Our programs

Built around the basic construct that sales success requires a corresponding level of activity, Time & Territory Management combines the judicious management of time with that of sales territory.

Account Development is the point in the overall sales process where sales people cease talking about ‘jobs’ or ‘proposals’ and begin to talk about ‘accounts’ and ‘relationships’. As well as generating a template for effective customer development, the module illustrates the cost – benefit techniques that must be employed when deciding just how much time and how much resource should be allocated to any given account. 

The course is suitable for both buyers and sellers but is of particular use to those sales people who struggle with the actions required at the ‘closing’ stages of the sales process. Along with extensive opportunities to practice negotiation in a ‘safe environment’ the module also provides a model for the effective planning and execution of negotiations where each party can reach a mutual agreement.

This course acknowledges that as sales people improve their presentation skills they will add a positive dimension to the messages being communicated. In addition, the program identifies that to present powerfully and in a persuasive manner is a key competency on the road to sales success.

This module is heavily involved with understanding ‘why customers buy’, needs identification and viewing sales as a process. In addition the module contains a whole range of questioning techniques that are invaluable during those times when sales people are exploring customer needs or seeking a commitment. 

This module advances each participant’s journey to sales excellence with subject matter that is a combination of advanced sales theory and practical management of time and territory. Additionally, the module helps participants to build strategies for securing high quality customer visits that are built on best practice and based on previous success. 

This module continues to view selling as a process by examining how quotations and proposals should always be effectively qualified. Because, to the customer, every new proposal represents ‘an invitation to change’, the impact of change in the selling arena is also examined.

In this module we begin by exploring perceived competitive threats and addressing questions such as ‘are all customers’ good customers? The intent is to discourage participants from adopting what might be termed ‘negative selling’ techniques while encouraging them to seek out those customers with whom a ‘good strategic fit’ can be established.

Perfecting the skills of good time management will enable participants to regain control of workload, reduce stress in the workplace and begin to concentrate on results, not just on being busy. By better understanding the golden rules for good time management participants will be able to function exceptionally well, even under the most intense of pressure. 

This workshop will help participants to understand the nature of conflict and how to work with conflict to control its impact on relationships and organisational efficiencies.

 

It is recognised that the ability to provide formal presentations to customers or employees is a key leadership skill for anyone at any level in business. The material covered in this workshop acknowledges that as employees improve their presentation and facilitation skills they will add a positive dimension to the messages being communicated.

The course is suitable for anyone wishing to improve the way in which they negotiate. Along with extensive opportunities to practice negotiation in a ‘safe environment’ the course also provides a model for the effective planning and execution of negotiations in which both parties can derive value. 

Lost clients, lack of referrals, poor repeat business, complaints and bad publicity… the costly results of poor customer service seem to go on and on. Every day, as consumers, we seem to encounter rudeness, indifferent, ignorance and a level of service that we can only describe as “poor”. This course aims to create the kind of Customer Service people talk about… for all the right reasons! 

Recognising when to coach and when to manage are skills which managers must recognise. There is a significant difference depending on the employee 'task' and the particular level of competence the employee has. This course first explores why and when to coach, then through various workshops explores models to use when coaching.

This course is aimed at anyone who is looking to gain knowledge of Heating Ventilation and Air Conditioning. This module focuses on Wet System Applications commonly used in the Building Services Industry.

This course is aimed at anyone who is looking to gain knowledge of Heating Ventilation and Air Conditioning. This module focuses on Air System Applications commonly used in the Building Services Industry. 

This course is ideal for those wishing to learn the basic foundation applications used in Heating Ventilation and Air Conditioning.