Greenbooks Learning Solutions: Program directory 2016

Driving results-based training

to increase your ROI

6

Index

GreenBooks’ proven training models & programs are not only ready-to-deploy,but also can be customized to suit your unique business needs.

CORPORATE READINESS CHAPTER

Sales Skills That Delivers Result ..............25Consultative Selling Techniques ...............26Impactful Sales Presentation ......................27Successful Sales Negotiation .....................28

SALES CHAPTER

Professional Written Communication .....Email Excellence ..............................................Fundamentals of Communication ...............Power Presentation .........................................Masterful Presentation ..................................Beat That Conflict ............................................Feedback That Works ...................................Conducting Productive Meetings ............Interviewing Skills ............................................Winning Negotiations ..................................Creativity & Innovation ...................................Time Management...........................................First Time Manager...........................................

PERSONAL EFFECTIVENESS CHAPTER

Measure ROI in Training .............................. 07Train the Trainer ............................................... 08ROI Based Needs Analysis ......................... 09

L&D TRAINING CHAPTER

e-mail: [email protected]

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GreenBooks’ Chapters to Performance

Some of the proven learning models are the following:

• Learning & Development Chapter

• Personal Effectiveness Chapter

• Sales Chapter

• Off the shelf programs (public or in-company)

• Tailored or custom solutions

• Coaching

• E-Learning

• Blended

• Small bites

• Game based learning

• Webinar

GreenBooks’ Delivery Channels

GreenBooks helps organizations achieve their business goals by crafting custom workshops that are aligned to the organization’s culture and system.


Conducting ROI/ Impact studies:

Is your organization investing on a strategic, visible, or investment heavy program? If yes, how do you know the impact of the program on your business outcomes?

GreenBooks’ impact studies will use the chain of impact process to capture data at four levels: reaction, learn-ing, application, and business impact. Once the business impact is identified, we use tools to isolate the impact of the training to calculate ROI for increased accuracy and credibility for the report.

Our framework is based on the work of Donald L. Kirkpatrick, with significant modifications by Jack J. Phillips.

Our steps of study involves:


Learning & DevelopmentChapter

Program Directory 2016.

Measure ROI in Training

OPEN WORKSHOP DATES

This program emphasizes the ROI Methodology developed

by industry leader Dr. Jack Phillips. Participants will experi

ence the application of the ROI Process model. This includes

developing application impact objectives, isolating the

effects of the program, converting data to monetary values,

tabulating appropriate program costs, and calculating the

ROI.

IS IT RIGHT FOR ME?Appropriate for Training Heads / HRD Heads, Training Managers /

HRD Managers, Trainers /Facilitators, Executive Coaches, Evaluation

Managers and specialists & Performance Measurement specialists.

DURATIONTwo or three days depending on the intensity of the requirement.

WHAT WILL I LEARN? By the end of this course you will be able to:

• Identify the drivers for ROI accountability

• Ide ntify and describe the major steps in the ROI methodology

• Identify and describe all 12 guiding principles

• Develop a detailed evaluation plan

• Identify and describe at least four ways to isolate the effects of

a program

• Identify at least six ways to convert data to monetary values

• Identify and analyze intangible measures

• Calculate the benefit cost ratio and the ROI

• Communicate ROI data to a variety of stakeholders

• Implement the ROI Process within the organization

WHAT WILL IT COVER?

Overview of the ROI Methodology

• Pieces of the results-based puzzle

• Levels of evaluation

• Types of data

• ROI Methodology process model

• Guiding principles of the ROI Methodology

• Criteria for selecting projects and programs to evaluate the

ROI

Evaluation Planning

• Instructional Design - Overview

Information Mapping

• Importance of business alignment

• Considerations when developing project objectives

• Planning documents to support data collection and data

analysis

Data Collection

• Data collection during project implementation

• Data collection after project implementation

• Tips to ensure an appropriate response rate

Data Analysis

• Isolation of program effects

• Data conversion to monetary value

• Fully-loaded project costs

• ROI calculation

• Intangible benefits

Reporting

• Common target audiences

• Impact study outline

• Evaluation Scorecard

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7Email us [email protected]

Call us now at978 994 2288

Or simply r egister atwww .greenbooks.co.in/event.php


Mumbai – 1st & 2nd, Feb 2016 (Hyatt Regency)

Delhi – 4th & 5th, Feb 2016 (Taj Vivanta)

Bengaluru – 8th & 9th, Feb 2016 (Myfortune ITC)

Chennai – 15th & 16th, Feb 2016 (Residency Towers)

Train the Trainer

This program is driven to enable trainers identify different

learning styles, thereby creating an effective learning

environment while adopting different training activities to

achieve the required learning outcomes. Participants will

develop facilitation skills, active training techniques and

consulting skills which will ensure maximum learner partici -

pation and learning retention.

