Selling skills training - eBook & multimedia cd-rom

Module 1 - Time Management
This Time Management module will teach you to control the vicious circle of time-pressure and stress; allowing you to make the most effective use of your time, energy and talents. You will learn how to apply an array of proven techniques, including; urgency & importance grid classification, task/time optimization and a variety of effective decision making strategies. You will also understand Goal analysis and definition; how to evaluate and deal with interruptions; how to classify, and deal efficiently with phone calls, email and mail. Do you ever... Feel that there aren't enough hours in the day? Spend too many hours at work, getting too little done? Put your work before your physical well-being? Spend too much time in meetings and discussions? Fail to achieve your goals because you are too busy to set any? Tackle the Time Crunch Now! This Time Management module 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 module 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.

Study Area 1 - Introduction
	Understanding Time Management - Explains the attributes needed for effective time management, and the benefits of beginning with a limited range of tactics, before extending these into an overall time management strategy.
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Study Area 2 - Time Management Principles
	Identifying Time Loss - Explains the importance of carrying out an objective review of how you currently spend your time and identifying what proportion of it is spent in areas that are not essential to achieving your goals.
	Urgency and Importance - Describes how to use an urgency/importance grid to classify the tasks that you currently perform, and how to optimise the amount of time that you spend on each type of task.
	Effective Decision Making - Describes a variety of techniques that can contribute to more effective decision making.
	Setting Your Goals - Discusses adopting a proactive approach in order to anticipate events and be in a position to identify and define your goals clearly.
	Defining Your Objectives - Explains how to analyze your goals to define a series of objectives and the need to rank objectives in order to identify the means and actions needed to achieve them.
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Study Area 3 - Time Saving Techniques
	Dealing With Interruptions - Explains how to evaluate what an interruption represents as a demand on your time and how to deal with non-urgent interruptions in a polite but effective way.
	Knowing When to Delegate - Explains how to overcome the reluctance to delegate, and how to decide which tasks are suitable for delegation.
	Delegating Effectively - Details the practical aspects of delegating work, the importance of providing ongoing support and feedback, and the need to evaluate the outcome and apply any lessons learned when delegating work in the future.
	Managing Incoming Calls - Describes how to screen your incoming calls when you don't want to be interrupted, and a variety of tactics for keeping incoming telephone calls as short as possible.
	Managing Outbound Calls - Explains the use of an outgoing call log to help plan and structure your calls, and an efficient time management approach to making outgoing calls.
	Organizing Your Workspace - Explains how to deal with incoming paperwork in an efficient way, and how to identify manual and electronic filing systems that meet the needs of the way you work.
	Communicating Effectively - Discusses various time saving techniques that you can use to improve your efficiency with regard to written communications. These include: speed-reading, business letters and email.
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Module 2 - Business Presentations
This Business Presentations module covers the whole process of creating and delivering a professional sales presentation; allowing you to create and communicate a powerful message that will captivate your audience. From how to conduct thorough research, to the preparation, creation and use of audio-visual aids and other props, the effective use of body language, audience interaction and how to deal with an unresponsive or even hostile audience; this course has it all! You will also learn how to profile your audience in advance, allowing you to fine tune your delivery to resonate with key decision makers. The course also describes some amazingly effective ways to ensure you adopt a positive attitude and control your nerves, enabling you to present with confidence and always stay in control. Do you know how to... Identify the key points that will communicate your message most effectively? Profile your audience in advance and target your message accordingly? Design effective props and aids that reinforce your message? Master body language communication and use this to your advantage? Control your nerves and present with confidence? Handle awkward questions - without getting flustered? Become a Master Presenter Now! This Business Presentations module will help you face and defeat your biggest enemy - fear. It is the fear of failure that makes presenting one of the most daunting of all business activities. This course will empower you; so that in future you will relish the challenge of presenting! Its groundbreaking "personalized" approach helps you uncover your own strengths & weaknesses to develop a presentational approach best suited to your needs.

