and don't attend events, or they attempt to 'sell on the first date', causing resentment. You can either attempt to make a sale for a quick buck (which is particularly likely to backfire at a networking event), or you can try to open a long-term relationship, creating new opportunities and a high lifetime value customer (which is how it's meant to be done). Networking, when done properly, is an excellent tool for referrals. But you have to appreciate that it's done on the basis of giving rather than receiving and this doesn't always come naturally to sales professionals. The old saying that it's about getting to 'know, like and trust' is still true. This workshop is about having your prospects and customers getting to know, like and trust you, and building that lifetime value as a result. By the end of this programme, participants will be able to: * Understand what networking is - networking etiquette * Know how and where to network * Clarify their objectives - why network * Use the 4 basic questions to start a conversation * Build rapport quickly and easily * Answer the question 'What do you do?' effectively in a few seconds * Deliver a 60-second pitch * Break into a group * Prepare for a network meeting * Identify opportunities * Use tools to assist in networking 1 INTRODUCTION * Aims and objectives 2 WHAT IS NETWORKING? * Why network - objectives and goal setting * Networking etiquette * Preparation - online and offline tools to use * Identify networking opportunities - where to network * Know what you have to offer * 'Know, like and trust' - the process 3 WHAT DO YOU DO? * Answer in 5-10 seconds * Create and deliver a 60-second pitch * Who is your target market? 4 STARTING A CONVERSATION * Breaking into a group * Building rapport * The 4 questions to start a conversation * Moving on 5 COMMUNICATE AND ENGAGE * LISTEN - 4 types of listening skill * Ask powerful questions * Influence - don't sell * What can you do to help others - give to get 6 POWER OF REFERRALS * Who can give you referrals? * When to give or ask for referrals * Have a referral system * Showing appreciation 7 SOCIAL MEDIA AND OTHER ONLINE TOOLS * Using LinkedIn and other social media * Online directories 8 NEXT STEPS * Following up * Arranging one-to-one meetings * Developing relationships

Take your sales people from average to high performance. Motivate and develop experienced sales professionals with some new insights and learning. Applying NLP principles, techniques and models, this workshop will introduce the core attitudes and behaviours that differentiate the excellent sales person from the average one. The programme will help participants: * Understand and adopt the mindset and beliefs needed for sales excellence * Build rapport and connect with buyers at a deeper and more personal level * Recognise some of the thinking and language patterns that make each individual unique * Ask powerful questions to further understand the unique world of the individual and how they make decisions * Apply tools and techniques to empathise with clients - seeing things from their perspectives * Tailor their sales approach to the individual buyer's style, and talk in their language * Influence with integrity and sell to organisations and individuals successfully 1 INTRODUCTION * Aims and objectives of the programme * Personal introductions and objectives * Workshop overview 2 AN INTRODUCTION TO NLP AND SALES EXCELLENCE WITH NLP * An overview of NLP and applying it to selling * The pillars of NLP * The NLP model of communication * The difference that makes the difference 3 BUILDING ENHANCED RAPPORT * Defining rapport and why it is important when selling * Going beyond the initial small talk * Building relationships with individual decision-makers * Matching and mirroring * Levels of rapport 4 UNDERSTANDING THE BUYER'S PERSONAL BUYING MAP * How we take in, filter and process information * How we judge others based on our own experiences of the world * The different ways in which we communicate when selling * Recognising and understanding the language and thinking patterns of others * Adapting your sales communication style to different buyers 5 MAKING SENSE OF THE BUYING PROCESS * How we filter information through our senses * Understanding how we see, hear and experience the world * Visual, auditory and kinaesthetic buyers * Listening for key insights * What