Training Prospectus from

Sales Mastery Training Productivity Mastery Training Behaviour & Communication Workshops* Change Management Workshops

This prospectus contains descriptions of the various training courses offered by Limelight Business Development. For more information and prices, please contact John Hardstaff:

Email: john@limelightuk.com

Tel. 0843 289 3846 / 07825 127955

Website: www.limelightuk.com

* These courses are delivered by our communication consultant Sean Meeghan.

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Sales Mastery Training

Our Sales Mastery training lies at the core of our training portfolio. This one day event provides the foundation skills for the remainder of our program. The course provides an excellent introduction for new or inexperienced sales personnel. At the same time, the focus on communication skills and strategies means that even experienced sales people will discover new and valuable content to enhance their selling skills. The course is highly practical in nature with plenty of exercises to enable participants to practice the skills covered in the course.

Youll Learn Great Sales Techniques. Youll Get a True Sales Mindset!
Sales Techniques: Sales vs. Marketing

The Discovery processes the customer and their needs Development tailoring the value proposition to the client Closing the sale Customer service building long-term partnerships

An Authentic Sales Mindset

Developing and testing deep trust, communication and rapport with clients. Master your own Motivation and Buying Strategies those of your customers. Understand and utilise Towards and Away from motivation, and, Sameness / difference motivation to communicate.

Youll Profit Through

An understanding and practical experience of all aspects of the sales process Development of essential people skills to establish and develop lasting customer relationships Understanding buying strategies plus how to discover and respond effectively to them. Understand your own and your customers communication strategies plus how this effects the sales process.

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Productivity Mastery Training

Whats the difference between you and these people - Richard Branson, Donald Trump, Jack Cohen (Tesco), Anita Roddick, James Dyson, Philip Green, Tim Martin, Jacqueline Gold, Peter Jones, and you? You all have 24 hours in each day - its what you do with it that makes the difference.

Productivity Mastery gives you a model for your own increased productivity and success. We all have natural preferences for working, re-charging, for focusing our lives. Super successful people have a much clearer idea of their natural preferences which they exploit.

They have a massively clearer idea about what success means for them and they live their lives to achieve this They have great time management strategies They never procrastinate They play to their strengths They work smarter not harder even if this means going well out of their comfort zone

Participants in Productivity Mastery will:

Learn models of super productive people and apply this to themselves Understand their own productivity peaks Learn simple techniques for improving personal effectiveness and productivity in the workplace Deal effectively with time thieves Basic prioritization (Because thats as complicated as it gets) Learn to reframe tasks and activities into more productive frames. Complete a personal development plan.

This is a highly interactive workshop where participants will be involved in looking at their own patterns of behavior, natural preferences, life goals and deep seated motivations

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Behaviour & Communication Workshops

Communication and an understanding of how to influence people and build rapport are essential skills in modern business. These workshops teach participants how to recognise the behavioural styles of team members and customers and modify their own behaviour to achieve the results they want. These one day workshops include the provision of a DISC behavioural profile for all participants.

Improving Communication
Communication is more than talking and listening. Genuine communication requires a deep understanding of another persons perspective. Participants will learn how to read other people and to modify their own behaviours to achieve the best possible communication.

Participants will:
1. 2. 3. 4. 5. Discover the DiSC model of human nature and develop an appreciation for personal differences. Get feedback on how their behaviours are interpreted by others. Gain a deep understanding of why people act the way they do. Learn how to communicate effectively with each style of behaviour. Develop specific communication strategies that build rapport and commitment.

Building a Sales Relationship

The most effective sales people dont use a one-size-fits-all approach to selling. They know how to read the unique needs of each customer and relate to those needs. Its a highly developed skill, but it can be taught.

Participants will:
1. 2. 3. 4. Learn the diversity of their customers needs and motivations. Understand the need to adapt their sales strategy to meet the needs of their clients. Read the wants and needs of their customers. Create natural and influential relationships with their customers.

Improving Team Effectiveness

This workshop addresses the three most common challenges that sales teams face: motivation, conflict and communication. Participants learn simple, intuitive ways to make lasting improvements in a teams effectiveness.

Participants will:
1. 2. 3. 4. 5. 6. Learn the diverse needs and behavioural styles of team members. Recognise and capitalise on the personal motivators that drive them. Understand their own conflict style and the impact that it has on others. Recognise inappropriate or unproductive communication. Develop the skill to adapt to the diverse styles of their teammates. Enhance team motivation, conflict resolution, and communication.

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Behaviour & Communication Workshops

Management: Maximising your strengths as a Manager

This course gives managers a safe environment in which to discover the strengths and challenges in their personal style. They will learn the impact their behaviour has on their employees and how to play to their strengths - making themselves and those they manage more effective.

Participants will:
1. 2. 3. 4. Discover the strengths and challenges of their management style. Learn about their conflict behaviour and its effect on others. Appreciate the many different ways in which their behaviour can be interpreted. Get feedback on their personal interaction style.

Management: Recognising and removing barriers to performance

Great managers can read people. If they ignore the needs of their team, their employees will waste energy moving in the wrong direction, get frustrated with a lack of success, or just disengage from a project or team. This course is designed to help managers recognise the needs of their team and remove barriers to performance.

Participants will:
1. 2. 3. 4. 5. Learn to red the style and developmental needs of people in their team. Understand the goals and fears of their team. Learn how to adapt their management style to increase the motivation of their employees. Learn to recognise and reduce their employees opposition and resistance. Discover how to develop employees who are more energized, efficient, and committed.

Managing Conflict and Resistance

During this program managers will discover their own style of handling conflict and the impact this has on employees. By understanding that styles differ, participants will identify and reduce opposition and learn skills for relating more effectively with people of all styles.

Participants will:
1. 2. 3. 4. 5. Understand the impact that their conflict style has on other people. Recognise how their employees handle conflict differently than they do. Recognise the fears and goals of their employees. Identify and reduce the opposition and resistance of their employees. Explore ways to improve their communication with their team.

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Change Management Workshops

Delivering Change
A workshop for managers and supervisors. This workshop gives participants a toolkit for driving organisational change: how to answer difficult questions, how to develop a strategy to get key people onside, how to motivate and inspire. This workshop is normally delivered in two 3 hour sessions.

Participants will:
1. 2. 3. 4. 5. 6. Learn the importance of the defining need for change and how to communicate it. Learn how to develop a strategy for change. Develop an understanding of attitudes to change. Develop a strategy for getting key people on-side. Learn how to recognise and overcome resistance. Learn how to keep people motivated.

How to Build High-Performing Teams

This workshop explores the principles of high performing teams, how to develop them and how to use them to drive change.

Participants will:
1. 2. 3. 4. 5. 6. Learn the difference between a team and a group. Use a team checklist to explore the different types of team. Learn the benefits of high-performing teams. Explore the advantages of teams vs. individualsare teams always best? Discover how to encourage membership and alignmentwhat motivates people. Learn what are the foundations of high-performing teams.

Creating the Lean Office

An introduction for supervisors and middle level managers to the realities of managing in a Lean environment. The workshop takes the foundations of Lean and explores the management styles required to make the switch from managing issues (fire fighting) to managing the business process.

Participants will:
1. 2. 3. 4. 5. 6. Learn the principles of Leanhow do we apply them in our organisation. Discover what managing in a Lean environment looks like. Develop an understanding of organisational culture and how to change it. The essential skills of the lean manager. Learn how to make things happen. Discover the foundations of successful teams.