IS IT RIGHT FOR ME?Applicable for managers, trainers and all those whose role requires

them to deliver training.

DURATIONTwo Days


• Gain practical skills and in-depth knowledge in all aspects of

the training process

• Ensure that a robust TNA process is in place

• Evaluate training effectiveness from simple to complex

• Develop facilitation skills, active training techniques and create

experiential learning sessions

• Identify your learning and training style and appeal to all adult

learning styles

• Use creative proven training methodologies to enhance training

effectiveness

• Create greater accountability for learning and transfer, and

ensure greater buy-in and retention

• Reinvent training delivery – and discover the amazing impact it

will have on your participants

WHAT WILL IT COVER?

Eight Training Competencies

1) How adults learn

• Learning Grid

• Learning Styles

• Learning Styles & Training Style Inventory

• Learning Process

2) Planning Instruction

• Session Plans

3) Managing Instruction

4) Presentation Techniques

• Facilitation Vs. Training

• Power Presentation

5) Motivation

6) Instructional Strategies

• Ice Breakers, Energizers and Structured Activities

• Powerful Training Methodologies

7) Communication

8) Evaluation

• Measuring Training Evaluation

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ROI Based Needs Analysis

This workshop links the learning objectives to focus on

Return On Investment (ROI). It expands the classic compo -

nent of learning objectives to six parts: input, reaction,

learning, application, impact and ROI. Write specific and

meaningful learning objectives, avoid common pitfalls, make

decisions regarding business impact, and address all the

crucial components of learning process.

IS IT RIGHT FOR ME?Appropriate for Training Heads / HRD Heads, Training Managers /

HRD Managers, Trainers / Facilitators, Executive Coaches,

Evaluation Managers and Specialists & Performance Measurement

specialists.

DURATIONOne Days

WHAT WILL I LEARN? By the end of this course, you will be able to:

• Describe the importance of developing objectives

• Define the stakeholder needs to establish the foundation for

objectives

• Use objectives to drive the evaluation process

• Develop objectives at multiple levels including reaction,

learning, application, impact, and ROI

WHAT WILL IT COVER?

Levels of Objectives

• Reaction

• Learning

• Application

• Impact

• ROI

Power of Higher Level Objectives

• Application & Impact Objectives

Business Alignment Model

• Analysis

• Objectives

• Measurement and Evaluation

Identifying Stakeholder Needs

• Payoff Needs

• Business Needs

• Performance Needs

• Leaning Needs

• Preference Needs

• Input Needs

Using Objectives to Drive

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Personal EffectivenessChapter


Professional Written Communication

You represent the face of your organization, and any written

document that goes out has to establish credibility and

professionalism. This course helps you to plan your writing,

perfect your grammar, and assess your style and tone to

write professionally.

You will take a pre assessment to gauge your current proficiency in

writing, and after the course a post assessment will be taken to

track the improvement in the skills. These assessments will be

hosted on our GreenBooks Learning Management System (LMS),

"http://www.igreenbooks.com". You will receive the scores and a

detailed feedback on your assessment and the best part is you can

do it right from your workplace!

IS IT RIGHT FOR ME?Appropriate for professionals at any level whose role requires them

to write a lot of email and prepare reports.

DURATIONThe duration can range between one to three days depending on

the intensity of the intervention.


• Eliminate grammatical errors in writing

• Write well-structured emails

• Provide information with clarity and succinctness

• Write in a style that is appropriate to the audience

WHAT WILL IT COVER?

Grammar is fun

• Review the rules of grammar for more clarity

• Familiarising ourselves with grammatical elements– and

putting them into practice

• Words in different contexts – can we rely on spell check?

• Knowing what the most common mistakes are – and avoiding

them!

Learn to Punctuate – It’s as easy as a pie!

• How to punctuate correctly to make sense of our writing

• Avoiding the pitfalls of incorrect punctuation

Writing Structured Emails

• Using structures that add clarity and readability to your email

• Mind Map

• Cutting out unnecessary words and phrases

• Writing with the reader in mind

• Active Passive Structures

• Sentence Structure – Simple and Compound

• Setting the tone – Professional, friendly and formal

• The end result – is it clear, accurate, professional?

Approach towards Report Writing

• Planning the structure

• Sequencing the report

Adopting a professional style

• Use expressions that connect you with the reader

• Adopt a style that fits in with the objective of the report

What are the components of a report?

