Advanced Business Communication: Effectively Influence with Integrity

Consistent effective business communication is based on presenting ideas, products or services to others only when you fully understand their needs and you can state the benefits from their perspective.

The ‘old school’ of spraying information about your offering in the hope of randomly ‘hitting a hot button’ is no longer effective in this fast moving age. Whether you’re influencing your client, boss, co-worker, potential investor or business partner, you need to know how to move the discussion toward gaining an understanding of their real (often unspoken and sometimes unknown) problems or needs, not simply talking about your offering.

If this process is carried out cleanly and effectively, the conclusion will be either a genuine ‘request to buy’ created from within the other party, or a friendly, mutual agreement that nothing beneficial can be taken away from doing business together at that time. Both of these are a successful outcome and a firm base for the future.

Whether you're an employee, manager, business person, entrepreneur or sales, this series of workshops is for you.

Our Advanced Business Communication programme provides you with the skills to transform the way you do business. It has three distinct workshops; there is a benefit in taking all three in the order suggested, but it is not a prerequisite. Each workshop is self-contained and each will provide you with insights, a framework and tools that you can take away with you and use immediately to Effectively Influence with Integrity.

What Will You Take Away From These Workshops?

You should expect to take away skills, knowledge and habits that will totally transform the way you do business. Our workshops are based on proven, sound influence methodologies, including NLP, which is recognized as the 'difference that makes the difference' in business.

How will I or my Business Benefit?

• Less stress and more effective communication.
• Fewer costly errors through miscommunication.
• More and bigger sales - earlier, easier and more enjoyably.
• Less time or effort wasted chasing 'lost causes'.
• Repeat business and referrals from satisfied clients.
• More respect and influence with colleagues and clients.
• More energy, creativity and enthusiasm.

Workshop A. Communicating is a Two Way Street: Align Your Offering with What People Really Want

• How business communication really works.
• How to influence the buying process.
• Use precision questioning to clarify your offering.
• The importance of TakeAways©.
• Create TakeAways© that satisfy client needs.
• Clearly and succinctly describe your offering.

Workshop B. Facing the Customer: Transform a Business Conversation into a Request to Buy

• Create a strong connection with your client.
• Gain clarity on spoken and unspoken needs and concerns.
• Create convincers that move your client to buy.
• Operate from a resourceful perspective.
• Handle and inoculate against objections.

Workshop C. Bringing it All Together: Find and Apply Customer Insights to Seal Agreement

• Understand how people make decisions.
• Determine how you get the most influence.
• Gain insights that make the difference.
• Achieve a predictable, high level of effectiveness.
• Reposition divergent positions to move to agreement.
• Create proposals/options that help you win business.

Workshop Dates and Cost

• Workshop A. Communicating is a Two Way Street: Align Your Offering with What People Really Want - March 12, 2009
• Workshop B. Facing the Customer: Transform a Business Conversation into a Request to Buy - April 16, 2009
• Workshop C. Bringing It All Together: Find and Apply Customer Insights to Seal Agreement - May 21, 2009

Cost:

• $247 CDN plus GST per workshop. 'Earlybird' registration (21 days ahead) $207 CDN plus GST.
• All three workshops (taken in any order) $600 CDN plus GST.
• Ask about group discounts - two or more.

For this series of workshops, you can register on-line at our business partner Holis Associates.

What is the Structure of Each Workshop?

We use a fast paced, challenging blend of classroom teaching, demonstrations, exercises and group and one-on-one interaction with experienced trainers and coaches. Real-time practice will reinforce and deepen your learning. There will also be time to address some of your individual commercial challenges.

Our Advanced Business Communication training uses the most current Business NLP techniques (based on sound cognitive and behavioural psychology), underscored by new, practical, no-nonsense business practices. Students positively change the way they act and start by recognizing how the human communication model really works, both in business and personal life. We then build on this using examples from their own work, and use highly interactive exercises to change their day-to-day business approach into a far more effective and productive process.

Who Should attend?

• People who 'don't sell', but really do it all the time.
• Salespeople, marketing and sales management.
• Project managers and company directors.
• Business, technical and process analysts.
• Business owners who want to grow their business.
• Entrepreneurs wanting to raise capital or to find partners.