different buyers want from you to help them to buy * Applying sensory awareness to the sales process 6 SUCCESSFUL SALES MINDSET * The connection between thoughts and actions * The sales beliefs of excellence * Identifying negative thoughts and beliefs that are holding you back * How to change your mindset * Adopting the sales beliefs of excellence 7 POWERFUL QUESTIONS * Reviewing and honing your questioning skills * Understanding the questions that great sales people ask * Avoiding assumptions * Clean language questions * Getting to the bottom of it - precision questions * Turbo-charging how you qualify 8 INFLUENCING WITH INTEGRITY * Understanding empathy * Stepping into the buyer's shoes * Speaking the buyer's language * Tailoring your sales approach to the individual * Match, pace, lead - how to take your buyer with you 9 PUTTING IT ALL TOGETHER * Personal learning summary and action plans

Bad news - people don't buy your product. Better news - they don't buy anyone else's product either. Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'. So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap. This course will help participants: * Build rapport with authenticity * Use open questions, listening and summary to properly understand the prospect * Use 'impact' questions to 'stack the pain' of remaining with the status quo * Convert features into personalised benefits that reflect stated needs * Handle objections with calm confidence * Identify buying signals * Close effectively * Convey credible urgency centred on the prospect's - not the salesperson's - interests 1 WHAT MAKES A CUSTOMER BUY ANY PRODUCT? * Moving towards 'pleasure' * Moving away from 'pain' * Robert Cialdini's Psychology of Influence - buying motives * Understanding what your product does for customers * Why there is never a 'one size fits all' approach * What are the real 'unique selling points' and why the salesperson is the real 'USP' * At what point does the customer emotionally buy your product? 2 GETTING PAST GATEKEEPERS * What gatekeepers' motivations are * How to make them your friend rather than your enemy * How to make your call harder to block than to put through * How to control the gatekeeper with questions, not answers * Using Cialdini's 'reciprocity' law to get put through more often * Practical exercise in which the trainer poses as gatekeeper 3 QUESTIONING AND LISTENING SKILLS * How to use open questions to get the customer talking * What questions to avoid and why * How to 'stack the pain' of the status quo with 'impact questions' * Practical 'pain stacking' exercise in pairs * What listening is and what it isn't * Question funnelling - how to earn deeper disclosure through probing * Practical funnelling exercise in pairs * The power of summary 4 HOW TO CREATE TAILORED BENEFITS AND NOT 'DIVE INTO SOLUTION' * What is 'diving into solution'? Examples and analogies * Why it is to be avoided * Practical exercise in pairs - how it feels to have solutions offered up too early * How to avoid 'feature-dumping' * What is 'value selling'? * How to create tailored benefits * How to convert product features into benefits * How to deal with the prospect's competitor allegiance 5 HANDLING OBJECTIONS AND TESTING THE WATER * How to overcome the price objection by selling value * Common objections the participants encounter and answers that work * The objections salespeople carry in their own heads * The 'A-C-E' objection-handling model * How to uncover objections * When - and when not - to trial close 6 CLOSING SKILLS * Why salespeople often close too early * How to identify buying signals * How to use urgency with skill and effectiveness * Four killer closing techniques that work * How to avoid buying the product back by careless post-sale talk * How to ask for referrals for your product * How to 'farm' the account for future opportunities 7 WRAP-UP * Key learnings from each participant * Individual action planning - steps that can and will be implemented in the workplace

