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Be Assertive in Every Situation and get more of what you want out of life

18/04/2018 15:30:01

 
Assertiveness is a life skill that can be learnt and practiced.
 
People you are not assertive can be plagued by the following:
 
- Fight or flight response to certain situations
- Unable to Manage their feelings
- Unable to make requests or say no to people
 
All of these can really cause immense feelings of stress, anxiety and can inhibit your ability to take control of your life.
 
MLP Training have been training people for over 25 years and have developed an Assertiveness course that will give you the skills and mind-set to want to be more assertiveness so you can influence others in a positive and respectful way.
 
Assertiveness Skills Course Content:
 
 - Identifying behaviour types
 - Verbal and non-verbal behaviour
 - Benefits of assertiveness 
 - Confidence breeds assertiveness
 - Fight or flight
 - Stimulus - Response Model
 - Managing your feelings
 - Transactional Analysis
 - Inner dialogue control
 - Assertiveness skills and solutions
 - Making requests and saying no
 
Who should attend this Assertiveness course?
 
If you can identify with any of the above then you will definitely enhance your skills to be Assertive in your interactions with others.
If you want to be more Assertive join us for the next one day course at The Bolholt Country Park Hotel Bury BL8 1PU 
 

Never underestimate the power of good business presentations!

11/04/2018 13:59:44

 
Do you have the skills, and confidence to deliver powerful presentations?

Whether you’re new to public speaking or looking for ways to dynamically improve your presentation then having the winning edge will enable you to give powerful and persuasive presentations every time.There is a formula for success but here are our first steps you need to prepare your presentation so let’s start here…..
 
Set your objectives – ask yourself the following 4 questions

1. Why do you need to deliver a presentation?
2. What is the purpose of people attending your presentation?
3. What do you want your audience to have learnt or understood by the end of your presentation?
4. Do you want your audience to take specific action following your presentation?

Now define your Audience

Who are your Audience?

(Managers, Directors, Board Members, Team Members, Individual buyer, Group of delegates)
Know you have a really good understanding of why you are presenting and who to you can now start developing your content to meet your objectives.
 
Develop your content

Prior to starting to write your presentation script, you will need to have a basic outline of your ideas, main points and design that you wish present. 
 
*Remember to plan the beginning, middle and end!
 
Write your presentations down in rough add image spaces, choosing these will make your presentation interesting.
 
However, if you need further support want to enhance your skills and confidence for Public Speaking, be able to deliver a Dynamic Sales presentation or motivate your Team by being able to stand and deliver a great presentation, join us at our One Day Confident Presentation Skills course in Bury Manchester click here

3 Telephone Sales Training Tips

03/04/2018 14:13:27

 
Know why you are calling!

Introduction call

Do not think of this as a cold call it is an introduction of your company to theirs, you want the opportunity to identify if you can find a solution to a business challenges.

Up selling call

Once you have spoken with the right person, it is good to keep in touch with customer service calls see if their situation has changed in their business, and if you can help them by upselling another service or product to ease their new challenges.

Follow up call

If you have discussed a product of service but the person has not made a decision you should call and follow up, making every effort to understand the situation and determine a way to either close, or take the discussion forward making your aim to come to positive conclusion.

 
Understand your performance

Keeping track of your sales and understanding the sales cycle will enable you to plan for the future

• Length of time to close a sale
• Percentage of sales closed in a set period
• Closing ratio
• Call Connection ratio
• Number of lost sales opportunities
• Previous sales figures by month

Build your personal confidence on the phone
 
Speak with enthusiasm, it is easy to put people off speaking to you when someone drones on.
Gatekeepers are Friends in the making, understanding how to engage with the Gatekeeper it is crucial for your success.
 
Be personable, professional know who you want to talk to and be able to ask succinctly. Often Gatekeeps are busy people and will want to direct your call as quickly as they can.
A picture paints a thousand words, so be confident about why you are calling, use a script to hone your call so that they will find what you are saying interesting, of benefit which will encourage them to reply to you.

