"The workshop is designed for anyone who wishes to develop ‘Relationship Selling Skills’, seeks to be able to acquire and develop long-term clients, and recognises they are all different and adapt accordingly.

The workshop is specifically designed for experienced salespeople and new salespeople.

On successful completion of this programme, participants will be able to:

• Recognise the six key questions each customer asks themselves.
• Become more empathetic in answering the six questions.
• Develop style versatility to help different people differently.
• Recognise why and how people behave differently.
• Understand how critical continuous prospecting is.
• Develop a prospecting method to achieve real results.
• Utilise a proven method for making appointments by phone.
• Recognise the power of effective questioning skills.
• Obtain information from a prospect in order to identify the real problems.
• Present solution not products.
• Develop a demonstration checklist.
• Implement solutions that open accounts.
• Meet objections professionally and avoid confrontations.
• Implement a long term strategy that turns clients into advocates.
• Recognise that service is our most powerful prospecting tool.
Two seven hour days $1,395.00 pp plus GST (On-line system $190 per month/24 months)" less

"An Account Management/Development system designed for Senior Salespeople/Account Managers, to enhance their skills in maintaining and growing existing business. Recognising that all clients are different and constructing strategies accordingly.

On successful completion of this programme, participants will be able to:-

• Recognising the Purchasing Cycle
• Defining the 6 ‘D’ Process
• Understanding the client’s responses to change
• Preparing an Account Strategy
• How to recognise Decision-Makers, Influencers and Gatekeepers
• Understanding the buying team’s Social Styles
• Recognising the importance of internal ‘champions’
• Developing Versatility as a key element of Strategy
• Identifying individual motivations
• Conducting Strategic Diagnosis and Qualifications
• Recognising the power of F.I.S.H. questions
• Developing basic design criteria
• Turning design criteria into Solutions
• Presenting Solutions to Problems
• Constructing an effective Delivery Process
• Defining Outcomes, Evaluations and Feedback
Seven hours $595.00 pp plus GST (On-line system $190 per month/24 months)"
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"A comprehensive account development system to assist managers in facilitating a focused approach to gaining new and additional business.

On successful completion of the programme, participants will learn:

• Why do we need to prospect?
• When to prospect – the Business Development cycle, PAID IF
• Barriers to prospecting including call reluctance
• Establishing and using a customer database
• Defining our market
• Marketing segmentations techniques
• Categorising existing customers
• Establishing target customer profiles
• Identifying potential prospects – Opportunity analysis
• Gaining and working referrals
• Effective networking
• Adopting essential research
• Identifying and using centres of influence
• Handling inbound enquiries
• How to make research calls
• Getting appointments with the right people
• Phrasing is the key
• Programming follow-ups
Seven hours $995.00 pp plus GST (On-line system $190 per month/24 months)" less

"(a) The programme is specifically focused on creating a challenging mindset for all managers to understand what is Leadership, what makes a successful leader and the minefields managers must cross.

On successful completion of this programme, participants will be able to:

• Effectively use their company’s mission to increase performance.
• Avoid the fatal errors managers make.
• Enhance communication up and down the line.
• Demonstrate greater accountability in their position.
• Create a sense of teamwork and creativity.
• Cause themselves and others to accept and adapt to change.
• Recognise the Paradigms of previous management philosophies.
• Understand the characteristics of successful leaders.
• Define accurately the skills needed for leading in the new millennium.
• Implement a “Value Based” Vision, Purpose & Mission for their organisation.
• Create an environment that builds confidence and self-esteem.
• Build people’s belief in themselves, the company and its products and services.

Seven hours $595.00 pp plus GST (On-line system $190 per month/24 months)"
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"(a) The workshop is designed to challenge the concept of ‘have a vacancy – put an advert in the paper’. It explores how to find the right people and select the best person to fit the role.

On successful completion of the programme, each participant will be able to:-

• Understand why turnover of staff is healthy.
• Recognise that recruitment is a daily activity.
• Develop an effective questioning checklist.
• Avoid the major mistakes interviewers make.
• Implement a clear formula for effective interviewing.
• Recognise the ‘Knock Out Factors’ that preclude some people from succeeding.
• Develop a Recruitment Strategy that removes the reliance on advertising for new staff.
• Ensure that we fully understand the ‘Profile’ of the ideal recruit.
• Objectively evaluate specific information and references of candidates.
• Establish quality consistent multiple manager interviews and evaluations.
(b)
Seven hours $595.00 pp plus GST (On-line system $190 per month/24 months)"
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"(a) This programme is specifically focused on exploring principles and ideas designed to enhance manager’s ability to effectively communicate with all members of the team, customers and business associates.