A question of trust. Leadership implies followership. And that means trust. Because who's going to follow a leader they don't trust? This programme takes a values-driven approach to leadership. It gets current and aspiring leaders to hold up the mirror to themselves and to see their reflections as leaders of people. It asks them whether what they see justifies their view of themselves as leaders. It helps them understand just what it takes to be an effective leader. And it does so in a highly practical, constructive manner. It helps the course participants to truly understand the core skills of effective leadership. It focuses on the difference between leadership and management, defining what high performing teams do and how they do it. It helps people to see their teams from different perspectives, allowing them to adapt their styles to maximise team outputs. And it explores concepts such as emotional intelligence, authentic leadership and the RAIV approach (relationships-achievement-independence-vocation) to help explore underlying values and use them to drive effective leadership. Because what worth do our values have unless we put them into practice? The course will help you: • Appreciate the key skills a leader needs to be effective • Understand what the organisation expects of you as a leader • Recognise your leadership style and the impact it has on others • Consider your role models - who inspires you? • See leadership from the 'followers' perspective - how do you like to be led? • Discover what holds you back - limiting beliefs • Examine your core values -do they support your ambition? • Explore the concept of Emotional Intelligence - how do we manage ourselves? • Discover how to lead through change • Explore the concept of 'Authentic Leadership' - consider how it can work for you • Practice some of the skills essential to motivating and influencing for success • Use the RAIV approach to generating enthusiasm and commitment • Plan how best to 'walk the leadership talk' - in your role, in your organisation Above all, this course will help you put theory into practice, values into actions, in a mature, considered, effective way. DAY 1 1 WELCOME AND INTRODUCTION * Participants are welcomed to the programme and invited to share their personal objectives and people challenges * Participants given an action plan template to complete throughout the workshop * Participants required to bring an inspirational quote to share with the group 2 WHAT IS LEADERSHIP? * The concept of 'leadership' * The role of a leader * Skills assessment for all participants# * Leadership v Management * Assess your team effectiveness 3 YOUR LEADERSHIP STYLE * Leadership questionnaire * You and your role models * Push v Pull styles of leadership * Empowerment v Control * Team goals and role profiling DAY 2 1 YOU, THE LEADER * Your core values * Your communication style * Situational leadership * The Emotional Bank Account * Buy Me Today 2 ARE YOU EMOTIONALLY INTELLIGENT? (EI) * What is emotional intelligence? * Self-assessment exercise * Manage your emotions * Nine strategies for promoting EI 3 LEADING THROUGH CHANGE * Identify the major changes affecting you / your team * Types of change * The roles of resistance * How safe are you to talk to? * Forcefield Analysis DAY 3 1 AUTHENTIC LEADERSHIP (AL) * What is AL? * Managing perceptions is managing their truth * A leadership challenge 2 MOTIVATING AND INFLUENCING FOR SUCCESS * What motivates you? * Motivational theory * Leading by example * Influencing skills required * Influencing styles * The influence challenge! 3 CREATING ENTHUSIASM AND COMMITMENT * The RAIV approach (relationships-achievement-independence-vocation) * Building self-worth * What drives your team? * Your leadership legacy * Your commitment to leadership

Workplace Innovation -------------------------------------------------------------------------------- ARE YOU A LEADER WHO WANTS TO ENHANCE YOUR TEAM’S ACCOUNTABILITY, ADAPTABILITY, RESILIENCE, AND WELL-BEING? Consider joining our newly launched Growth Leadership Programme: Workplace Innovation, subsided by Scottish Enterprise, which offers a unique approach to leadership development and workplace Innovation, emphasising Motivational Intelligence (MQ). Our programme will help you build on your leadership capabilities and confidence while creating a more innovative, productive, and fair workplace for employee development and growth. -------------------------------------------------------------------------------- Growth Leadership: Workplace Innovation Leading with Motivational Intelligence (MQ) You’ll learn to: * Develop MQ leadership skills that encourage fair and innovative workplace practices and inclusive economic growth. * Increase