Prepare prior to your call, have the person’s name and the name of their company on a piece of paper in front of you as you call so you do is to accidently forget who you’re calling just as they answer.
One of my bug bares is background noise make sure that you are in a suitable environment prior to calling or answering the phone.
Confirm and Reaffirm every step of the way, this is key to closing the sale.
Pace yourself when talking do not hurry the conversation along and make sure that you listen and understand what they are saying.
Having a mirror on your desk to allow you to see yourself talking. Will help to increase your energy on the call and it also helps you to remember to smile which your customers will hear this in your voice.
Using a headset can once you are used to it improve your energy in the conversation enabling you to stand and move around.
 
Next steps
 
Need support join our next course click here
 

Goal Setting is the master skill of time management

29/03/2018 12:24:54

 
Goal Setting is the master skill of time management and time management is the master skill of high achievers.

They help you to:
 
- Provide Direction
- Meet Deadlines
- Avoid Wasted Time
- Manage Distractions
 
Would you like to learn how to set your goals and manage your time to achieve more?

MLP Training have been providing powerful courses for over 25 years and we know:

Great Time Managers Are Action Orientated.
They Don't Just Think. They Take Action and Get Results.

So, consider fast-tracking your team, company or personal potential by eliminating distractions, identifying priorities, taking control, and hitting your targets.

Start now and up skill and learn how to:

- Set Personal & Company Goals
- Remove Success Obstacles
- Set your Career Goals
- Write your own Positive Plan
- Find Time for the Important Things in Life
- Prioritise
- Use Key Time Savers
- Remove Time Wasters
- Apply the Four Steps to Outstanding Achievement
- Delegate
- Get Things Done
- Control Interruptions
- Overcome Procrastination
- Distinguish the Difference between Urgent an Important
- Use YOUR Time to Achieve More of what YOU want
- One-to-One Personal Development

Testimonials
 
"It was a stimulating and interesting day. Mike Le Put's enthusiasm is contagious, this course was very beneficial!". Sally Anne Scilfer, A-Pex Marketing.
 
"Brilliant. Completely changed my outlook on delegation" Lee Shore Merrehill Marketing"
 
" Really enjoyed the course. Mike was an excellent trainer" Linda Coleman GNB Industrial Power.
 

Why not join us on the next Goal Setting & Time Management course!

You can book online or call 01204 888826 or e-mail mlp@mlptraining.co.uk

Gain the Sales Management Skills to Increase Your Sales & Profits

20/03/2018 13:22:50

Mike Le Put has trained over 20,000+ Sales people and inspired Sales Professionals across the UK, USA Europe and the Far East. Working with many of the UK's largest companies and his programmes have been distributed worldwide by the BBC.

Delegate numbers are strictly limited on the Sales Managers’ Master Class and that means you are guaranteed to get the personal tuition you need and deserve. This detailed, intensive one-to-one tuition will make you a highly motivated and profitable leader of your Sales Team.

Interested in learning how you can:

• Become an Outstanding Sales Manager
• Understand the Motivation Formula
• Develop an Exceptional Sales Team
• Inspire them to Higher Achievement and move from Manager to Inspirational Leader.
 
Then this one-day Sales Mangers Training Course is designed to take you, step by step, through the role of sales management, to help you:
 
• Recruit Train and Motivate a team of high achieving Sales Professionals
• Identify Key Result Areas
• Increase Motivation
• Increase Knowledge
• Increase Sales
• Increase Profits

You will leave with a personal action plan designed to motivate the sales team to higher level of achievement.

 
If you want to be up-to-date with the latest in Sales Management Philosophy then join us for this powerful sales management training programme, covering these key areas:
 
  • The Role of Sales Management
  • Maximise Company Resources
  • Setting Sales Targets
  • Analysing Team Strengths
  • Recruiting Winners
  • The Motivation Formula
  • Sales Incentives
  • Forecasting
  • Success Action Plan

Testimonials


"Fantastic. Been to numerous training courses and can honestly say Mike was the best in terms of knowledge and presentation style. Will look to book more courses and will recommend doing the same for my team." Paul Moody, Merit Ltd
"Excellent Course I would recommend MLP Training to any organisation or individual looking to improve their teams or themselves" Rob Long SNF UK Ltd
"Will recommend to my colleagues" David Graham ASCO 
"Outstanding Content & Delivery." Scott Dyson. Autoclaves Group.

Sales Managers, do you understand your role in the appraisal process?

14/03/2018 15:15:05

Helping people develop their day-to-day performance is the role of every great Manager.
 