Study Area 1 - Introduction
	Essentials of Communication - This section explains that communication is a complex two-way process, involving the encoding, translation and decoding of messages, and why you should translate your message in a way that is specifically designed for your audience.
	Your Aim & Audience - Highlights the importance of being absolutely clear about the aim of your presentation, identifying the personality types in your audience and fine tuning your presentation accordingly.
	Researching the Material - Careful research is the basis of a successful presentation. This section shows how books, media articles and new technology can all be valuable research aids and the importance of verifying the accuracy of internet based information.
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Study Area 2 - Preparing Your Material
	Identifying Key Points - Describes a presentation in terms of a journey designed to take an audience to a pre-planned destination, and how to divide this journey into stages and identify and prioritize the key points that will deliver the audience to each stage.
	Focusing on the Message - This section describes how to identify an overall message and the sub-messages needed to convey it, and the importance of basing your presentation on the message and not on the information and facts that support it.
	Planning the Structure - This section compares and contrasts the advantages and disadvantages of the three presentation styles most commonly adopted, and forwards useful guidelines for planning the structure of your presentation.
	Planning the Content - Explains how cue cards are used to hold the level of information you need to present in a natural and spontaneous way, and how to prepare your cue cards so that they can be used effectively and without distraction.
	Preparing Audio-Visual Aids - Compares the benefits of all commonly used visual-aids, illustrates how they can be used to add impact and clarity to your presentation, and explains why a presentation should consist of a speaker backed by visual aids and not vice-versa.
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Study Area 3 - Preparing Yourself
	Controlling Presentation Nerves - Explains the common physiological and psychological responses to the stress of speaking in public, and some proven techniques that will help you to relax whilst harnessing your nerves to generate a positive frame of mind.
	Rehearsal & Voice Training - The importance of carrying out at least one full rehearsal of your presentation; pace, pause, volume and clarity when speaking in public, and how to recognize and control aural punctuation, hesitation and verification.
	Personal Preparation - Illustrates the need to dress appropriately to ensure that the audience are not distracted and can focus on your message, and forwards some pre-presentation exercises that should ensure that you are well prepared physically.
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Study Area 4 - Delivering Your Message
	Preparing the Venue - Describes the importance of arriving early to familiarize yourself with the venue and checking any audio-visual equipment that you will be using, changing the seating layout to suit your style of presentation, and creating a friendly atmosphere as your audience arrive.
	Getting Started - Explains how to start well and inform your audience of the presentations overall structure, and style of interaction you would prefer, and the need to then focus on delivering your message without introspection.
	Using Audio-Visual Aids - This section describes how to optimize the practical and timely use of audio-visual aids when delivering your presentation, covering the full range of equipment from flipcharts to TelePrompTers.
	Body Language Communication - Why you need to be aware of your body language from the moment you stand up until your presentation is complete, and how to send appropriate signals to accompany your presentation.
	Staying in Control - This section describes the importance of dealing effectively with any members of the audience who may be hostile, handling the question and answer session in a constructive manner and closing in a memorable way.
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Module 3 - Business Negotiations
This Business Negotiations module will teach you a detailed understanding of the whole negotiation process; allowing you to enter all future sales negotiations with confidence. Negotiations begin in the preparation phase – this is where you can learn to maximize your advantage before negotiations even begin. This is followed by the opening phase, the bargaining phase and finally the closing phase, where last minute tactics can prove profitable or just expensive. This module will teach you to understand and master all phases of the commercial negotiation process and get to the close. Do you know how to. . . Maximize your advantage, even before the negotiations begin? Make the best possible opening move? Use bargaining tactics and concession trading? Choose between the win/win and distributive approaches to optimize each deal? Deal effectively with last minute tactics and close the deal? Become a Master Negotiator Now! This Business Negotiations module will equip you to negotiate effectively in all types of commercial settings – from negotiating a better job package to signing multi-million dollar orders. Its groundbreaking "personalized" approach helps you uncover your own strengths & weaknesses in order to develop a negotiating style that precisely suits your needs in any given round of negotiations.

