Management Levels
- Action plan
- Identifying and targeting the right potential customers
- Goals setting and personal attitude
- Techniques for turning a phone call into a lead, a sale or a meeting.
- 1st meeting – identification or stimulating of customer needs
- 2nd meeting – presenting the solution and closing the sale
- The basics of customer satisfaction and generating recommendations
- Types of customers
- Customer personas and expectations
- Approach and attitude to closing deals successfully
- The sales cycle: planning, preparation, execution and monitoring
- The relationship between servicing during the sale and after the sale
- The traits of the successful salesman
- Techniques for closing deals
- Clear understanding of the needs of the customers
- Increasing the number of the Apostles among the clients
- Planning the individual sales funnel
- Calculating the personal success formula
- Turning the main sales targets into a specific individual action plan
- Growing the desire to achieve sales results
- Analyzing the customers and their expectations
- Analyzing the sales funnel
- Calculating the personal success formula
- Preparing an individual action plan
- Preparing for the negotiations
- The core of the negotiations process
- Finalizing the agreement
- Improving the sales skills of the consultants
- Introduction to the corporate culture and first contacts with clients and suppliers
- Identifying and solving issues related to closing the deals
- Client Expectations
- Attitudes before, during and after the buying decision
- Factors affecting the client
- The difference between a desire and a need and how to address them
- Sales techniques responding to the client’s level of competence
- Key communication skills when servicing clients over the phone
- Barriers to the efficient communication over the phone
- Means of expression over the phone
- Types of personalities and individual approaches for each
- Dealing with the emotions when communicating over the phone
- Meaning and essence of the negotiations
- Negotiations tactics
- Qualities and skills of the efficient negotiator
- Stages in the negotiations process
- Persuasion skills and defenses against persuasion
- What is Emotional Intelligence
- The difference between conventional and emotional intelligence
- Anatomy of the emotions
- Emotional intelligence – how to use it
- Avoiding and controlling our emotions
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Convincing presenting
- Structure of the presentation
- Visual aids to the presentation
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Focus of the audience
- Communicating clear messages
- Defining the difficult clients and the types of difficult clients
- Understanding and approaching the hard behavior of the client
- Techniques for dealing with difficult clients
- Models for transforming the sequence: difficult client -> calm client -> satisfied client -> loyal client
- Dealing with objections
- Emotional intelligence and body language when dealing with difficult clients
- Professional service after the sale is completed
- Designing and implementing an After Sales Service Program
- Introducing and implementing standards for After Sales Service
- Dedication to obtaining customer recommendations
- Increasing the sales force engagement with customer support
- Introduction to the corporate culture and first contacts with clients
- Growing and nourishing the customer loyalty
- Defining the business goals related to the quality of customer service
- Designing the KPIs for Customer service
- Adapting the environment to the defined targets
- Training and developing the CS agents
- Control and management of the individual and collective performance
- Structured management of the quality of customer service
- Increasing the levels of customer satisfactions
- Efficient selling and up-selling
- The role and the responsibilities of the manager
- Motivating every team member and understanding their individuality
- Applying the right management and personal style in different situations
- Efficient conflict management in different situations
- Completing more through efficient delegation
- Transforming difficult or poor performers into team players
- Earning the trust and collaborating with different people in the organization
- Increasing the self-esteem, the leadership skills, and the job satisfaction through successful people management
- The correct use of reinforcing and redirecting feedback
- Difficulties and challenges when growing from an expert into a manager
- Moving from individual to collective achievement of goals
- Efficient planning and prioritizing
- Delegating, work allocation, execution, control and evaluation
- Goals setting, team engagement, managing discussions and meetings
- Formal and informal communication regarding short- and long-term tasks, behaviors and results
- Designing and applying standards for individual and team behavior and performance
- The difference between being active and achieving
- The difference between emotional and conventional intelligence and how to use each one
- Avoiding and controlling our emotions
- Meaning and essence of the analytical skills and the types of tackling objections
- Behaviors before, during and after conflict situations
- The causes of conflict and approaches to benefiting from them
- Realizing the prerequisites for evolving conflict
- Recognizing the phases of the conflict
- Recognizing and overcoming psychological defenses
- Strategies and behaviors during a conflict