Giving positive feedback and guidance is a Key Skill in the development of your people.
 
The appraisal process is the key to continuous improvement, company growth and staff retention.

What is an appraisal?

If you have to give appraisals to your team members then you need to understand why you give them, normally there are 3 areas
Measure the individual’s performance, develop their potential and reward them with a rise in salary related to other team members.
The purpose of appraisal is to introduce a set a time to communicate with your staff so that you can achieve better work performance from your employees. 
Many companies do not invest enough time in explaining the reason, process and importance of appraisals, explaining and making sure that they are explained is critical for both Management and employees to benefit.

Make sure that you have a robust appraisal process will ensure a consistent approach across your company.
 
Employees benefits

 • Fair and consistent approach to their development
 • Regular review of their performance and related rewards
 • Increased motivation and Satisfaction in the workplace
 
Companies benefits

 • Being able to chart plan and structure their organisation
 • Cost effective way to increase retention of happier staff that feel valued
 • Motivate employees
 • Build and create a better working atmosphere
 
What is your purpose as a Sales Manager?
 
You will need to communicate the process of appraisals and make sure your team understand why they take place, focus on the benefits of them and how the appraisal process helps you to help them in a consistent and well constructed way that is fair across the organisation. The role of management in the annual appraisal is crucial, as what you decide affects the year ahead. Handled well and with joint responsibility, quality appraisals can really develop your staff and aid your people management tasks throughout the year. Prior to the interview, you the appraiser, who must prepare the correct and relevant documentation. You will need to issue relevant paperwork to your team members explain that they should reflect on their performance and answer the form and confirm when the appraisal will be what time and what they need to bring to the meeting.

Make sure that you discuss their performance and improvement this can be often forgotten.
 
You need to take time out to prepare for each meeting it is good to collate information which could include:
 

 • Their current job description
 • Past appraisal form
 • Any relevant information highlighting the employee's performance
 • Assessments
 • Training and Development records
 • Clients and customers complaints or testimonials
 • Self-assessment forms issued to the employee prior to the interview
 • You should also review the Employment file and make relevant notes
 • Know if a reward of any kind is relevant

Appraisals should include the following:

 • Job objectives that are SMART and are linked to company’s goals.
 • Clearly highlight the expectations of an employee’s performance
 • The employee’s performance is reviewed against the objectives which were set and they are given relevant feedback, agreed support if required.
 • Discuss options for development activities to make better use of his skills or to enhance them to improve performance.
 • Positive reinforcement for successful performance should be given.
 • Give employees the opportunity to discuss their job role and career prospects
 
Do not be afraid to ask for appraisal training getting it right is really important!

Be Assertive in Every Situation and get more of what you want out of life.

07/03/2018 12:22:20

Being assertive

Are you able to express yourself effectively, stand up for your point of view, while also respecting the rights and beliefs of others?

If you do not know or are not sure then this may be the right time to take action.
 
Start by Identifying your behaviour type:

The chart below gives you some examples of differences between Passive, Aggressive and Assertive behaviour
 
 
Has this helped you to identify your behaviour type? Still not sure then join us click here
Benefits of assertiveness

•  Speaking in an assertive tone sounds confident. It makes us project confidence in who we are and present our views without fear
•  Assertiveness is a key to better and quicker decision making and faster and more productive actions.
•  Being able to express yourself without fear of others, more ideas can be generated which leads to more creativity and productivity.
•  An assertive workforce whose members can debate, argue and challenge any system, process or concept makes for a more in tune company
•  Being assertive can help boost your self-esteem and earn others' respect
Anyone who wants to benefit from being Assertive in their interactions with others in the workplace then get in touch for more information.

Management Leadership Skills

01/03/2018 12:16:25

 
A great leader attracts great people and knows how to develop their skills and potential to strengthen the business team. 
 
Effective skills of leadership need to be learned in the same way as any other core competency of successful business practice.
 
Leadership skills are vital if you have influence over business success, strategic direction and culture within your organisation.
 
So, what kind of leader are you? 
 
Do you recognise the differences between Leadership and Management?
 
Knowing and developing your style of leadership will strengthen your role within your organisation. MLP have been helping Managers and Leaders for over 25 years to answer these questions.
 
