The Workshop

An accredited sales-mind facilitator delivers the workshop in an engaging, interactive, pragmatic and power point freestyle.

The content is presented with 5 recurring themes all of which augment and influence the core modules of focus, resilience, motivation, confidence and empathy.

Each delegate receives a comprehensive workbook that follows the workshop chronologically. It has been designed to enable ease of learning and onward application of the core concepts with a self-development checklist and a personal commitments page aligned to each module.

The workshop learning outcomes

The recurring themes:

Focus module

• Defining the sales process- those activities that make success happen
• Evaluation of time allocated to essential tasks (now v ideal)
• How to manage distraction and displacement activities
• The control, influence and accept model.
• The multitasking myth
• Understanding the urgent v important time management model and how to use it
• Identifying key success areas (important but not urgent)
• Weekly plan-do-review methodology
• Practical tools focused on the execution of the weekly plan
• Effective email and device management

Resilience module

• The importance of resilience and persistence in the sales role
• Negativity bias why we are genetically wired to remember bad experiences
• The part that positive thinking plays in building resilience
• Learned optimism and explanatory styles a model for turning adversity into learning opportunities
• The premortem technique pre-planning for roadblocks and barriers
• Taking control of our emotions when it gets tough, knee jerk reaction v a considered response

Motivation

• Intrinsic v extrinsic motivation (from the inside out or the outside in)
• What motivates us as individuals and teams
• The part that money plays in motivation
• The intrinsic motivation of purpose autonomy and mastery
• Our values and aligning our behaviour to our values
• Growth mindset v fixed mindset
• The talent myth

Confidence

• The contextual part of confidence
• Competency-based confidence v arrogance
• The building blocks to competency-based confidence
• Dealing with and compartmentalising criticism

Empathy

• Understanding v agreement
• The path that empathy plays in emotional intelligence
• The importance of empathy in critical relationships
• LAER Model (Listen Acknowledge Explore Respond)
• Empathy and attunement worksheet and role-play
• Building blocks of empathy

Implementation

• Personal commitments and self-development checklists
• Plan do review revisited
• The ‘Marvelous Morning’ using the early morning to make space for personal development