- Techniques for managing conflict situations
- Using the conflicts as basis for growth and development
- Formal and informal communication in the workplace
- Positives and negatives of the different managerial behaviors
- Information control by personal involvement in the distribution channels
- Involving the team members in the decision making
- Directing the personal efforts to the achievement of the team goals
- Frequency of the formal meetings
- Structure and focus of the formal meetings
- Individual and group meetings
- Basic understanding and key concepts of the project management
- Key characteristics of a project
- Key stages of a project
- Temporary teams
- Managing without formal authority
- Planning of the tasks of the project
- Planning, resources and budgeting
- Analyzing and managing the risk
- Fulfillment and control
- Lessons learned
- Managing priorities
- Concepts and steps of efficient time management
- Time Management Matrix
- Tools for time management and the respective benefits
- Errors and solutions of time management
- The difference between emotional and conventional intelligence and how to use each one
- Avoiding and controlling our emotions
- Meaning and essence of the analytical skills and the types of tackling objections
- Behaviors before, during and after conflict situations
- The causes of conflict and approaches to benefiting from them
- Approach, attitude and relationship with colleagues and partners
- Exclusive, mutually beneficial and interchangeable roles and people
- Achieving internal synergy
- Ability to sell yourself
- Managing the stress in the workplace
- What is Emotional Intelligence
- The difference between conventional and emotional intelligence
- Anatomy of the emotions
- Emotional intelligence – how to use it
- Avoiding and controlling our emotions
- Building long-term relationships, which aid the achievement of the expected results
- Focus on the long-term sustainable success and the market value of the reputation
- Accepting that our ideas can be misunderstood and the effects on the results
- Self-assessment, awareness and effects of our strengths and weaknesses on the results
- Balance between individual and organizational values and culture
- Fulfillment of the responsibilities requires knowledge, understanding and strict performance
- Every decision has its consequences
- Understanding and planning before performing
- Every team is as weak as its weakest branch
- Personal responsibility is a matter of choice
- Contemporary training practices
- Training outside of school
- Balance between theoretical and practical information
- Efficient transfer of knowledge
- Practical application of the subject
- Structure of the interactions, time management
- Techniques for overcoming negative attitudes in the audience
- Building a relationship with the trainees
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Convincing presenting
- Structure of the presentation
- Visual aids to the presentation
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Focus of the audience
- Communicating clear messages
- Negotiations techniques
- Approaching and communicating with difficult clients
- Managing conflict and benefiting from it – transforming the defect into an effect
- Sales specifics and applying unconventional methods
- Transferring the trade enthusiasm to the client
- The differences between average and superb salespeople
- Analyzing the market and the competition
- Priority Matrix and identifying the sweet spots of the clients
- Sending clear and meaningful messages
- Focusing on the competitive advantages of the business
- Understanding the buying process of the client
- Clarity about the main pains of the client
- First impressions and cold-calling
- The role and the responsibilities of the manager
- Motivating every team member and understanding their individuality
- Applying the right management and personal style in different situations
- Efficient conflict management in different situations
- Completing more through efficient delegation
- Transforming difficult or poor performers into team players
- Earning the trust and collaborating with different people in the organization
- Increasing the self-esteem, the leadership skills, and the job satisfaction through successful people management
- The correct use of reinforcing and redirecting feedback
- Difficulties and challenges when growing from an expert into a manager
- Moving from individual to collective achievement of goals
- Efficient planning and prioritizing
- Delegating, work allocation, execution, control and evaluation
- Goals setting, team engagement, managing discussions and meetings
- Formal and informal communication regarding short- and long-term tasks, behaviors and results
- Designing and applying standards for individual and team behavior and performance
- The difference between being active and achieving
- The difference between a group and a team
- Growing and developing team behaviors, rules and values
- Achievement and maturity of the team – development stages
- Clear communication of roles and responsibilities
- Autonomy, mastery and purpose
- Just distribution of the financial benefits
- The manager as a role model
- Cooperation and relationships with informal leaders
- The efficient team size, proper management of the available resources
- Protecting the interests of the team from other functions and levels in the organization
- Motivation for achievements
- Internal and external motivation
- Motivation 2.0 – how and when does it work
- Motivation 3.0 – how and when does it work