On successful completion of the programme, each participant will be able to:-

• Understand the Social Style matrix and thereby how people with different styles communicate differently.
• Develop ‘Versatility Skills’ to be able to communicate effectively with people in each Social Style quadrant.
• Conduct effective ‘One-to-One’ meetings.
• Recognise the need to identify individual’s ‘Goals and Dreams’ as a way of communicating in the other person’s language.
• Become more effective in dealing with written communication.
• Monitor the ‘email syndrome’ to avoid communication breakdowns.
• Understand the importance of internal feedback mechanisms.
• Effectively conduct group meetings, including brainstorming sessions.


Seven hours $595.00 pp plus GST (On-line system $190 per month/24 months)"
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"(a) The ‘Foundation for Leadership’ programme is specifically focused on creating a challenging mindset for all managers as to understand what is Leadership, what makes a successful leader and the minefields managers must cross.

The ‘Securing & Sustaining Winning Performance’ programme is specifically focused on equipping managers with the skill, ability and confidence necessary to successfully develop employee competence, confidence and commitment.

On successful completion of these two programmes, participants will be able to:

• Effectively use their company’s mission to increase performance.
• Avoid the fatal errors managers make.
• Enhance communication up and down the line.
• Demonstrate greater accountability in their position.
• Create a sense of teamwork and creativity.
• Cause themselves and others to accept and adapt to change.
• Recognise the Paradigms of previous management philosophies.
• Understand the characteristics of successful leaders.
• Define accurately the skills needed for leading in the new millennium.
• Implement a “Value Based” Vision, Purpose & Mission for their organisation.
• Create an environment that builds confidence and self-esteem.
• Build people’s belief in themselves, the company and its products and services.
• Accurately define and communicate job responsibilities and activities.
• Clearly determine how performance will be measured.
• Effectively design and implement standards of excellence.
• Be a better leader, coach, counsellor and developer.
• Implement a plan to enhance employee belief and loyalty.
• Properly reinforce achievement.
• Positively confront performance deviations.
• Redirect poor performance to good.
• Enhance employee competence, confidence and commitment
Two x seven hour days $995.00 pp plus GST (On-line system $190 per month/24 months)"
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"(a) The ‘Securing & Sustaining Winning Performance” programme is specifically focused on equipping managers with the skill, ability and confidence necessary to successfully develop employee competence, confidence and commitment.

On successful completion of the programme, each participant will be able to:-

• Accurately define and communicate job responsibilities and activities.
• Clearly determine how performance will be measured.
• Effectively design and implement standards of excellence.
• Be a better leader, coach, counsellor and developer.
• Implement a plan to enhance employee belief and loyalty.
• Properly reinforce achievement.
• Positively confront performance deviations.
• Redirect poor performance to good.
• Enhance employee competence, confidence and commitment.


Seven hours $595.00 pp plus GST (On-line system $190 per month/24 months)"
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"The ‘Self Management’ programme is a comprehensive personal development system. Its primary objective is to assist staff at all levels to cope with the impact of change throughout their organisation. The content explores ideas and principles designed to help management create an environment within the organisation that enhances increased personal productivity. Participants will understand the causes of personal failure and how to eliminate them from their lives. The participant will master the art of managing self.

On successful completion of the programme, participants will be able to:

• Recognise their own Social Style strengths and weaknesses.
• Improve communication skills through versatility.
• Examine and evaluate personal attributes.
• Recognise the value and power of personal accountability.
• Organise and prioritise daily activities.
• Determine and prioritise daily activities.
• Determine their values in life.
• Overcome complacency.
• Discover how to defeat self doubt.
• Understand success and failure thinking.
• Recognise and deal with causes of stress.
• Differentiate between tension and stress.
• Develop desire, determination and direction.
• Circumvent the roadblocks to success.
• Align, determine and rationalise both personal and business goals and objectives
One and half days – eleven hours $695.00 pp plus GST (On-line system $190 per month/24 months)"
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"This workshop looks at the fundamentals of developing and maintaining a strong brand. Participants will gain an understanding in how to use branding to add value to the business.

The participant will be able to assess their brand in terms of competitive market positioning and identify the brand attributes that make their brand special and different.

Upon successful completion of the workshop, participants will be able to learn:

• What is Branding?
• Branding versus Marketing
• The four pillars of a strong brand
• Brand positioning and differentiation
• The Brand Asset Matrix – how to assess your brand
• Integrating Brand Strategy into Business Strategy

Participants will also complete case studies

Four hours $195.00 pp plus GST "
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" This workshop provides an understanding of the benefits of market research & the different methodologies which can be used.