• The beginning, middle and end

Creating visual appeal

• The design of your document is important

• Create visuals to enhance the appeal of your document

Learning Management System

• Practice exercises in writing and grammar

• Passages for editing

• Feedback on participants’ emails

• Pre and post training assessment

• Review and Personal Development Plan

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Email Excellence

This course will help you write emails that are professional

in tone and style and also get the required results from the

reader.

IS IT RIGHT FOR ME?For professionals of any level whose role demands them to write

exceptionally good emails.

DURATIONThe duration can range between one to three days depending on

the intensity of the intervention.


• Eliminate grammatical errors in writing

• Write well-structured emails

• Provide information with clarity and succinctness

• Write in a style that is appropriate to the audience

WHAT WILL IT COVER?

Writing Skills

• Structuring mails for readability

• Active & Passive Structures

• Sentence Structure – Simple and Compound

• Setting the tone and style

Grammar Skills

• Subject Verb Dissonance

• Articles and Prepositions

• Eliminating slip-ups in Tenses

• Using Reported Speech

• Punctuating Correctly

Learning Management System

• Practice exercises in writing and grammar

• Passages for editing

• Feedback on participants’ emails

• Pre and post training assessment

• Review and Personal Development Plan


Fundamentals of Communication

In order to deliver results, communication skills are critical to

any organization’s success. All individuals must be able to

communicate effectively in meetings and in one-on-one

conversations up, down, and across the organization.

This course provides tactical skills and useful frameworks for

communicating with a focus on moving the business forward,

actively seeking input from colleagues with diverse perspectives,

effectively working with others, and maintaining long-term

productive business relationships.

IS IT RIGHT FOR ME?Appropriate for professionals of junior to mid category.

DURATIONOne Day


• Identify and apply fundamental communication skills and processes • Handle communication pushback • Conduct more effective business interactions that focus on both delivering the content and preserving/enhancing the relationship • Flex communication approaches to accommodate different learning styles and cultural differences • Select the best communication technology for the situation • Create approaches for managing communication challenges

WHAT IT COVER?

The Driving Principles of communication

• The Art of Communication

• Wisdom and Challenges

Fundamental Communication Skills

Exercise:

• Connecting

• Encouraging

• Listening

• Questioning

• Confirming

• Providing

Listening

• Four levels of listening

• Cultural Differences in listening

• Listening Tips and Tactics

Questioning

• Close ended and open ended questions

• High-Gain Questions

Process for Handling Pushback

• Encouraging

• Questioning

• Confirming

• Providing

• Checking

Communication across styles

• Types of learning styles

• Communicating with people of different styles

Communication Tools/Technology

• Selecting the best communication tools

• Matching medium to purpose

• Tips for using communication tools

Handling Communication Challenges

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Power Presentation

Effective presentations are vital in today’s workplace;

superior presentations provide value-added information and

insight, and engage the audience in ways that lead to

desired results.

Presenting with Impact brings a best-practice approach to all

stages of the presentation process. It helps individuals and teams

prepare and deliver successful presentations that engage the

audience and yield positive business results

IS IT RIGHT FOR ME?Suitable for individuals at all levels who are required to speak in

front of others and deliver impactful presentation

DURATIONTwo Days


• Use a structured approach for presentation, preparation and

delivery

• Conduct question and answer sessions with confidence

• Handle challenging presentation situations

• Use techniques for conducting effective presentations as part

of a team

• Apply best practices at all stages of the presentation process

WHAT WILL IT COVER?

Presentation Age

• Why presentations fail?

• Six aptitudes

Getting Ready

• Starting analog

• Identifying audience needs

• Crafting your story

Presentation cycle

• Plan

• Prepare

• Practice

• Perform

• Process

Power Delivery

• 3 driving principles of power presentation

• Humor – Planned Vs. Unplanned

• Opening Presentations

Providing and receiving feedback

Advancing: Key points

Concluding : Key points

Body Language while Presenting

• Posture

• Gestures

• Speech control

• Eye contact

Presentation Tools

• Criteria for selecting visual aids

• Guidelines for selecting face-to-face presentation tools

• Guidelines for selecting virtual presentation tools

• Tips for preparing and performing with presentation tools

Handling Challenging Situations

• Three types of challenges

• Handling objections

• Group management issues

• Group management techniques

• Structuring questions and answers sessions

• Getting audience involvementfor editing

Tips for dealing with anxiety

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Masterful Presentation

This workshop assumes you can already prepare and deliver

presentations. The facilitator will encourage you to polish

your skills by working on creating a memorable event for

your audience.