- Engaging the team and benefiting from the motivation
- Team dedication to results – meaning and importance
- Keeping the key team members
- Individual achievements in the light of the organizational goals
- Growing and nourishing the team culture
- Team vs. organizational culture
- The happy team and their results
- Meaning and essence of giving feedback
- Styles and techniques for giving feedback
- Accepting feedback
- Differences between casual and constructive feedback
- Reinforcing feedback
- Redirecting feedback
- The reasons for bad feedback and the related consequences
- The difference between emotional and conventional intelligence and how to use each one
- Avoiding and controlling our emotions
- Meaning and essence of the analytical skills and the types of tackling objections
- Behaviors before, during and after conflict situations
- The causes of conflict and approaches to benefiting from them
- The difference between emotional and conventional intelligence and how to use each one
- Avoiding and controlling our emotions
- Meaning and essence of the analytical skills and the types of tackling objections
- Behaviors before, during and after conflict situations
- The causes of conflict and approaches to benefiting from them
- Realizing the prerequisites for evolving conflict
- Recognizing the phases of the conflict
- Recognizing and overcoming psychological defenses
- Strategies and behaviors during a conflict
- Techniques for managing conflict situations
- Using the conflicts as basis for growth and development
- Formal and informal communication in the workplace
- Positives and negatives of the different managerial behaviors
- Information control by personal involvement in the distribution channels
- Involving the team members in the decision making
- Directing the personal efforts to the achievement of the team goals
- Frequency of the formal meetings
- Structure and focus of the formal meetings
- Individual and group meetings
- Managing priorities
- Concepts and steps of efficient time management
- Time Management Matrix
- Tools for time management and the respective benefits
- Errors and solutions of time management
- Approach, attitude and relationship with colleagues and partners
- Exclusive, mutually beneficial and interchangeable roles and people
- Achieving internal synergy
- Ability to sell yourself
- Managing the stress in the workplace
- Meaning and essence of the communication
- The nature of sharing
- Communication styles, depending on goals, environment and situations
- Difficulties in the communication process and dealing with them
- Emotional Intelligence
- The decision making process – analysis, structure and forming
- Objective and subjective understanding of the decisions we make
- Results and probability – decreasing uncertainty during decision making
- Information filtering
- Balancing between decisions and relationships with the team
- Dealing with uncertainty
- Involving the team in decision making
- What is Emotional Intelligence
- The difference between conventional and emotional intelligence
- Anatomy of the emotions
- Emotional intelligence – how to use it
- Avoiding and controlling our emotions
- Building long-term relationships, which aid the achievement of the expected results
- Focus on the long-term sustainable success and the market value of the reputation
- Accepting that our ideas can be misunderstood and the effects on the results
- Self-assessment, awareness and effects of our strengths and weaknesses on the results
- Balance between individual and organizational values and culture
- Fulfillment of the responsibilities requires knowledge, understanding and strict performance
- Every decision has its consequences
- Understanding and planning before performing
- Every team is as weak as its weakest branch
- Personal responsibility is a matter of choice
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Convincing presenting
- Structure of the presentation
- Visual aids to the presentation
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Focus of the audience
- Communicating clear messages
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Structure of the presentation
- Competitive advantages
- Visual aids to the presentation
- Tools and design
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Communicating clear messages
- Contemporary training practices
- Training outside of school
- Balance between theoretical and practical information
- Efficient transfer of knowledge
- Practical application of the subject
- Structure of the interactions, time management
- Techniques for overcoming negative attitudes in the audience
- Building a relationship with the trainees
- The role of the manager in the sales process
- Being a role model, building trust and respect in the team
- Efficient approach, applying the right management style
- Goal-setting, targets and achieving results
- Individual contribution to the goals of the team
- Dedication of the team members to the collective achievements
- Communicating with other teams in the organization
- Решаване на проблеми, конфликти и взимане на решения
-
- Operations management of retail locations
- Achieving results with the available resources and solving everyday problems
- The place of the retail location in the big picture
- Personal contribution to the results of the store
- Prioritizing short- and long-term tasks
- The 5-Step Approach to Revenue Recognition
- Collecting, reporting and analyzing the business KPIs
- Collaborating with other stores of the organization