On successful completion of this workshop, the participant will have a thorough understanding of how to plan and develop simple programmes themselves and how to work with research agencies to get the best outcome for their investment.

Four hours $195.00 pp plus GST "
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"This workshop allows the participant to understand how to target and segment your market and how to use this information to develop practical and measurable marketing programmes.

On the successful completion of this workshop, participants
will be able to apply the learnings from the session to their own target market and develop a market segmentation plan for their business.

Four hours $195.00 pp plus GST "
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"This workshop will provide the tools to build, implement and track your marketing plan. To gain an understanding of the different aspects of marketing planning and how this relates to the overall business strategy. Learn how to set marketing budgets and measure results.

On successful completion of this workshop, the participant will leave with a blueprint for action that will enable them to develop and integrate a marketing plan for their business.

Four hours $195.00 pp plus GST "
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"A highly participative three day experience to re-skill managers with the tools and techniques necessary to create and sustain profitable business.

Techniques and skills learned allow the manager to strengthen their role as a facilitator of change, and developer of their people and business.

Specific workshop objectives include:

• Increased confidence in working with groups, in both formal and informal settings, on any issue of business or staff development.

• Specific techniques for creating attention, interest and interaction with any participant, whether in a one-on-one or group situation, using any medium such as written, verbal, video, etc.

• Specific techniques for transforming meetings or presentations of any type into meaningful problem solving sessions that conclude with specific plans of action.

• Increased knowledge that to get commitment from people, managers must create an environment in which attitudes, perceptions and insights on business issues are constructively discussed and worked on.

• Specific techniques to enable managers to counsel, coach and lead people through development initiatives.

• Awareness of the leadership alignment required from world class business and managers to create an integrated results-driven profit improvement focus by harnessing the energy and intellectual involvement of all staff at all levels.


Three eight hour days $1,995.00 + GST"
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Target Audience: Large SME’s

SME – Strategic Leadership & Team Learning Skills (3 days)

A 3-day intensive leadership workshop designed to achieve the following outcomes:

• Ability for leaders to facilitate meetings for strategy, development & training
• Recognition of key characteristics of accountable leaders
• Understand the need for effective structure culture & accountabilities to reach objectives
• Develop the skills to both coach & train staff in their key tasks
• Confront poor performance & redirect back to acceptable levels of behaviour.

The programme has 3 phases:

• Initial 3-day workshop
• Access to month online leadership programmes – Accountable Leadership & Performance Development
• Quarterly coaching sessions via webinar - These are 2 hour sessions covering:

a) Vision, purpose, mission, values & culture
b) Recognising how to anticipate, accept & adapt to change
c) Structure the job – responsibilities, task measurement & minimum standards
d) One to one performance reviews & coaching

Investment excluding travel & accommodation $5,000.00 + GST less

Target Audience: Small SME’s

SME – Performance Development

A 1-day intensive leadership workshop designed to achieve the following outcomes:

• Understand the need for effective structure culture & accountabilities to reach objectives
• Develop the skills to both coach & train staff in their key tasks
• Confront poor performance & redirect back to acceptable levels of behaviour.

The programme has 3 phases:

• Initial 1-day workshop
• Access to month online leadership programmes – Accountable Leadership & Performance Development
• Quarterly coaching sessions via webinar - These are 2 hour sessions covering:

a) Vision, purpose, mission, values & culture
b) Recognising how to anticipate, accept & adapt to change
c) Structure the job – responsibilities, task measurement & minimum standards
d) One to one performance reviews & coaching

Investment excluding travel & accommodation $2,000.00 + GST less

Target Audience: Medium SME’s

SME – Accountable Leadership & Performance Development

A 2-day workshop facilitated by Smart Train and designed to achieve the following outcomes:

• Recognition of key characteristics of accountable leaders
• Understand the need for effective structure culture & accountabilities to reach objectives
• Develop the skills to both coach & train staff in their key tasks
• Confront poor performance & redirect back to acceptable levels of behaviour.

The programme has 3 phases:

• Initial 2-day workshop
• Access to month online leadership programmes – Accountable Leadership & Performance Development
• Quarterly coaching sessions via webinar - These are 2 hour sessions covering:

a) Vision, purpose, mission, values & culture
b) Recognising how to anticipate, accept & adapt to change
c) Structure the job – responsibilities, task measurement & minimum standards
d) One to one performance reviews & coaching

Investment excluding travel & accommodation $4,000.00 + GST less