Your Trainers

Trevor Wilkins

Trevor Wilkins BSc is the Principal of Holis Associates, after 30 successful years in Commercial and Public Service leadership. As a result of this experience, he has extensive and very practical insight into selling ideas, products and services in Finance, Software, Telecommunications and General Markets. He believes deeply that a candid understanding of the ’sales truths’ that underpin a company is essential for commercial success. This is true for front line sales & sales support staff, and also for everyone from the receptionist to the head of R&D. He’s also frequently seen and managed the results of the fear that too often underlies many sales and management failures over the years.

Now based out of Ottawa, Ontario, in Canada, but working all over North America and the UK, he’s been strongly motivated to develop ABC Sales© . This is an Operational Sales Training programme that very effectively addresses this massive and usually unacknowledged problem. Empowering sales and presales teams to sell more, quicker and more easily, his Fearless Selling courses also make sales fundamentals accessible and applicable to many others within a company - driving improvements in productivity and profitability everywhere. His Sales Training programmes are based on Advanced Business Communication© - a more generic training course developed from his interest in practical research in cognitive and behavioural psychology. This is underpinned by his work as a Master Practitioner of NLP - much used by large corporations in the UK commercial market where he trained.

His approach to Sales Training and to all aspects of Business Communication, is energetic, enjoyable and, above all, practical. In his workshops, he and the other Holis coaches facilitate the huge change in sales influence that his clients demand in their professional and personal lives - whilst at the same time ensuring they enjoy the experience. In his Sales Consultancy assignments, he is relentless in searching for the truths underlying a commercial problem and always positive and creative in his solutions.

Trevor has moved from sales bag carrier to Sales Director to Managing Director; in companies ranging from personal ownerships to NASDAQ start-ups to Europe's largest financial software consultancy. He’s thus comfortable working at many levels, so his down-to-earth approach works for absolutely everyone.

In the military, he was a Degree-qualified Engineer, Staff and then IT trained and led operational teams to success both in peacetime and in combat. In commerce, he has used his commercial and sales education to extend this energy to lead his sales and marketing teams to success all over the world.

Roger Ellerton PhD, CMC

Roger Ellerton PhD CMC is passionate about helping others achieve what they desire in life. A successful businessman, tenured university professor at the University of New Brunswick, and Canadian federal government executive, he has helped individuals from all walks of life and all ages to learn, to address challenges at work and at home, to be themselves and to get more of what they desire in life.

The founder and managing partner of Renewal Technologies, a company providing management of change and personal growth consulting, coaching, public speaking and training services, Roger is now an associate of Holis Associates. He is a Certified Management Consultant and Certified NLP Trainer who has been delivering NLP training since 1996. Listed in the International Who's Who in Education, Roger has clients from all over Canada and the rest of the world. He is the author of several highly successful books including Live Your Dreams Let Reality Catch Up: NLP and Common Sense for Coaches, Managers and You, Live Your Dreams Let Reality Catch Up: 5 Step Action Plan and several CDs and audiotapes.

Roger's academic clarity, business experience and deep understanding of NLP and many other aspects of cognitive and behavioural psychology bring an extra ‘edge’ to this training. His presence ensures that all students will only take away repeatable, well proven and securely grounded techniques for use in commerce generally and sales in particular.

To Register or For More Information

Contact us today - info@renewal.ca or 613 692-1424.

For this series of workshops, you can register on-line at our business partner Holis Associates.

Live Your Dreams Let Reality Catch Up: NLP and Common Sense for Coaches, Managers and You by Roger Ellerton is rapidly becoming the standard for introducing NLP and is a valuable resource of proven techniques and concepts for managers and coaches. Parents and those in the helping professions, indeed anyone looking for personal improvement or assisting others with personal change, are also finding great value in this book. Live Your Dreams Let Reality Catch Up is available from Amazon.com, Amazon.ca, Chapters.indigo.ca, Amazon.co.uk, Barnes and Noble and other fine book retailers.

Renewal Technologies Inc.