engagement, innovation, and productivity among your team. * Enhance your strategic decision-making skills. * Build a resilient, agile, and change-driven team culture. * Identify and integrate organisational values into your workplace culture. * Create a successful business that is also a fair place to work. -------------------------------------------------------------------------------- SESSION OVERVIEW Our comprehensive programme, consisting of eight engaging and insightful sessions, is meticulously crafted to provide a world-class education in Leadership, Workplace Innovation and Motivational Intelligence (MQ). We combine some of the most potent, powerful and cutting-edge research in workplace innovation, neuroscience and the most promising discoveries in cognitive and social psychology of the 20th century. 01 Self-Leadership and The Secret to Personal Success SESSION 1: SELF-LEADERSHIP AND THE SECRET TO PERSONAL SUCCESS THIS COMPREHENSIVE KICK-OFF SESSION DELVES INTO THE FOUNDATIONS OF SELF-LEADERSHIP AND PERSONAL SUCCESS. PARTICIPANTS WILL EXPLORE VARIOUS ASPECTS, FROM SETTING COURSE EXPECTATIONS AND CREATING A CONDUCIVE LEARNING ENVIRONMENT TO UNDERSTANDING MOTIVATIONAL INTELLIGENCE AND MANAGING NEGATIVE THOUGHTS. THROUGH ESSENTIAL RESOURCES LIKE THE LEADERSHIP REFERENCE MANUAL AND ROADMAP WORKBOOK, MULTI-SENSORY PERCEPTION, AND SPACED REPETITION LEARNING TECHNIQUES, PARTICIPANTS WILL SOLIDIFY THEIR LEARNINGS AND ENHANCE PERSONAL AND PROFESSIONAL GROWTH. KEY LEARNING OUTCOMES: * Understand the critical role of self-leadership in personal and professional success and the impact of external and internal factors on performance * Develop strategies to optimise motivation, communication, and effectiveness within teams and organisations, leveraging diverse learning styles and adult learning techniques * Utilise essential resources like the Leadership Reference Manual and Roadmap Workbook for ongoing growth and development while implementing practical tools like the Start, Stop, Continue plan for self-reflection and improvement * Explore the power of adaptability, self-awareness, and resilience in navigating through challenging times and maintaining a positive mindset * Discover the importance of a positive mental diet, gratitude, and consistent small decisions that compound over time, leading to personal and professional growth 02 The Role of Intelligence in Leadership and Management SESSION 2: THE ROLE OF INTELLIGENCE IN LEADERSHIP AND MANAGEMENT IT'S TIME TO DELVE INTO MOTIVATIONAL INTELLIGENCE AND ITS ROLE IN OUR PERSONAL AND PROFESSIONAL LIVES. IN THIS COMPREHENSIVE AND INTERACTIVE SESSION, PARTICIPANTS WILL EXPLORE THE MULTIFACETED ASPECTS OF INTELLIGENCE IN LEADERSHIP AND MANAGEMENT, FOCUSING ON IQ, EQ, AND MQ. PARTICIPANTS WILL LEARN HOW TO CULTIVATE A GROWTH MINDSET AND MOTIVATIONAL INTELLIGENCE WITHIN THEMSELVES AND THEIR TEAMS, FOSTERING A CULTURE OF LEARNING AND RESILIENCE. THE SESSION WILL ALSO COVER THE IMPORTANCE OF CRAFTING A CLEAR VISION FOR THE TEAM OR ORGANISATION AND PROVIDE PRACTICAL STRATEGIES FOR EFFECTIVELY COMMUNICATING THE VISION TO INTERNAL AND EXTERNAL STAKEHOLDERS. KEY LEARNING OUTCOMES: * Understand the roles of IQ, EQ, and MQ in Leadership and management and their impact on individual and team performance * Develop strategies to improve your levels of intelligence and foster a growth mindset within individuals and teams * Discover the importance of vision in Leadership and management and learn to craft it using the WHERE (performance), HOW (perception), and WHY (purpose) perspectives * Gain insights into effectively communicating the vision to stakeholders, ensuring alignment, ownership, and motivation * Reflect on the role of a growth mindset and motivational intelligence in achieving the team's vision and fostering a culture of continuous improvement and adaptability 03 The Pillars of Human Performance: Unlocking Potential SESSION 3: THE PILLARS OF HUMAN PERFORMANCE: UNLOCKING UNLIMITED POTENTIAL DISCOVER THE KEYS TO UNLOCKING YOUR UNLIMITED POTENTIAL AND BECOMING A MORE EFFECTIVE LEADER IN THIS INTERACTIVE COURSE. THROUGH ENGAGING DISCUSSIONS AND SELF-REFLECTION, PARTICIPANTS WILL DIVE DEEP INTO UNLIMITED POTENTIAL, UNDERSTAND ITS SIGNIFICANCE IN LEADERSHIP, AND LEARN TO OVERCOME CHALLENGES IN THEIR TEAMS OR BUSINESSES. PARTICIPANTS WILL GAIN INSIGHTS INTO THE CHARACTERISTICS