The skills of your staff are important to grow and sustain future business. By changing their behaviour you enable individuals and teams to reach their potential, develop resilience and ensure a culture where people are unlearning, learning and re-learning, thus future proofing themselves.
By getting to know our customers and their environments better, and ensuring we meet their expectations in the learning journey, we partner with you to assist in the acquisition of skills and thus bring about behavioural change.
Full Company Profile:
Background
Unlimited People Consulting (Pty) Ltd has been in the business of training and consulting for 20-odd years (UPC), specifically in the sales, service and leadership environment. The director has many years of experience in various industries and at all organisational levels in South Africa, throughout Africa as well as internationally. We are the Southern African Distributor for Huthwaite International, the home of SPIN Selling, Negotiation Skills and Account Strategy. We also partner with Lumina learning and help people become more adaptable and build strong personal and workplace skills.
Philosophy and Approach
We help you to: create a mind-set that develops your people and improves performance; fosters excellence which influences and affects change at all levels and encourages meaningful personal growth.
Training and Development – All interventions are available on the Zoon Virtual Platform or Face-to-Face (F2F) as required by the organisation.
Sales/Service:
Huthwaite International:
- SPIN® Selling Skills
- Negotiation Skills (Behavioural Analysis)
- Account Strategy for Major Sales
Synopsis: Core International Programmes
Huthwaite International: SPIN® Selling Skills:
Programme Outcomes:
- Analyse strengths & weaknesses of individual selling style
- Describe the psychology of customer needs
- Describe key behaviours used by effective sales people in interactions with customers
- Have a framework for planning sales calls in terms of these behaviours
- Practise using skills to develop customer needs in a way that reduces likelihood of objections
- Have a strategy of dealing with difficult customers who raise objections or have low reaction levels
- Measure own performance compared with the skill model and created an Action Plan for continued development of the skills after the programme
Target Market:
Any employees involved in the sale of goods or services which are seen as high-value, important decisions by the buyer
Huthwaite International: Negotiating Skills: (Behavioural Analysis)
Programme Outcomes:
- Understand the differences and relationship between selling and negotiating
- Prepare and plan in a structured way, using the Behavioural Analysis (BA) Model
- Develop strategies and tactics to manage the movement of the negotiation to a desired outcome
- Understand where power comes from in negotiations and develop bargaining strategies that will bring about the best outcome
- Confidently use the behaviours in the BA Model in face-to-face negotiations
- Develop strategies for maintaining a positive climate and dealing with negative tactics
- Create an Action Plan for continued development of the skills.
Target Market:
- People – whether they come from sales, procurement, or any other part of the modern organisation – who regularly negotiate about a relatively small range of issues, who do so quite frequently and often deal with another party in the form of a one-to-one conversation. They will have the autonomy or mandate to agree terms without referral back inside their organisation for additional complex scenario planning. (We offer another, different programme for those more complex negotiations.)
Huthwaite International: Account Strategy for Major Sales
Programme Outcomes:
- Understand the psychology of the customers decision making process in complex sales
- Be able to plan and execute a penetration strategy for major accounts
- Be able to uncover and influence the customer's decision criteria for competitive advantage
- Understand customer concerns about risk and be able to work with the customer to resolve them
- Understand the risks and opportunities of the implementation phase
- Plan and execute strategies to develop the relationship and expand business opportunities
Target Market:
- Sales managers, account managers, sales executives and any other specialists tasked with the management of long-cycle sales involving multiple influencers/decision-makers, strong competitive activity and a perceived risk for the customers of making a wrong decision. Delegates will get maximum benefit if they have previously attended the SPIN® Selling programme.
- This programme is delivered by two experienced Huthwaite facilitators
Lumina Learning
Programme Purpose:
Using the Lumina tools, we work closely with you to increase the emotional competence of your people, strengthen team effectiveness and ultimately enhance your organisation’s ability to succeed in the marketplace.
Lumina will assist you at 3 levels: Individual, Team and Organisation
Programmes Offered
- Lumina SPARK A highly personalised Lumina Spark Portrait that accurately describes who you are, and provides a practical method for reading others and quickly building rapport with them.
- Lumina Sales At the core of Lumina Sales is a dedicated model combined with psychological insights that demonstrate how you can have a unified approach to sales you can use to understand and improve your sales technique.
- Lumina Leader is an assessment tool based on the latest business. It is designed to nurture leadership to its highest level. This will give you an insight into leading others by understanding your leadership style and the needs of those you are leading.
Target Market:
Any person involved in an organisation
These are a few of our offerings. For more detailed information visit our website at https://upc.co.za
GENERAL
- Feedback from client is available on request
- Programme outlines and costing structures for all other programmes are available on request
- Unlimited People Consulting also design and develop customised training interventions as per client request for specific needs
CONTACT DETAILS:
Sue Anderson:
Mobile: +27(0)83 302 7340
E-Mail: sue@upc.co.za
Gretha Brews
Mobile: +27(0)84 486 1885
Email: gretha@upc.co.za / info@upc.co.a