- Managing key business and industry indicators
- Planning, communication and objective relationships with the team members
[button text=”Заявете” letter_case=”lowercase” color=”success” style=”bevel” size=”small” expand=”0″ icon=”icon-checkmark” link=”https://www.ibtrainings.net/%D0%BE%D1%84%D0%B5%D1%80%D1%82%D0%B0-%D0%B7%D0%B0-%D0%BE%D0%B1%D1%83%D1%87%D0%B5%D0%BD%D0%B8%D0%B5/”] [button text=”Цени” letter_case=”lowercase” style=”bevel” size=”small” expand=”0″ icon=”icon-play” link=”https://www.ibtrainings.net/%D1%86%D0%B5%D0%BD%D0%B8-%D0%B7%D0%B0-%D0%BE%D0%B1%D1%83%D1%87%D0%B5%D0%BD%D0%B8%D1%8F/”] [/accordion-item] [accordion-item title=”Strategic Sales”]
-
-
- Prioritizing the possibilities for a deal and the results for the business
- Objective evaluation of the chances for success and the cost of the deal
- Sales meetings with focus on the needs and the challenges of the client
- Using efficient and meaningful questions during a sales meeting
- Understanding the power of listening
- Growing and nurturing strong relationships with current and potential customers
- Developing strategies and tactics according to the actions of the competition
- Clarity about the roles in the client organization (users, decision makers, assessors, mentors)
- Consistent planning and accomplishment of the steps to closing the deal
-
-
-
- Growing and nurturing relationships
- Tactics for building, planning and managing relationships
- Balancing between professional and personal relationships
- Models for maintaining long-lasting and productive relationships
- Behaviors for solving relationship issues
- Efficient communication and constructive feedback
-
-
-
- The difference between a group and a team
- Growing and developing team behaviors, rules and values
- Achievement and maturity of the team – development stages
- Clear communication of roles and responsibilities
- Autonomy, mastery and purpose
- Just distribution of the financial benefits
- The manager as a role model
- Cooperation and relationships with informal leaders
- The efficient team size, proper management of the available resources
- Protecting the interests of the team from other functions and levels in the organization
-
-
-
- Motivation for achievements
- Internal and external motivation
- Motivation 2.0 – how and when does it work
- Motivation 3.0 – how and when does it work
- Engaging the team and benefiting from the motivation
- Team dedication to results – meaning and importance
- Keeping the key team members
- Individual achievements in the light of the organizational goals
- Growing and nourishing the team culture
- Team vs. organizational culture
- The happy team and their results
-
-
-
- Meaning and essence of giving feedback
- Styles and techniques for giving feedback
- Accepting feedback
- Differences between casual and constructive feedback
- Reinforcing feedback
- Redirecting feedback
- The reasons for bad feedback and the related consequences
-
-
-
- Organizational resistance to change
- Sharing about the big picture
- Emotional reactions to change
- Responsibility sharing
- Motivating the employees via structure, processes and positions
- Change as the driver for new organizational culture
- Responding to the personal discontent of the team members
- Introducing the team to new senior managers in the context of change
- Models for managing organizational change
- Securing support from key team members and partners in the organization
-
-
-
- Meaning and essence of the negotiations
- Negotiations tactics
- Qualities and skills of the efficient negotiator
- Stages in the negotiations process
- Persuasion skills and defenses against persuasion
-
-
-
- The difference between emotional and conventional intelligence and how to use each one
- Avoiding and controlling our emotions
- Meaning and essence of the analytical skills and the types of tackling objections
- Behaviors before, during and after conflict situations
- The causes of conflict and approaches to benefiting from them
-
-
-
- Approach, attitude and relationship with colleagues and partners
- Exclusive, mutually beneficial and interchangeable roles and people
- Achieving internal synergy
- Ability to sell yourself
- Managing the stress in the workplace
-
-
-
- Meaning and essence of the communication
- The nature of sharing
- Communication styles, depending on goals, environment and situations
- Difficulties in the communication process and dealing with them
- Emotional Intelligence
-
-
-
- Basic understanding and key concepts of the project management
- Key characteristics of a project
- Key stages of a project
- Temporary teams
- Managing without formal authority
- Planning of the tasks of the project
- Planning, resources and budgeting
- Analyzing and managing the risk
- Fulfillment and control
- Lessons learned
-
-
-
- The decision making process – analysis, structure and forming
- Objective and subjective understanding of the decisions we make
- Results and probability – decreasing uncertainty during decision making
- Information filtering
- Balancing between decisions and relationships with the team
- Dealing with uncertainty
- Involving the team in decision making
-
-
-
- What is Emotional Intelligence
- The difference between conventional and emotional intelligence
- Anatomy of the emotions
- Emotional intelligence – how to use it
- Avoiding and controlling our emotions
-
-
-
- Building long-term relationships, which aid the achievement of the expected results
- Focus on the long-term sustainable success and the market value of the reputation