IS IT RIGHT FOR ME?Suitable for individuals who deliver high profile presentation.

DURATIONTwo Days


• Demonstrate the skills, behaviors, and judgment of

high-performing presenters

• Develop the ability to present with confidence in multiple

situations and with multi media

• Diagnose common group process and presentation dynamics,

then identify and apply appropriate interventions

WHAT WILL IT COVER?

Process of Creating Presentation

• Brainstorm

• Grouping

• Storyboard

• Develop

Design

• Principles of presentation design

• Creating messages that stick

• Using Visuals

Masterful Presentations – Focus Areas

• Head—“Thinking Process”

• Heart—“Emotional Connection”

• Hands—“Technical Skills”

• Feet—“Thinking on your Feet”

Difference Between Great Presenters and Poor Presenters

Head—“Thinking Process”

• Know Your Audience

• Clarify Your Purpose

• Organize Your Presentation

• Practice Makes Perfect

Heart—“Emotional Connection”

• Connect to the Audience

• Inspire through Anecdotes/Stories

• Be empathetic

Hands—“Technical Skills”

• Maintain Strong Presence

• Ask Distinctive Questions

• Lead Discussions

• Master Your Media

Feet—“Thinking on your Feet”

• Observe

• Listen

• Reframe

• Manage Challenging Situations

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Beat That Conflict

This one day program provides you with insights on how to

manage conflicts at the workplace.

During this one day program, you will learn how to improve and

maximize your performance as you examine how you can deal with

and manage conflicts.

IS IT RIGHT FOR ME?For managers who need to manage conflicting situations within

teams.

DURATIONOne Day


• Identify your most preferred conflict resolution style and how to apply it in different scenarios • Draw a course of action to help you adapt to the changes in the workplace • Determine how and when conflicts can be solved by mediation

.

WHAT WILL IT COVER?

Levels of Human Behavior

• Visible behaviour

• Conscious thought

• V.A.B.E (values, assumptions, beliefs, and expectations)

Managing Workplace Pressure

• Being proactive

• Managing conflicting needs from more than one person

• Managing your negative thoughts in a crisis

• Where, when and how to use mediation and how to make it

work

Instrument used:

Thomas Kilmann Conflict Mode Instrument.

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Feedback That Works

In this program, you will learn the practical steps to giving

feedback and feedforward to achieve more from your teams

and keep them motivated.

IS IT RIGHT FOR ME?This is for all managers, team leads and those who have to

manage people.

DURATIONOne Day


• Define feedback and when it should be used

• Deliver appropriate feedback to your team members

• Practice feedforward to help you build on your team members’

strengths

• Create a conducive environment for feedback

BATCH SIZEBatch size should not exceed 15 participants.

COMMERCIALSINR 40,000 per day plus service tax as applicable.

WHAT WILL IT COVER?

Building Blocks of Effective Feedback

• What is effective feedback?

• When to deliver feedback

• The benefits of feedback

• Defining feedback – the difference between praise and

feedback

• Constructive feedback to develop individuals

• Instant feedback vs formal feedback

• Feedback vs Feedforward

Preparing for the meeting

• Preparing for the feedback meeting

• Setting SMART objectives to ensure action

Feedback process

• Remaining assertive

• Listening to the receiver’s feedback

• Remaining calm and not becoming emotional or aggressive

during feedback

• Planning and giving feedforward

Thomas Kilmann Conflict Mode Instrument.

• Preparing an Action Plan for use in the workplace

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Conducting Productive Meetings

Use a variety of techniques to organise and conduct effective

and interactive meetings (by phone or face-to-face) to gain

time and increase productivity.

IS IT RIGHT FOR ME?Suitable for all individuals who are required to run, conduct and

lead any kind of meeting and who wish to achieve success.

DURATIONOne Day


• Structure and conduct meetings to achieve objectives

• Create an environment that is conducive for participants to

contribute

• Assign roles and keep to schedules

• Deal with difficult situations or members.

WHAT WILL IT COVER?

Preparing for a meeting

• Setting the objective of the meeting

• Preparing the agenda

• Structuring the various phases of the meeting

• Identifying clearly the role and responsibilities of the

chairperson

• Adopting the appropriate tone and structure

Leading the Meeting

• Assigning meeting roles

• Establishing the relevance and pertinence, time and duration

• Techniques to lead and involve the team in the meeting

Communicating Effectively

• Questioning and listening techniques

• Identifying the key message and the needs of the audience

• Handling misunderstandings

• Maintaining assertiveness

Concluding the Meeting

• Following effective reviews

• Mastering summarising techniques

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Interviewing Skills

This module is focused on the practical application of the

skills required for successful recruitment and selection. Our

consultant will work with you to ensure you gain the

insights, knowledge and confidence to needed for successful

recruitment and selection in your organization.