If you want a chance to explore what you and the people you lead are truly capable of and help you develop practical strategies to build upon your leadership character.
 
Learn how you can best respond to your organisation’s purpose and goals.
 
Become the leader you are destined to be and discover your true leadership potential.
 
Find out more here
 

5 Steps to Develop an Exceptional Sales Team

19/02/2018 13:15:51

Where to start…. Let’s take you though some crucial stages in developing your exceptional Sales Team

So, if you are reading this you may well be a Sales Manager so the best place to start is with yourself, measure yourself against our list of key competencies and identify if you need some development, only when you are totally confident in your abilities can you lead the way to manage an exceptional team and hit those targets for the long term.
 

Development for All Key areas for Sales Manager Development:

  • Knowledge and Experience - excellent sales and negotiation skills
  • Leadership Skills - the ability to motivate and lead a team, hire the right people
  • Excellent communication and 'people skills'
  • Business Skills – good it, planning, analysing, reporting, budgeting, change management and other organisational skills.
  • Coaching and Mentoring Skills – develop your team members for continual development
     

Some questions to ask yourself… 

 
Do you and your team have clear and specific goals?
Are you Motivated to Smash target?
Do you naturally motivate other members in your team and encourage them?
Are you a Great Coach and Mentor?
Do you interact well with other departments?
Do you enjoy analysing, forecasting and planning?
Are you able to share your knowledge with others?
Do catch your people doing something right?
Do you catch you celebrate success?
Are you able to share your knowledge with others?

If you have answered YES to the majority of these questions then you may be on the road to becoming an exceptional Sales Manager.
 
What next:
 
  1. Identify your strengths and weaknesses and implement a continual development plan that will help you progress with the skills that you need.
  2. Always review your skills and re adjust your development plan. (this can be a simply list of all the skills you need and score them (1 – 10)
Once you have evaluated and developed yourself and you are confident with your skills and ability then you will need to evaluate your sales team members performance, the performance of the group as a whole and maybe sub groups so that the team work as one.
 

Sales Team Development


Sales people need a wide range of skills to be effective and successful in their role.
Identifying their strengths enables you as the Manager to develop them in areas of weakness. Proactively doing this will build confidence, enable them individually and your team to achieve greater results.

From our years of experience working in the Sales Industry here are our top 15 key skills for top sales people to focus on.
 
1.Prospecting
2.Appointment Making
3.Rapport Building
4.Questioning
5.Listening
6.Confirming the Need
7.Understanding Product/Service Benefits
8.Building a Desire
9.Presenting the Solution
10.Objection Handling
11.Packaging the Price
12.Defending Price
13.Negotiating
14.Closing Closing Closing
15.Follow up

Identify their strengths and weaknesses and implement a continual development plan that will help them and you track their progress and develop the skills your team needs.
Always set aside time to review individual’s skills and re adjust their development plan. (this can be a simply list of all the skills you need and score them (1 – 10)


Hire the right people


Exceptional hiring skills are among the most desirable of all leadership skills in today’s workplace.

The ability to select, motivate and retain the very best sales people is a hallmark of both top sales managers and high performing companies.

It's perfectly understandable that companies want to hire new employees with potential.

However, this strategy can often lead to low levels of motivation, low output and high staff turnover.

The advice is not to recruit potential unless you are willing to develop it. If you have the skills and time to train coach and mentor new sales people then you have the potential to develop them.

If you don’t have the above but you do have the budget to send new recruits for sales training then you have the means to develop them.
If you have neither then don’t recruit potential
What you are looking for is someone to do for you what they have already done for someone else.
What you are looking for are transferable skills.
You need sales people with a proven track record
If this is a replacement position, start with an exit interview to find out why the previous job holder is leaving. Next you must do a job description - only in terms of a title but also output.
 
Title: New Business Sales
 
Output = Make X number of called calls. Do X number of quotations. Open X number of new accounts.

Title: Key Accounts Manager

Output = Grow existing accounts by X%, Open 3 new key accounts of X size in X months.

Write down exactly what you want this person to achieve.
Now write a person specification.
List the core competences that are required to do the job.

You must now compile competence behavioural-based questions for the interview.
 
This type of questioning can be five times more effective at getting the right people into your business.
Interviewing can be an exhausting business. Many interviewers talk too much - the skill is to question, listen, and clarify.
Don’t make promises you can’t keep and don’t hire potential unless you are willing to develop it.
 

