Business leadership and sales workshops
09 September 2010
Workshop
National
The Creative Industries Innovation Centre has partnered with Wilson Learning Australia to provide two half-day workshops to business owners and leaders, free of charge, in almost every Australian capital city.
Open to business owners and leaders who are interested in learning more about the Consultative Selling Approach and/or Meeting Leadership Challenges, the workshops are bound to be a value add for your business.
Participants are encouraged to attend both workshops, which is why they are conveniently run back-to-back (click “register here” for dates, times and venues). The event facilitator has extensive experience working with small to medium enterprises in creative business environments and is supported by 40+ years of Wilson Learning thought leadership.
These interactive sessions will use real-life learning to help participants to make positive changes within their businesses.
Workshop 1 Meeting Leadership Challenges – for business owners/leaders:
This session helps business leaders understand that their role is to lead and develop the business - create the vision, define the strategy and business objectives - rather than being focused on output.
It is designed to help business leaders “let go” and provide skills to motivate and support their staff by providing clear direction, information, coaching and support.
Upon completing this session, business leaders will be able to:
• Define the characteristics of effective leadership
• Define the conditions necessary to ensure high performance with high fulfilment and growth
• Recognise when their team needs leadership support
Workshop 2 An Approach to Consultative Selling – for business owners/leaders and sales and marketing staff:
A consultative sales process is needed to ensure long-term productive relationships with customers.
Key sales and marketing staff will join the business leaders (who will have attended the morning session Meeting Leadership Challenges) and together explore a consultative approach to selling their company’s products and services.
This session focuses on understanding the sales process from the customers’ point of view and the barriers that prevent creative businesses doing business with potential customers. Participants will gain key concepts and skills to help them overcome these barriers and make sales for their company.
By attending this second half-day with their people, business leaders will understand the skills and concepts that their people will apply in the field and have a consistent sales approach as part of their go-to-market strategy. The leaders will be able to use the skills gained in the first half-day to coach, mentor and reinforce these consultative selling skills.
This workshop will provide a high-level approach to sales. Key outcomes include the ability to:
• Understand the sales process from the customer's point of view.
• Adapt the approach to meet customer expectations, concerns, and their reasons for buying.
• Apply consultative selling skills as they approach customers, discover needs, present solutions, and help customers make decisions.