OF INFLUENTIAL LEADERS, THE IMPORTANCE OF ASKING THE RIGHT QUESTIONS, AND THE VALUE OF EMBRACING FAILURE AS A PART OF SUCCESS. WITH A FOCUS ON PERSONAL AND PROFESSIONAL GROWTH, THIS SESSION WILL EQUIP YOU WITH THE TOOLS AND TECHNIQUES TO BECOME A BETTER MANAGER AND LEADER. KEY LEARNING OUTCOMES: * Understand the concept of unlimited potential and its importance in Leadership and personal growth * Identify personal and team visions, challenges, and the role of asking the right questions in gaining insights * Recognise the role of practice and reflection in transforming weaknesses into strengths * Explore the characteristics and impact of great leaders and learn how to apply these traits in your leadership style * Embrace the importance of failure as a crucial part of success and create a supportive environment for personal and team development 04 Defining Management and Vertical Alignment SESSION 4: DEFINING MANAGEMENT AND VERTICAL ALIGNMENT IN THIS ENGAGING SESSION, PARTICIPANTS WILL DELVE INTO THE ESSENTIAL DIFFERENCES BETWEEN MANAGEMENT AND LEADERSHIP AND DISCOVER HOW UNDERSTANDING THESE DISTINCTIONS CAN SIGNIFICANTLY IMPACT TEAM CULTURE AND PERFORMANCE. WE'LL EXAMINE COMMON MANAGEMENT MISTAKES AND THEIR EFFECTS, UNCOVER THE BEST PRACTICES OF EXCELLENT MANAGEMENT, AND DISCUSS THE DEVELOPMENT OF MANAGEMENT SKILLS AND THE MANAGEMENT HIERARCHY. THIS INTERACTIVE SESSION WILL PROVIDE VALUABLE INSIGHTS AND ACTIONABLE STRATEGIES THAT CAN BE APPLIED TO PERSONAL AND PROFESSIONAL LIFE, HELPING PARTICIPANTS BECOME MORE EFFECTIVE AND SUCCESSFUL MANAGERS AND LEADERS. KEY LEARNING OUTCOMES: * Differentiating between management and Leadership: Gain a deeper understanding of how these concepts differ and their impact on team culture and performance * Identifying common management mistakes: Learn about these pitfalls and their consequences on team culture and performance and develop strategies to avoid them * Mastering the best practices of excellent management: Discover the five essential techniques to help you become a more effective manager * Developing management skills and understanding the management hierarchy: Enhance your ability to grow as a leader and manager * Embracing Ultimate Responsibility: Learn the importance of taking ownership and responsibility for your and your team's success and understand the role of motivational intelligence in achieving this 05 Workplace Innovation and High-Payoff Activities SESSION 5: WORKPLACE INNOVATION AND HIGH-PAYOFF ACTIVITIES N (JOB CRAFTING) THIS SESSION PROVIDES A COMPREHENSIVE OVERVIEW OF THE CRITICAL PRINCIPLES OF WORKPLACE INNOVATION, JOB CRAFTING, PEOPLE LEADERSHIP, AND COACHING IN THE WORKPLACE. PARTICIPANTS WILL LEARN ABOUT JOB CRAFTING, OUR MQ WORKPLACE INNOVATION PROCESS, AND THE CRUCIAL ROLE OF LEADERSHIP IN MANAGING AND MONITORING PERFORMANCE IN THE WORKPLACE. BY ADOPTING A PROACTIVE AND CREATIVE APPROACH TO THEIR WORK, INDIVIDUALS CAN IMPROVE THEIR JOB SATISFACTION, CONTRIBUTE TO THEIR ORGANISATION'S SUCCESS, AND DRIVE ECONOMIC HEALTH FOR THE NATION. KEY LEARNING OUTCOMES: * Understanding of Leadership in the job crafting innovative process * Skills in job crafting and workplace innovation * Knowledge of the critical role of Leadership in performance management * Techniques for effective coaching and positive feedback, through trust and mutual respect in the workplace * Helping individuals reflect on their role in the success of the team and company and developing a written plan to achieve their goals 06 Defining and Exploring Leadership SESSION 6: DEFINING AND EXPLORING LEADERSHIP IN THIS SESSION, WE WILL DEFINE AND EXPLORE THE ESSENCE OF LEADERSHIP, DISPELLING THE MYTHS AND PROVIDING A DEFINITION THAT WILL GUIDE YOU THROUGH THE COURSE. WE WILL ALSO EXPLORE THE THREE-TIER HIERARCHY OF SUCCESS AND HOW LEADERS CAN INFLUENCE MQ (MOTIVATIONAL INTELLIGENCE) BY DOING FIVE THINGS CONSISTENTLY. AS A MANAGER OR LEADER, YOU MAY HAVE FOUND THAT YOUR TEAM'S SUCCESS IS NOT GUARANTEED EVEN WITH THE BEST PLANS, PROCESSES, AND STRATEGIES. THIS IS BECAUSE NOT ALL TEAM MEMBERS WILL ADOPT NEW IDEAS OR CHANGES UNLESS THEY FIRST BELIEVE THEY CAN ACHIEVE THE DESIRED OUTCOME. KEY LEARNING OUTCOMES: * Understanding the essence of Leadership to provide an in-depth understanding of the essence of successful Leadership, dispelling the myths and providing a definition that will guide you through