Understand Motivators


If you want to motivate your sales people, then it’s simple. Catch your people doing something right and praise the procedures you want repeated. Recognition is a massive motivator. It costs nothing to say thank you but the rewards from recognition are priceless.
I can remember doing a motivational survey for one of our customers to see if we could find the biggest motivators and the best manager. We got about 48 delegates in a room seated at round tables with 6 people per table.
Each delegate had to complete a number of sentences such as:

- 'The biggest Motivator is...'
- 'The biggest de-motivator is...'
- 'If you want to motivate us you should...'
- 'If I was in charge of motivation I would...'

We had about 20 questions altogether and at the end of the exercise each team had to compare notes and reach agreement prior to giving feedback to the entire group. While the delegates worked on their task the mangers listed what they believed to be the biggest motivating factors.

The managers list looked something like this:

Money

Car

Office

Bupa

These factors are important to attract salespeople to the business but they soon become an entitlement. “I’m entitled to a BMW, it’s part of the package.”

So, what was the biggest Motivator and who was the best Manager?

The biggest Motivator was recognition and the best Manager 'Mark Johnson'. Why was he the best manager? He's interested in me. He's the only one that takes the time to talk to me and more importantly listens to me when he does not want anything.
When you see, the other managers coming you think here comes extra work or I must be in trouble. Mark always has something good to say about my work. He always finds time to thank me for the small things that make a big difference.
How do you measure motivation?

You can measure the level of motivation by what your people do after they do what you paid them to do.

They go the extra mile for managers who say 'thank you'.

So, Catch your people doing something right and praise the procedures you want repeated.

 

Be able to Coach


Coaching & Mentoring are development techniques designed to enhance the skills, knowledge and work performance of every member of your business team. They are techniques that apply to employees in all departments and at all levels.

Your people are your greatest assets and by supporting them through an established process of coaching and mentoring you will instil confidence and create a positivity that will lead to even greater business success.

Joining a good coaching and mentoring programme will teach you the skills required for both coaching and mentoring and shows the relationship between the two skills - how they complement each other, as well as the distinction between where and when you should coach or mentor.

Where coaching generally focuses on a particular task, some individuals need to learn mentoring which focuses on the whole person. Mentoring is about the guidance and support you can give to an individual that gives their career direction and purpose.

Coaching is a master skill of great Managers, Supervisors and Team Leaders. Having invested in recruiting the best people, the best Managers invest in coaching to develop, motivate and retain great people.

Become a Coach and Mentor learn from expert trainers and become the powerful coach and mentor that will strengthen your team and propel your business to greater success.

 
Develop your coaching and mentoring skills to:
 
- Be a powerful coach and Mentor
- Find the good and great in every member of your team
- Help them set development goals
- Help them gain high self-esteem and confidence
- Help them to help you grow the business
- Give them support and encouragement
- Praise the procedures you want repeated and then teach them to become the next coach and mentor
 
Having worked for over twenty-five years with outstanding Sales Professionals across a wide range of industries, selling every conceivable product and service if you are serious in becoming an exceptional Sales Manager then read more of our blogs here we hope they help….

Leadership Skills and Qualities

09/02/2018 13:28:30

 
A great leader attracts great people and knows how develop their skills and potential to strengthen the business team. 
 
Effective skills of leadership need to be learned in the same way as any other core competency of successful business practice.
 
Leadership skills are vital if you have influence over business success, strategic direction and culture within your organisation.
 
What kind of leader are you?
 
Do you recognise the differences between Leadership and Management?
 
Your leadership character is something that is explored on the Leadership Skills course offered by MLP Training. Identifying your style and learning the essential skills of leadership is part of this one day programme designed to focus on you, your tasks, team and individual needs.
 
Knowing and developing your style of leadership will strengthen your role within your organisation.
 
This Leadership Skills course with MLP Training will allow you to explore what you and the people you lead are truly capable of and help you develop practical strategies to build upon your leadership character.
 
Learn how you can best respond to your organisation’s purpose and goals. Become the leader you are destined to be and discover your true leadership potential.
 
Why not join MLP Training at the Bolholt Country Park Hotel, Bury for the next Leadership Skills course 

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