IS IT RIGHT FOR ME?Suitable for managers at any level whose role also includes

interviewing prospective candidates.

DURATIONTwo Days


• Identify your various recruitment options

• Plan and prepare for a selection interview

• Be able to project a professional image during the interview

that puts the candidate at ease

• Specify the requirements of the job vacancy to be filled, and

maintain a focus on the interview's primary objectives

• Identify how to select the most suitable candidate for the job

vacancy by using effective questioning and measurement

against the criteria

• To make effective decisions about each candidate based on the

information gained during the interview

WHAT WILL IT COVER?

Attracting the Right Person

• Defining the recruitment and selection process

• Methods of recruitment

• Identifying role and responsibilities

Preparing for Interviews

• Using job descriptions and person specifications

• Interview objectives and structuring an interview plan for each

candidate

• Preparing the interview room

• Selecting an appropriate interview time and venue

• Style of interview - one-to-one, board, panel, who should

attend etc.

Conducting the Interview

• Creating an open environment so that the candidate is

encouraged to open up and relax

• Overcoming barriers to communication using positive body

language

• Keeping the interview on track and using effective Listening

and Questioning skills

• How to take notes - recording information for future use

After the Interview

• Reviewing candidate qualities, attributes and skills against set

criteria

• Selecting the right candidate – evaluating performance,

strengths and weaknesses

Personal Development

• Formulating an action plan

NOTE:

• As part of the training we would need at least five candidates

who will be interviewed real time by the participants.

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Winning Negotiations

This program focuses on equipping the participants with the

skills required to negotiate the best possible terms, uncover

the actual position of the other party and yield as minimal as

possible. The entire process of learning is stimulated with

the help of interactive tactics to help participants to negoti-

ate with confidence and skill on the job.

The program’s concepts, strategies, tactics, and skills are specifi-

cally tailored to address situations in which you must achieve two

goals at the same time:

You must maintain a positive relationship with the other party.

You must represent your own interests.

IS IT RIGHT FOR ME?Appropriate for people whose job involves negotiating with

customers and would like to develop negotiation skills from

scratch or wish to review and refresh the current existing

techniques.

DURATIONTwo Days


• Identify your style of negotiating and build on your behavior

• Use your negotiation style to your advantage in negotiation

• Ensure win/win outcome

• Recognize the principles of negotiation

• Effectively apply researched-based knowledge, skills and tactics

to negotiate

• Avoid classic negotiation mistakes

• Handel tough negotiation skillfully

• Overcome dead ends and attain profitable consensus

• Negotiate without endangering client success

• Prepare a personal action plan to self develop

WHAT WILL IT COVER?

How Can I Avoid Making Classic Mistakes?

• Four Classic Negotiation Mistakes

• Types of Negotiations

• Negotiation Parameters

• Interests

• Sources of Value

• Tips for Avoiding Four Classic Negotiation Mistakes

What Self-Knowledge Do I Need?

• Identifying Your Own Negotiation Styles

• Using Your Negotiation Style to Advantage

What Do I Need to Know About My Client and the

Situation?

• Tactics for Dealing with Client Negotiation Styles

• Knowing Your Client Checklist

How Do I Prepare for Success?

• Tips for Using the Five Negotiation Skills


• The Four Phases of the Negotiation: Tactics

• The Four Phases of the Negotiation: Dos and Don’ts

• The Four Phases of the Negotiation: Tools and Concepts

How Do I Improve My Negotiating Position?

• Leverage

• Leverage Tactics

Tools Used

• Thomas Kilmann Instrument (TKI)

• Navigation Guide for Negotiation

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Creativity and Innovation

After the facilitator brief, the class will be split into groups

of 5 to 6 people. The groups will be asked to choose a

real-time work challenge or an imaginary challenge to solve.

During the phases of solving, the participants will learn the

different creativity tools and innovation process. After the

convergent phase of the discussion, the participants will be

asked to develop a prototype or a blueprint for the defined

problem/ challenges.

At the end of the workshop, the groups will present their work to

their peers.

IS IT RIGHT FOR ME?Appropriate for professionals of any level seeking innovative and

creative ideas for solving problems. This program will encourage

you to find solutions to problems by adopting a process to

creativity and innovation.