- Accepting that our ideas can be misunderstood and the effects on the results
- Self-assessment, awareness and effects of our strengths and weaknesses on the results
- Balance between individual and organizational values and culture
-
-
-
- Fulfillment of the responsibilities requires knowledge, understanding and strict performance
- Every decision has its consequences
- Understanding and planning before performing
- Every team is as weak as its weakest branch
- Personal responsibility is a matter of choice
-
-
-
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Convincing presenting
- Structure of the presentation
- Visual aids to the presentation
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Focus of the audience
- Communicating clear messages
-
-
-
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Structure of the presentation
- Competitive advantages
- Visual aids to the presentation
- Tools and design
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Communicating clear messages
-
-
-
- Contemporary training practices
- Training outside of school
- Balance between theoretical and practical information
- Efficient transfer of knowledge
- Practical application of the subject
- Structure of the interactions, time management
- Techniques for overcoming negative attitudes in the audience
- Building a relationship with the trainees
-
-
-
- Negotiations techniques
- Approaching and communicating with difficult clients
- Managing conflict and benefiting from it – transforming the defect into an effect
- Sales specifics and applying unconventional methods
- Transferring the trade enthusiasm to the client
- The differences between average and superb salespeople
-
-
-
- Reasons for the emergence of stress
- Types of stress
- Preventing the development of unhealthy stress
- Improving the work climate in the organization
- Eliminating minors stress factors
- Discussing the major stress factors and the reasons for their existence
- Team attitude towards the stress causes
- The relationship between the stress factors and the staff turnover
-
-
-
- The need for innovation, their successful introduction and implementation
- Innovative approaches to the Bulgarian reality
- Innovating in line with the needs, the industry and the culture of the business
- How to present and defend our innovative ideas
- The positives of an innovation, compared to its costs
- Good ideas and ideas, which are waste of time
- Knowing the big picture
-
-
-
- The decision making process – analysis, structure and forming
- Objective and subjective understanding of the decisions we make
- Results and probability – decreasing uncertainty during decision making
- Information filtering
- Balancing between decisions and relationships with the team
- Dealing with uncertainty
- Involving the team in decision making
-
-
-
- Building long-term relationships, which aid the achievement of the expected results
- Focus on the long-term sustainable success and the market value of the reputation
- Accepting that our ideas can be misunderstood and the effects on the results
- Self-assessment, awareness and effects of our strengths and weaknesses on the results
- Balance between individual and organizational values and culture
-
-
-
- Fulfillment of the responsibilities requires knowledge, understanding and strict performance
- Every decision has its consequences
- Understanding and planning before performing
- Every team is as weak as its weakest branch
- Personal responsibility is a matter of choice
-
-
-
- Reasons for the emergence of stress
- Types of stress
- Preventing the development of unhealthy stress
- Improving the work climate in the organization
- Eliminating minors stress factors
- Discussing the major stress factors and the reasons for their existence
- Team attitude towards the stress causes
- The relationship between the stress factors and the staff turnover
-
-
-
- What is Emotional Intelligence
- The difference between conventional and emotional intelligence
- Anatomy of the emotions
- Emotional intelligence – how to use it
- Avoiding and controlling our emotions
-
-
-
- Meaning and essence of the communication
- The nature of sharing
- Communication styles, depending on goals, environment and situations
- Difficulties in the communication process and dealing with them
- Emotional Intelligence
-
-
-
- Meaning and essence of the negotiations
- Negotiations tactics
- Qualities and skills of the efficient negotiator
- Stages in the negotiations process
- Persuasion skills and defenses against persuasion
-
-
-
- The need for innovation, their successful introduction and implementation
- Innovative approaches to the Bulgarian reality
- Innovating in line with the needs, the industry and the culture of the business
- How to present and defend our innovative ideas
- The positives of an innovation, compared to its costs
- Good ideas and ideas, which are waste of time
- Knowing the big picture
-
-
-
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Structure of the presentation
- Competitive advantages
- Visual aids to the presentation
- Tools and design
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Communicating clear messages
-
-
-
- Presentation behaviors
- Preparing for a presentation
- Overcoming insecurity
- Convincing presenting
- Structure of the presentation
- Visual aids to the presentation
- PowerPoint
- Prezi
- Google Slides
- Good practices for design
- Interacting with the audience
- Managing the overall impression
- Focus of the audience
- Communicating clear messages
-