Study Area 1 - Introduction
	The Principles of Negotiation - This section introduces the view that nearly everything is negotiable, and the four phases that characterize most negotiations.
	The Negotiation Process - Explains why most negotiations share certain characteristics, and are influenced by up to five dependent variables.
	The Spirit of the Deal - Describes why capable negotiators are focused on more than just winning at all costs, and explains two diametrically opposed negotiation processes.
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Study Area 2 - The Preparation Phase
	Preparation - Introduces the concept of uncertainty, which creates the opening dilemma and explains the importance of preparation before the negotiations begin.
	Knowing the Marketplace - Illustrates methods for gaining commercial intelligence about your leading competitors, and researching both the organization and the individual that you’ll be negotiating with.
	Assessing Your Position - Whilst the buyer usually holds the stronger negotiating position, this is not always the case. This section describes how the power dimension can be made to work for the underdog.
	Planning Your Objectives - Highlights the need to plan all of the major areas of the deal in the preparation phase, to understand what is possible and plan the use of possible concessions.
	Defining the Details - Explains the use of existing or new documentation to accompany the negotiations, and the use of an agenda as a positive aid to negotiations.
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Study Area 3 - The Opening Phase
	Opening - Demonstrates how opening reveals key information about your negotiating position, why it is to your advantage to get the other side to open first, and the importance of making a tough but credible opening.
	Asking the Other Side to Open - Explains the difference between asking the other side to open - when you are in a strong position and when you are in a weak position.
	Gathering Information - Highlights the importance of gathering as much information as possible during the opening phase, and trying to assess the other sides negotiating style and level of conviction.
	Using Positive Body Language - This section describes the importance of body language communication, and how to use positive body language to give you an advantage.
	Identifying Key Issues - Understanding what is meant, by carefully analysing what is said, and the importance of identifying the other sides non-negotiable items.
	Opening First - Explains the need to make a confident opening statement and how to assess the other sides reaction to your opening.
	Opening in Response - Shows why it is important to challenge an opening that you don't find credible, and the importance of presenting your opening as planned.
	Using a Shock Opening - Explains the advantages and risks of using a shock opening, and shows how a shock opening can be justified or disguised.
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Study Area 4 - The Bargaining Phase
	Bargaining - How a well designed agenda can be used to maintain progress in the negotiations, and the importance of clear communications in order to avoid misunderstandings.
	Arguing Persuasively - How to forward persuasive arguments that can compel the other side to agree, why you should always remain polite and avoid any personal attacks, and the importance of listening carefully in order to create an effective counter argument.
	Bargaining Tactics - Introduces a series of classic debating tactics, explains the use of a principal to disguise and defend your position, and how surprises can be used to shake up negotiations.
	Making Concessions Pay - Explains why concessions should be pre-planned and offered in reverse priority, and why you should avoid making concessions when you feel under pressure.
	When Things Go Wrong - How to recognize and react to a losing trend, why negotiations sometimes become derailed, why leaving can sometimes be a powerful bargaining tactic, and a variety of less dramatic options for dealing with deadlock.
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Study Area 5 - The Closing Phase
	Closing - How to recognize the signs that indicate the time to close the negotiations is approaching, and the importance of judging the optimum time at which to close.
	Handling Last Minute Tactics - Explains the use of last minute tactical manoeuvres, aimed at securing a major concession, and how to improve your chances of predicting and coping with such a move.
	Asking for Commitment - This section describes why decision making is often less of a formality than the negotiations might indicate, and how a short adjournment can help both sides ahead of making a commitment.
	Post Closure Activities - The importance of managing both sides feelings of success in order to maximize the stability of the deal is explained. This section also describes how assessing your performance could improve your future negotiating style, and the potential value of the relationship that has been developed when implementing the negotiated deal.
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Study Area 4 - Dealing With Stress
	Understanding Overload - Describes the most common sources of work-related stress, and provides an objective assessment of the extent to which you may be suffering from overload at work.
	Negotiating Your Workload - The inability to say 'no' to requests can be a significant contributor to stress and overload. This section explains how to decline requests when it is appropriate to do so.
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Study Area 5 - Practical Time Planning
	Planning Your Day - Explains how to use a planner or scheduler, to plan your tasks according to your workload and performance cycle.
	Using Activity Networks - Describes activity networks, which have become established as one of the most popular resource planning techniques available.
	Critical Path Analysis - Shows how to identify the critical path within any network of activities and how to calculate the total float and the free float available.
	Effective Resource Planning - Describes resource planning, which is concerned with the effective scheduling of all of the resources available in order to deliver the outputs required.
	Preparing Planning Diagrams - Discusses the various ways that resource planning information can be summarized for presentation to senior management.
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This Selling Skills self-development program is available in the following formats...

	eBook Instant Download - Only $35 This 410 page eBook is in Adobe Acrobat PDF format and is fully compatible with all Windows PC’s, laptops, notebooks and PDA’s. It is printer friendly – both color and mono. Simply place an online order and you will immediately receive a confirmation email/receipt containing a download link. Once downloaded this eBook will provide you with a lifelong training resource. To read more about GetAhead eBooks click here.