DURATIONOne Day


• Develop innovative and creative skills to asses and solve your

workplace problems

• Make more use of your own and your colleagues’ creative

thinking skills

• Understand how to present new ideas to secure the ‘buy in’ of

others to implement change

• Construct a report that clearly outlines the thinking process,

conclusions and recommendations for making change happen

WHAT WILL IT COVER?

Innovation

• Understanding Creativity and Innovation

• Innovation drivers

• Types of innovation

• Jugaad innovation

• Degrees of & innovation

• Framework for innovation

Creativity

• Generating creative customer focused ideas

• Divergent thinking vs. Convergent thinking

• Brainstorming

• What if

• Left right brain alterations

• TRIZ

Design thinking

• Human-centered thinking

• The next competitive advantage

• Knowledge funnel

• Analytical thinking vs. Intuitive thinking

Phases of creative process

• Defining

• Immersion

• Ideation

• Idea generation

• Prototyping

• Implementation

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Time Management

This Time Management self-development program will help

you take on your biggest enemy - time crunch. In this

fast-moving world, organizing and managing your time is a

big challenge. This course explains how to meet and conquer

the time challenge once and for all. Its groundbreaking

"personalized" approach helps you uncover your own

strengths & weaknesses to develop a time-management

system that suits your needs.

IS IT RIGHT FOR ME?This program is for professionals who want to be able to manage

their time in the most effective way possible.

DURATIONTwo Days

WHAT WILL PARTICIPANTS LEARN?By the end of this course, participants will be able to

manage their teams effectively through:

• Identify and apply proven techniques for dealing with stress

and overload and how to optimize your working time in a

multi-task environment.

• Overcome the reluctance to delegate

• Develop a time management approach optimized for the

precise requirements of your personality and job.

• Control the vicious circle of time-pressure and stress; allowing

you to make the most effective use of your time, energy and

talents.

• Apply an array of proven time-saving techniques, including:

urgency & importance analysis classification, task/time

optimization and a variety of effective decision making

strategies.

WHAT WILL IT COVER?

Life and Roles of Time

• Understanding - Standard Of Living and Quality Of Life

• Value of time as a Natural Resource

Identifying Personal Time Wasters and Self Management

• Identifying Personal Time Wasters

• Effective Time Management is part of Effective SelfManage

ment!

• Manage Self before you Manage Others!’

• Planning Behavioural Changes

• Exercise – Personal Time Audit and Planning

Goals and Goal Setting Principles

• Activity based learning

• Need and Importance of Goals and Achievement

• Goal Setting Principles

• Achievement Motivation

Planning and Organizing

Basic Inputs on Planning and Organizing

“ First Things First” - Prioritization Principles

• Principle - “First Things First”

• Prioritization Principle 1 – Strategic Orientation - Important

and Urgent Matrix

• Prioritization Principle 2 - Must, Should and Can Do Matrix

• Work Planning, Prioritization, Multitasking and Scheduling

• Prioritization by Consultation

• Activity – Prioritization

Time Management Enablers

• Identify Need and Importance of Process Discipline

• Eliminate Non Value Adding Work

• Standardize Routine Work

• Adhere to Visual Control Charts

• Chunking – Project to Tasks to Activities

• Activity – Poka Yoke Error Reductions

Assertiveness Skills

• Modern Work Culture and Work Ethos

• Autonomy and Informality at work

• Types of Behaviours and Communication

• Aggressiveness, Non Assertiveness and Assertiveness

• Verbal and Non Verbal Indicators

• Need and Benefits of Assertiveness

Knowing when to Delegate

• Overcome the reluctance to delegate

• Decide which tasks are suitable for delegation and the art of

delegating effectively

M eeting Skills

• Need and Importance of Meetings

• Punctuality and Time Management in Meetings

• Planning, Preparation and Participation in Meetings

• Basic Meeting Etiquette

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First Time Manager

This practical and comprehensive two day course uses the

Thomas International Psychometric Tool, case studies, group

discussions and activities to enable managers to understand

the dynamics of the people in their teams. It will help the

managers motivate their members, manage their expecta -

tions and help them perform better.

IS IT RIGHT FOR ME?This program is for professionals who are in the process of have

just entered a managerial role and are looking to start strong.

DURATIONTwo Days

WHAT WILL PARTICIPANTS LEARN?By the end of this course, participants will be able to

manage their teams effectively through:

• Understanding their own behavioural profile

• Making unbiased decisions after seeing the picture in entirety

• Modifying their behaviour to suit behavioural requirements of

others

• Understanding their natural leadership styles

• Delegating effectively

• Providing feedback to enhance performance

• Motivating and persuading their team members through

effective communication

• Taking ownership for their teams and the goals set by the

organization

WHAT WILL IT COVER?

