Facilitating

Selling is Just a Conversation

In our lives we sell to each other every day without even being aware of it. These skills that we all possess can be turned into powerful techniques that allow selling to become Just a conversation™.

Selling is Just a conversation™, or SIJAC for short, is an easy-to-understand, successful sales methodology that enables sales professionals and non-sales people to sell successfully.

SIJAC is for you if:-

your organisation consists mainly of consultants and you would like them to be better at finding new business opportunities.
your organisation is involved with selling medium to high value products and/or services that usually require in depth client relationships (and maybe service customisation).
you are launching a new product or service and you need to upskill your sales team to sell high value solutions rather than off the shelf products.
your sales team is of mixed ability and lacks the capability to describe where they are in a sale and what they need to do next.
your sales people cannot provide accurate sales forecasts even for the next month let alone the quarter, then the SIJAC methodology will suit them perfectly.
your organisation is a multinational and each sales team tells you that their way of selling is different, so forecasting is very difficult.

We can modify your SIJAC programme to reflect the commercial and cultural influences of your market. We believe that regardless of nationality, the principles of selling are the same. If a person is acknowledged, listened to and respected, they will buy. These are the foundations of the SIJAC programme.

The SIJAC program is delivered worldwide.

Course Content

Understanding the 'inner game of sales'. How do you relate to; yourself, selling, your product/brand/service/idea
How to have structured sales conversations and still be authentically you
How to create momentum in sales and maintain control
Knowing where you are in a sales conversation
Leave your 'brilliance in your briefcase'
The art of conversation - be conscious in what you Think | Say | Do
Be in their world, how to survey their needs so that they would choose to buy from you
Test for success. Is it real, what do you need to know?
Objections are your friends and how to respond to them successfully

Course Structure

Selling is Just a conversation™ can be delivered in multiple formats to suit the client. The approach we recommend to allow for maximum engagement and an ability to change behaviour more comprehensively is:

Workshop: Three x four hour workshops, plenary with all participants
Tutorials: Three x one hour tutorials, small groups working on real life activity and challenges
Coaching: Two personal one hour sessions focused on addressing individuals specific needs to optimise their performance

The fundamental benefits of the program are:-

Control - Your sales, and non-sales, people will get a clear understanding of where they are in the sales process and what to do next.
Momentum - They will have the motivation to conduct purposeful and confident sales calls and meetings to get the business.

The result is that people become extraordinary at sales even if they have no intention of being full-time salespeople.

Symmetry "Having attended a number of sales training courses over the years, I thought Hugh Gyton’s emphasis on relationship building with the client through conversation was a different angle. The ‘Selling is Just a Conversation’ methodology helped our more experienced sales people, as well as those that had never been on a course before and don’t consider themselves in a sales role."

Andrew Black
Director, Solutions Asset Management Limited
www.samlimited.com.au

Have a team that could hone their skills?

Want to send someone to the next public Development Day?

Building Capability is Just a Conversation

Developing your staff and retaining them is a big issue for many organisations. Add to this the challenge of motivating an underperforming employee and many managers just want to put their head in the sand.

Building Capability

Helps managers engage more with their employees
Gives managers a methodology to adopt with more challenging conversations
Builds self awareness and develops coaching skills
Increases confidence in managing and assisting change in the culture of an organisation, increasing individual and team performance and retention levels.

Course Content

Assessing current and desired capability
Developing your capability options
Documenting a development plan
Enabling coach
Establishing personal accountability
Assessing current and future needs

Course Structure

Workshop: Three x two and a half hour workshops
Tutorials: Three x one hour tutorials
Coaching: Two personal one hour sessions

"Guys, Last week, I reviewed some of the material that Hugh has developed - its excellent. I recommend that you engage in this activity sincerely it will be of immense value to you. By the way, I have had the opportunity to attend two workshops which Hugh had conducted in 2006 - he is very good. He has the skills to draw out the best in you and he will challenge you to think differently. He is also very clever at disguising a lot of hard work as fun. Enjoy the journey."

Hari Ramachandran
Singtel Optus Pty Limited
www.optus.com.au

Dynamic Goal Achievement is Just a Conversation

Dynamic Goal Achievement gets employees into action, and it is the right action. The course is a reality check for participants helping them to define where they are at and where they need to go. It gives participants inspiration to achieve goals that will benefit both themselves and their company. Dynamic Goal Achievement is a lasting skill that can help you achieve in every area of your life.

Course Content

Defining end points
Identifying goals
Taking responsibility
Overcoming obstacles
Altering attitude
Smart action planning

Course Structure

"Bravo! What a wonderful experience for the last meeting of the year. Thank you most sincerely for an excellent workshop this morning. The members thoroughly enjoyed the interaction and the very practical outcomes experienced. We also had a lot of fun during the morning which added to the success of the session. The ratings certainly reflected the appreciation by the members both both presentation skills and take home value."
Barry Upfold
Chairman
www.tec.com.au

Presenting is Just a Conversation

Presentations are simply a conversation with many. However, many presenters often forget about the conversation and focus too much on thier powerpoint or nerves and not enough on our audience. Presentations are just a conversation is all about practice, practice, practice. Participants learn through doing, there is no hiding behind the theory. If you are not up presenting, you are critiquing one of your fellow participants.... often where most of the insight occurs.

The sessions are fun and supportive so participants feel comfortable trying out new techniques and are able to laugh at themselves if it doesn’t quite go to plan.

Each participant receives a laminated checklist that’s easy to use, convenient to keep handy and has everything you need to know to help ensure your presentations are successful on just two pages.

Course content

Getting the planning and preparation right
Asking the key questions before you start
Using a logical presentation format
Developing strong presentation techniques
Using visual aids to enhance your delivery
Managing question and answer sessions smoothly

Course structure

The course structure involves two x four hour workshops scheduled two weeks apart to allow for on the job practice.

Workshops are run for between 4 and 10 participants.

One on One Coaching

The one on one sessions gives you the opportunity to try out new techniques and to really develop your natural style in a supportive and private environment. All coaching sessions are tailored precisely to your individual needs.

For some executives, coaching may consist of simply one or two hourly sessions to run through a key presentation to help ensure it is truly polished and will have maximum impact.

For other executives, coaching can provide assistance in confronting long-standing obstacles to successful presentations.