the course * Psychology of your team: Leaders understand that to achieve their goals, they need to focus on the psychology of their team * Power of questions in Leadership: Leaders can gain insight into the minds of their team members and unlock the key to motivating and developing them by asking the right questions * Explore the three-tier hierarchy of success and the importance of each level in determining a person's likelihood of success * Five things great leaders do each day to influence a culture of responsibility, consistently build esteem and confidence, and always work on coaching and mentoring employees 07 Building a Leadership Toolbox SESSION 7: BUILDING A LEADERSHIP TOOLBOX: TRUST & INSPIRATION FOSTERING ADAPTABILITY, RESPONSIBILITY, RESILIENCE, AND COURAGE, THIS STEP FOCUSES ON LEADERS' TOOLS AND TECHNIQUES TO PROMOTE GREATER TEAM ACCOUNTABILITY AND OWNERSHIP. IT STARTS TO DELVE INTO THE CRITICAL ROLE OF SELF-ESTEEM IN A PERSON'S MOTIVATIONAL INTELLIGENCE AND ADAPTABILITY. WE ALSO EXPLORE HOW SELF-ESTEEM IS FORMED AND INFLUENCES A PERSON'S INTERPRETATION OF FEEDBACK. WE ALSO LOOK AT SELF-ESTEEM'S CRITICAL ROLE IN A PERSON'S MOTIVATIONAL INTELLIGENCE AND ADAPTABILITY, EXAMINING HOW SELF-ESTEEM IS FORMED AND INFLUENCES A PERSON'S INTERPRETATION OF FEEDBACK. KEY LEARNING OUTCOMES: * Understanding the tools and techniques leaders can use to foster greater team accountability and ownership * Delving into the critical role of self-esteem in a person's motivational intelligence and adaptability * Exploring how self-esteem is formed and influences a person's interpretation of feedback * Examining the levels of self-esteem and associated behaviours of each group * Understanding the influence of comfort zones and tools leaders can use to help people overcome the fear of change 08 Developing a Healthy Perspective and Resilient Attitude SESSION 8: DEVELOPING A HEALTHY PERSPECTIVE AND RESILIENT ATTITUDE THIS STEP EXPLORES HOW DEVELOPING A HEALTHY PERSPECTIVE AND RESILIENT ATTITUDE IS CRUCIAL FOR SUCCESS AS A LEADER. IN THIS SESSION, WE WILL EXPLORE THE CRITICAL ROLE OF SELF-REFLECTION IN BUILDING MOTIVATION AND ADAPTABILITY. WE WILL EXAMINE HOW SELF-ESTEEM IS FORMED AND HOW IT INFLUENCES A PERSON'S INTERPRETATION OF FEEDBACK. WE WILL ALSO DELVE INTO THE LEVELS OF SELF-ESTEEM AND THE ASSOCIATED BEHAVIOURS OF EACH CLASS. WE WILL PROVIDE PRACTICAL STRATEGIES FOR CULTIVATING RESILIENCE AND ADAPTABILITY IN FACING CHALLENGES AND SETBACKS. THROUGH REFLECTION AND ANALYSIS OF YOUR MOMENTS OF SURPRISE, FRUSTRATION, AND FAILURE, YOU WILL DEVELOP A GROWTH MINDSET THAT FOSTERS CONTINUOUS LEARNING AND IMPROVEMENT. KEY LEARNING OUTCOMES: * The critical role of self-reflection in building motivation and adaptability * How self-esteem is formed and influences a person's interpretation of feedback * The levels of self-esteem and the associated behaviours of each class * Strategies for cultivating resilience and adaptability in the face of challenges and setbacks * The influence of affirmations and tools leaders can use to help people overcome the fear of change

Are your sales people too stressed, running on adrenalin, perhaps driving towards burnout, struggling to reach targets? Wouldn't you rather they delivered consistently good performance, sustainable over longer periods of time, with less stress (for both them and you)? This uniquely empowering workshop will help your team develop naturally high levels of focus, energy and motivation. They will attain a sense of grounded euphoria, giving them a very distinct and ethical edge in selling. A one-day programme, it gives salespeople an introduction to the 'Natural Superheroes' concepts and resources, tools and techniques, to help them improve their sales performance - realising greater sales potential, developing deeper and more profitable client relationships, winning more business. Through this experience, sales teams gain: * Information about profiling clients to instantly understand more about their deepest drives and true needs so they can be genuinely met and, where possible, exceeded * Insights into deep, honest and very 'real' reasons for sales procrastination - participants are given specific workable strategies they can easily apply to overcome sales resistance, by tapping their natural motivational styles * An understanding of communicating at the very highest levels