	3 Multimedia CD-Roms - Only $79 This 15-hour multimedia CD-Rom training course will run on any multimedia PC and is presented using a combination of specially developed 3D graphics, animation and interactivity. This provides a stimulating one-on-one multimedia learning environment that is packed with interactive exercises, case studies and questions. This CD-Rom will be dispatched to you immediately and will provide you with a lifelong training resource. To read more about GetAhead multimedia CD-Roms click here.

	eBook & 3 Multimedia CD-Roms - Only $99 Why not get the best of both worlds - get the training you need right now (eBook download) and the interactive multimedia experience (CD-Rom). The 410 page eBook is in Adobe Acrobat PDF format & is fully compatible with all Windows PC’s, laptops, notebooks & PDA’s. Simply place an online order and you will immediately receive a confirmation email/receipt with a download link. The multimedia CD-Rom training course will run on any multimedia PC and is presented using a combination of specially developed 3D graphics, animation and interactivity and will be dispatched to you immediately.


GetAhead eBooks
This eBook represents approximately 15 hours of intensive training and is equivalent to a 5-day instructor led course. It is made up of self contained sections, each representing approximately 15 minutes of training, giving you the flexibility to either undertake intensive study or to fit your training into a busy work schedule. It clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. It also includes exercises, case studies and questions to ensure that you understand and remember all of the key messages.

Features include:


1) An embedded active ‘Table of Contents’ for easy navigation. 2) Full Acrobat navigation facilities for targeted content searching. 3) Section Introductions are highlighted and identify key learning objectives. 4) Key Learning Points are highlighted within each self contained section. 5) Frequent and challenging Questions are accompanied by detailed feedback. 6) Detailed Graphical explanations are used to reinforce key concepts. 7) Section Summaries ensure that you remember all of the key messages. This Selling Skills eBook (approx. 3MB) is in Adobe Acrobat format, if you don't already have the Acrobat Reader click here to download it free. Acrobat now includes the "Read Out Loud" feature - making your eBook a Talking Book.

GetAhead Multimedia CD-Roms
This multimedia CD-Rom represents approximately 15 hours of interactive study and is equivalent to a 5-day instructor led course. It is made up of self contained sections, each representing approximately 15 minutes of training, giving you the flexibility to either undertake intensive study or to fit your training into a busy work schedule. It clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. It also includes fully interactive exercises, case studies and questions to ensure that you understand and remember all of the key messages.


Stimulating Interactivity Every title in the GetAhead series uses a combination of specially developed 3D graphics, animation and interactivity to create a stimulating one-on-one multimedia learning environment. This course represents 15 hours of intensive training and is equivalent to a 5-day instructor led course. Your own personal coach will guide you through the course, introducing each section, posing questions and summarizing the key learning points.
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Flexible Study All GetAhead courses are modular and are made up of self contained sections, each representing approximately 15 minutes of training. Your progress is recorded each time you use the course, giving you the flexibility to either undertake intensive study or to fit your training into a busy work schedule.
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In-Depth Content Each GetAhead title has been designed by experts in that subject area. Each course clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. All of the content is fully narrated and includes interactive exercises, case studies and questions to ensure that you understand and remember all of the key messages.
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Challenging Self-Assessment A challenging self test is included with each GetAhead course, to provide you with an accurate appraisal of your performance. Each interactive question includes detailed feedback together with a cumulative score. You can take this test, and repeat any parts of the course as many times as you wish, until you are satisfied with your score and appraisal.


Do you	... Think that you should be converting more of your prospects? Have sufficient knowledge of ‘opening’ to always judge the optimum pitch? Worry that you don’t understand your prospects well enough to close them? Understand body language sufficiently to use it to your advantage? Know how to apply proven methods of bargaining & concession trading? Know how to optimize the entire negotiation process and close the deal?

Become a Super Salesperson Now! This Selling Skills self-development program will help you to transform your performance – even if you already think you are doing well! The Time Management module will deliver you more productive hours, each and every day. Business Presentations will teach you to prepare and present with such confidence that you will be relishing the opportunity to make more pitches. The Business Negotiations module will equip you to negotiate effectively in all types of commercial settings – from negotiating a better job package to signing multi-million dollar orders.