Presentation Training
Basic Course Overview (Click Detailed Course Outline)
- How to prepare & present an engaging presentation
- Importance of body language, gestures, props, eye contact, fidgeting…etc.
- How to engage your audience through your voice, speaking with confidence (overcoming stage fright), understanding cultural nuances, understanding the audience…etc.
- Expressing a compelling idea with the correct vocabulary and phrasing, and how to deliver/captivate
- How to present to non-Japanese clients/professionals; the key cultural differences that may present themselves
Diversity, Equity & Inclusion Training
Key Workshop Topics
- What is Diversity, Equity & Inclusion?
- Understanding Unconscious Bias
- Cultural Competency
- Preventing Discrimination & Harassment
- Microaggressions in The Workplace
- Bystander Intervention
- Workplace Diversity, Inclusion & Sensitivity (& corporate benefits)
- Diversity, Equity & Inclusion Compliance
Human Resource Process Management
Human Resource Consultation & Training
- Recruitment & Selection
- Talent Management
- Talent Acquisition / Retention
- Performance Management
- Human Capital Strategy
- HR Technology (HR Information Systems, HR Data & Analytics)
- Learning & Development
- Operational Improvement “Kaizen” 改善
- Compensation and Benefits
- On-boarding / Off-boarding
- Succession Planning
Leadership Training
Basic Leadership Training Outline
- Top Qualities of an Effective Leader
- Leadership Skills - 4 Basic Pillars
- The Power of Delegation
- How to Plan Effectively
- Advanced Negotiation Skills
- The Science of Persuasion
- Skills to Communicate More Effectively
- Managing Difficult Employees
- Workplace Conflict & Conflict Resolution
- What Do Great Leaders Do?
- 4 Leadership Styles – How To Embrace All Aspects
- Understanding the Difference Between Management vs. Leadership
SPIN® Sales Training
SPIN® Sales Training Course Outline
- Sales Behaviour and Sales Success
- The Psychology of Decision Making
- Uncovering and Developing Customer Needs
- Product/Customer Fit & Key Differentiators
- The SPIN® model:
- Situation Questions
- Problem Questions
- Implication Questions
- Need-payoff Questions - Open & Closed Questions
- Demonstrating Capability
- Practical Tools to Analyze and Organize a Persuasive Case
- Obtaining Commitment: Closing The Sale
- Objections – Prevention and Handling
The Challenger Sale
The Challenger Sale Training Course Outline
- The Evolution of Solution Selling
- The Sales Types (and how to evaluate):
- The Hard Worker
- The Challenger
- The Relationship Manager
- The Lone Wolf
- The Reactive Problem Solver - The Challenger, A New Model for High Performance
- Why Insight Matters
- How to Build Insight-Led Conversations
- Taking Control of The Sale
- The Manager & Challenger Selling Model
- How to Implement
MEDDIC / MEDDICC/ MEDDPICC /MEDDPICCR
MEDDPICCR Sales Training
- Metrics: he Metrics are the quantifiable measures of value that your solution can provide
- Economic Buyer: The Economic Buyer is the person with the overall authority in the buying decision
- Decision Criteria: The Decision Criteria are the various criteria in which a decision to process your solution will be judged
- Decision Process: The Decision Process is the series of steps that form a process of which the buyer will follow to make a decision
- Paper Process: The Paper Process is the series of steps that follow the Decision Process in how you will go from Decision to signature
- Implicate The Pain: Implicating the Pain means you have both Identified, Indicated, and Implicated the Pain your solution solves upon your customer
- Champion: The Champion is a person who has power, influence, and credibility within the customer’s organization
- Competition: The Competition is any person, vendor, or initiative competing for the same funds or resources you are
- Risks: The Risks are the specific Risks that you have identified within your deal that will either remain and need to be monitored or overcome
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