Curriculum 2019 - EFFECTIVE SELLING

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EFFECTIVE Selling

Pro 1: Creative Selling

Synopsis

An effective presenter needs to focus on three key elements:

  • State of preparedness
  • Creativity of story/script
  • Impact of delivery

This workshop equips the learner with 7 easy steps to delivering effective presentations. Learners will be equipped with creative skills to (1) prepare effective presentations that inspire confidence and (2) confidently deliver the presentation with impact. From understanding the objective, developing the key message to preparing the script and presentation that consistently scores with audiences, regardless of the agenda or topic, to finally delivering the presentation in front of an audience, the learner can apply these skills to all future interactions with customers or situations where persuasion or negotiation is needed.

Note: Learners are to bring their own notebooks/laptops for this workshop for maximum impact.

Desired outcome

Learners will be able to:

  • Fully understand the objective of every presentation in order to develop the key message(s) that make any presentation successful
  • Develop a compelling script and story line for every presentation that brings out these key messages in the most effective and creative manner in the time allocated
  • Prepare slides that not only complement the script but also keep audiences focused on the objectives to attain an outcome that represents success for the presenter
  • Confidently deliver presentations that meet their objectives while increasing the profile of the presenter and the company.

What's different with Delapro?

Learners not only pick up skills to prepare and deliver presentations that inspire confidence, but also tips on thinking creatively with every situation or problem at hand. Lessons include vocal technique. Every task with Delapro is viewed from a creative angle regardless of its degree of complexity.

Method

  • Trainer-led
  • Presentation with video and class exercises

Minimum/Maximum learners

5 to 20 learners per class

Duration

1 days of 5 classroom hours in total

Who Should Attend?

  • Sales
  • Customer-facing personnel
  • Marketing/Communications
  • Staff members that frequently present to senior management for approval of proposals
  • Individuals who wish to become more effective presenters

Course Fee

S$200 per learner

Pro 2: Professional Telephone Etiquette

Synopsis

This workshop is customised to:

  • introduce a defined service philosophy and rules for telephone etiquette and selling
  • embed a culture of customer-focused habits in telephone service support in the company

Desired outcome

After this workshop, learners will be able to:

  • become better telephone service and sales ambassadros for the company
  • be better placed to improve relationships and trust with customers
  • eventually reduce the number of negative customer encounters/complaints 
  • uphold and enhance the image, reputation and integrity of the company as a professional and high quality service provider.

What's different with Delapro?

  • Backed by over 30 years of service and quality management expertise in transactional and retail banking businesses.
  • All topics are delivered from an experiential perspective and not mere textbook (academic).
  • The workshop includes voice coaching.
  • Delapro will also review and recommend changes to existing processes to complement the new skills that learners will pick up from this workshop.
  • There will also be a 2-hour management session outlining the principles to team leaders (those managing the telephone service teams).
  • Delapro will perform a review of the effectiveness of the training four to six weeks after the conclusion of the workshop free of charge.

Method

  • Trainer-led
  • Presentation with hands-on participation of every learner
  • Audio recording, playback, critique and coaching (individual learner). With critique of each learner, everyone in the class also learns from the mistakes of their colleagues. THIS IS A POWERFUL TOOL
  • Four to six weeks after workshop is done:
    Review (on-site) progress of learners and suggest areas for further improvement

Minimum/Maximum learners

8 to 10 learners per class

Duration

1 day of 6 classroom hours

Who should attend?

  • Call centre (or similar) service personnel
  • Anyone who engages customers entirely or frequently using the telephone, eg. receptionists

Course fee

S$100 per learner plus a one-time $400 flat for the 2-hour management session (Special pricing available for larger groups)

(watch this space)

Synopsis

Desired outcome

What's different with Delapro?

Method

Minimum/Maximum learners

Duration

Who should attend?

Course fee

(watch this space)

Synopsis

Desired outcome

What's different with Delapro?

Method

Minimum/Maximum learners

Duration

Who should attend?

Course fee

Pro 3: Winning RFP Responses

Synopsis

Most RFP responses fail because of two recurring mistakes:

  • They do not succinctly answer the question, prompting more questions
  • The respondent seems to not understand the customer's real issues

This module equips learners with techniques that allow them to identify and focus on the key areas to respond to such that the response document is succinct, accurate and relevant to the RFP issuer. The lesson covers:

  • Introducing a robust process to addressing all RFPs, regardless of how they are received
  • How to write succinctly
  • Introducing an RFP response format that increases the professionalism and favourable impression of your company's document

Note: It is recommended that you supplement this lesson with Q-Sys 1: A Village Programme.

Desired outcome

At the end of PRO 5, the learner will be able to:

  • Respond more effectively to RFP questions and what winning answers look like
  • Adopt a process and approach to responding to RFPs that increase the chances of success

What's different with Delapro?

Delapro has over 10 years of RFP management experience in the corporate and financial institutional sectors, spanning cash management, trade and securities services. Learners get a myriad of real-life examples and learn from real-life mistakes made by industry players. Moreover, we aim to change the way your employees think when it comes to communication. Every task with Delapro is viewed from a creative angle regardless of its degree of complexity.

Method

  • Trainer-led
  • Presentation with class exercise

Minimum/Maximum learners

5 to 10 learners per class

Duration

1 day of 6 classroom hours in total

Who should attend?

  • Senior management (highly recommended)
  • Human Resource heads
  • Quality managers (or equivalent)
  • Line managers / Business heads

(As the action points from this lesson are game-changing, it is preferred that learners should have some degree of decision-making authority)

Course fee

S$280 per learner

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