Personal Behaviouraland Leadership Style

• Thomas profiling (DISC) will be done to uncover each

individual’s behavioural style at work

• Realizing the influences on your personal leadership style

• Analysing your personal leadership style

• The impact of your style on those you manage

• Understanding performance problems

• Identifying your personal strengths and areas for development

Engaging Others

• Preparing for the feedback

• Remaining assertive

• Listening to the receiver’s feedback

• Effective Delegation

• Trust – An important element

• Difference between coaching vs. Mentoring

Managing performance

• Setting goals

• Managing self and others effectively

Personal Development

• Preparing a personal action plan

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Sales Chapter


Sales Skill That Delivers Result

This two day program offers a strong foundation of skills

and qualities required to turn opportunities into positive

results. The individual’s needs and objectives are addressed

through sharing the experi ences and interactive sessions.

This program equips participants with the introductory knowledge

and skill needed to begin a successful and productive career in

sales.

Highly interactive practical sessions facilitating the development of

skills in a risk free environment. Enhance your ability to build more

rewarding relationships by understanding the reason behind your

customers reaction and how to deal with them with the elements

of sales psychology. Participants will learn from an experienced

facilitator with a successful sales background. Participants will take

away a handy manual of the course.

IS IT RIGHT FOR ME?Appropriate for fresh, potential and existing sales personnel with

minimal or no prior training and who require the best possible

understanding of the sales process.

DURATIONTwo Days


• Realize how sales psychology has an affect on both you and

the buyer

• Build a powerful sales process that will improve your sales

results

• Develop the key skills that are vital for successful sales people

• Build better relationships with your customers to ensure trust

and loyalty prevails

• Examine your products and services to identify benefits that

meet your customers’ needs

• Provide guidance to your customers through the process of

sales while handling objections effectively through problem

solving techniques

• Present your products with a flair that stimulates the

customers’ interest

• Identify the most appropriate way to communicate to match

your customer types

• Make your own personal action plan for the work place

WHAT WILL IT COVER?

What is Selling?

• Analyse your products and the skills & qualities required for the successful sales representative • What makes people buy • Conduct an analysis on your strengths and weaknesses

The Company, Your Department and You

• Understanding your products and services better – the strengths, weaknesses and the unique features • Recognizing the company’s objectives that is inline with the targets

Plan for a Productive Sales Meeting

• Using the sales cycle to examine your objectives and targets • Sorting your prospects and planning your activities • Identifying the decision maker • Fixing appointments over the phone • Connecting to the right person

Build Rapport with Your Customer

• Evaluating the customer's style and behavior • The importance of personal presentation • Communicate with people at all levels by enhancing confidence • Adjusting your body language and approach for optimum impact

The Successful Sales Meeting

• Applying questioning and listening techniques to Identify the actual needs • Applying impactful sales process to guide the meeting • Differentiating between the benefits and features of the products • Applying persuasive and influencing skills while presenting your product • Personalizing your presentation

Overcome Objections and Secure the Sale

• Applying a variety of techniques to overcome the common objection • Identifying the actual objection • Recognizing an objection as a buying sign • A step-by-step process towards enhancing commitment • Importance of timing your silence to help the customer make the right decision • Identifying the opportunity for future sales and referrals

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Consultative Selling Skills

This program focuses on the pull sales strategy instead of

push. It enables the participants to adopt a disciplined sales

process and conduct a sales call with ease and confidence.

IS IT RIGHT FOR ME?Appropriate for people from first level to mid level sales managers.

DURATIONTwo Days


• Link the three Driving Principles of Consultative Selling to

various stages of the Sales Process

• Use the handling objections model in overcoming customer

objections during sales calls

• Explore needs with customers in a way that builds and

strengthens the relationship while keeping it profitable

WHAT WILL IT COVER?

4 Areas that differentiate top sales people:

• Selling Skills

• Attitude and beliefs

• How to advance sales situations

• How to conduct sales cal

3 Driving Principles

Customer’s buying steps

Sales Call Outline

• Opening

• Capability Building Statements

• Progressing

• Concluding

Consultative Selling Skills

• Skill

• Connecting

• Encouraging

• Questioning

• Listening

• Confirming

• Providing

How to ask High Impact Questions

Listening Skills and its challenges

• Consultative Listening Skills

• Listening Behaviours to avoid.