with different people so they truly understand your sales message and have a significantly more positive sales experience * A realisation of their very specific natural sales talents as individuals and as a team * A deeper level of experience and understanding of what specifically drives their own behaviour and the behaviour of their clients - these unique insights explain not only how but exactly why people behave the way they do * An experience of what it takes to be unshakeable under pressure and manage the sales processes and relationships to a positive outcome for all * Brand-new insights into working with and handling difficult people across all levels of authority * An understanding of the pitfalls and the psychological traps we set ourselves which cause unnecessary stress, anxiety and frustration on a daily basis and, in turn, limit our sales performance * Access to very simple and practical tools that massively increase self-awareness, engender accountability and responsibility and develop emotional sales mastery 1 INTRODUCING 'NATURAL SUPERHEROES' FOR SALES * What is a 'Natural Superhero'? * Defining emotional intelligence in the context of sales and why it is so important * Knowing yourself - why most people don't know themselves at all and how we can understand exactly what drives our behaviour for the purpose of improving sales performance specifically * Knowing exactly why others, and specifically clients and team members, behave the way they do - understanding the real motives behind people's good and bad behaviour in a sales meeting * Simple steps to freeing yourself of any anxiety, pressure and false sense of limitation when selling * Being yourself in sales - why this is not as easy as it sounds but how you can make it effortless * How to take control of achieving the sales performance you really need and want for yourself and others * Strategies that raise your self-awareness, increase an authentic and sustainable sense of self-confidence, in difficult situations and in moments of crisis 2 UNDERSTANDING YOURSELF, YOUR TEAM MEMBERS AND YOUR CUSTOMERS - USING THE ENNEAGRAM * Introducing the Enneagram and why it is so valuable to sales people and their clients * Exploring the 9 types of motivational drives and why people have different reasons for buying from you * Core types and wings - understanding the influence of other motivations either side of the core Enneagram type * How to confirm the profile of your client - using celebrities from the world of politics, cinema, sports - we explore how to identify each type - what are their core drives, why have they arisen and how can we use these insights to help you in improving your sales performance * The 3 levels of behaviour within your personal profile and that of your clients * Lookalike Enneagram types - mistaken identities - how to avoid these traps when profiling your clients and your team * How to communicate effectively in a sales environment with each of the different Enneagram types - communication strategies for positive impact on morale, performance and, ultimately, sales results * How to interpret and make use of the results of your online personal profile - participants complete an online profile before the event and have the opportunity to analyse their results with a view to improving their sales performance * How sales teams sabotage their own performance and that of other people within the team - and how to stop it * Uncovering your particular edge in a sales role - what unconsciously trips you up as a sales person? * How the Enneagram helps us in sustaining a truly great sales performance over time 3 WHY POSITIVE THINKING ALONE DOESN'T WORK IN SALES * Why 'PMA' does not stand for positive mental attitude when selling - learn its alternative meaning that can serve you even more effectively in a sales role * 3 steps and exercises that naturally increase PMA * The value of making unconscious thinking conscious and how to do this without any pain or discomfort in a sales meeting * Why each Enneagram type has a different experience of PMA in terms of their outward behaviour and how to know when you are maximising your sales performance 4 MEASURING SUCCESS * How to measure the development of your individual profile as a sales person * Development planning and review * Into the future - how to continue your Natural Superhero development