In-House Sessions

In-House Sessions

Cisco & Partners

Uncovering and Creating Value

This highly interactive virtual program will explore how to effectively differentiate yourself from your competitors by understanding what your customers find truly valuable.

By the end of this workshop you will be able to:

  • Understand the ‘problem with IT’
  • Appreciate that customers are measuring the value of a solution beyond its functionality and price
  • Understand how customers buy, and what drives their decisions
  • Differentiate your solution by leveraging and articulating Value on 4 levels

Duration: 1 day

Cost: £3,500

Max people: 12

Having Great Virtual Business Conversations

During this session, you will learn to make your virtual conversations stand out and add power and impact to any business communication.

By the end of this workshop you will be able to:

  • Have a structured and focused business conversation based on tried and tested method
  • Build rapport quicker through reducing tension and increasing trust
  • Create a powerful and impactful opening to any business communication
  • Uncover true business needs and provide insight
  • Deal with objections and gain agreement to next steps

Duration: Half day

Cost: £2,500

Max people: 12

Proving Financial Value

This program will help demystify fundamental financial concepts and elevate your conversations to speak the language of decision makers.

By the end of this workshop you will be able to:

  • Understand how financial statements can be used to create, prove, support, and reinforce the value of your solutions
  • Have awareness of the value of the three most commonly referenced financial statements:
    • Profit and loss
    • The statement of cashflow
    • The balance sheet
  • Understand the link between the three statements, and which ones are relevant to which stakeholders
  • Be able to leverage the information in the financial statements in your sales conversations

Duration: 1 day

Cost: £3,500

Max people: 12

Negotiating Value

This course sharpens your mastery of negotiation in this new world and helps you increase your win rate through understanding language patterns, practical tools to build a compelling business case and tips for how to negotiate the Best Yes for you and your customer.

By the end of this workshop you will be able to:

  • Appreciate that negotiation begins from the first customer interaction
  • Build your power through the use of language and deep questioning techniques
  • Establish and quantify value and risk through the use of a powerful tool
  • Build the business case quantifying the value uncovered and agreed
  • Understand how to achieve the best value for all parties

Duration: 1 day

Cost: £3,500

Max people: 12

Building Powerful Relationships Virtually

During this session you will reverse engineer relationship building and understand practically how to reduce tension and increase trust.

By the end of this workshop you will be able to:

  • Understand how Trust forms the foundation for all business relationships
  • Appreciate the 4 levels of relationship – Ritual, Rapport, Respect and Results
  • Build rapport through demonstrating empathy and understanding
  • Create outcomes that truly deliver equitable value at all levels
  • Move towards being a trusted advisor by providing insight on issues that are difficult to resolve

Duration: Half day

Cost: £2,500

Max people: 12

Power of Influence and Persuasion in a Virtual Environment

This session will help you increase your personal power through understanding how to deliver value to your customers in THEIR terms using THEIR language.

By the end of this workshop you will be able to:

  • Understand the difference between Persuasion and Influence
  • Appreciate the difference between positional power and personal power
  • Recognise your own influencing style and how that impacts on your power
  • Question and listen more effectively to increase your personal power
  • Increase your influence through the use of anchoring and outcome framing

Duration: Half day

Cost: £2,500

Max people: 12