Handling Objections

• Encouraging

• Questioning

• Listening

• Confirming

• Providing

• Checking

Gap & Consequences

• Identify Gaps to focus on

• Link Gap to Consequences

Discuss Solutions in Terms of Benefits

Closing Guidelines

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Impactful Sales Presentation

This highly experiential program focuses on preparation,

practice and performance. It equips you with the skills to

add a flair to your presentations and induce a better reaction

from your audience.

Participants will be given the chance to knit their own style into a

presentation that’s built around a sales process. Participants will

learn how to build rapport with their audience and will receive

feedback from the experienced coach. This program has limited

number of participants to assure feedback and coaching is given to

each individual.

IS IT RIGHT FOR ME?This workshop is for participants who can compile a sales

presentation but need to build a better style of delivery to improve

outcomes.

DURATIONTwo Days


• Plan and prepare to sell the presentation

• Develop a template for a structured sales presentation

• Jazz up your presentation with elements of style and interest

• Build rapport with your audience

• Build a dynamic delivery style to appeal to your audience

• Realize when and how multimedia should be used

• Use PowerPoint presentations that appeal

• Make an action plan to develop future presentations

• Deal with difficult audiences

WHAT WILL IT COVER?

Conveying Ideas

• Creating ideas not slides

• Sketching ideas using diagrams

• Classifying ideas with diagrams

• Making diagrams work together

Displaying Data

• Crafting stories

• Making meaning out of the data

• Identifying the right communication chart

• Highlighting what’s important (Background, data, emphasis,

results)

• Chart make overs

Arranging data

• Contrast

• Flow

• Hierarchy

• Unity

• Proximity

• Space

• Colour

• Text

• Background

Customizing your delivery

• Identifying customers buying steps

• Three driving principles of sales presentation

• Aligning presentation to your audience

Handling Objections during sales presentation

• Encouraging

• Questioning

• Listening

• Confirming

• Providing

• Checking

Presentation Cycle

• Prepare

• Practice

• Perform

• Process

Techniques for opening

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Successful Sales Negotiation

This program focuses on equipping the participants with the

skills required to negotiate the best possible terms, uncover

the actual position of the other party and yield as minimal as

possible. The entire process of learning is stimulated with

the help of interactive tactics to help participants to

negotiate with confidence and skill on the job.

The program’s concepts, strategies, tactics, and skills are

specifically tailored to address most situations which occur in an

organization in which you must achieve two goals at the same

time:

• You must maintain a positive relationship with the other party.

• You must represent your own interests

IS IT RIGHT FOR ME?Appropriate for people in sales and for those whose job involves

negotiating with customers in a sales environment and would like

to develop a negotiation skills base from scratch or wish to review

and refresh their techniques.

DURATIONTwo Days


• Identify your style of negotiating and build on your behavior

• Use your negotiation style to advantage in negotiation

• Ensure win/win outcome

• Recognize the principles of negotiation

• Effectively apply research-based knowledge, skills and tactics to

negotiate

• Avoid classic negotiation mistakes

• Handle tough negotiations skillfully

• Overcome dead ends and attain profitable consensus

• Negotiate without endangering client success

• Prepare a personal action plan for self-development

WHAT WILL IT COVER?

How Can I Avoid Making Classic Mistakes?

• Four Classic Negotiation Mistakes

• Types of Negotiations

• Negotiation Parameters

• Interests

• Sources of Value

• Tips for Avoiding Four Classic Negotiation Mistakes

What Self-Knowledge Do I Need?

• Identifying Your Own Negotiation Styles

• Using Your Negotiation Style to Advantage

What Do I Need to Know About My Client and the

Situation?

• Tactics for Dealing with Client Negotiation Styles

• Knowing Your Client Checklist

How Do I Prepare for Success?

• Tips for Using the Five Negotiation Skills


• The Four Phases of the Negotiation: Tactics

• The Four Phases of the Negotiation: Dos and Don’ts

• The Four Phases of the Negotiation: Tools and Concepts

How Do I Improve My Negotiating Position?

• Leverage

• Leverage Tactics

Tools Used

• Thomas Kilmann Instrument (TKI)

• Navigation Guide for Negotiation

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committed to excellence

2016 GreenBooks Learning Solutions. All rights reserved.

Chennai

No.99-4, Sneha Sadan,Nungambakkam Hign Rd

Chennai - 600034.Tamilnadu

Bangalore

Karnataka

BHive 1st Floor, L- 148, 5th Main, 6th Block, HSR Layout,

Sector 6, Bengalore 560102,

Greenbooks Learning Solutions: Program directory 2016

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Transcript of Greenbooks Learning Solutions: Program directory 2016