Bespoke Training In Your Workplace

Our in-company training offers innovative training solutions to help you realise the full potential of your software purchasing and supply team. In addition to delivering the key concepts of the course we will also tailor the training to meet your specific needs and to be relevant to the main software vendors you deal with. The training will be conveniently delivered on your own premises or if you prefer at a suitable local venue of your choice. That means minimum disruption with maximum results, because candidates learn, literally, 'on the job'.

Course #1: Inside the mind of an IT Sales Person

A Buyers guide to IT Sales techniques; presented by an experienced and successful IT Salesman who has now crossed the tracks and acts as a 'poacher turned gamekeeper' for IT buyers and those involved in software procurement.

This is a 1 day workshop and it will be delivered in-house to you and your Procurement team. We allow up to a maximum of 8 attendees per session. This training is challenging, provocative and fun and it will give you an edge when you next meet with your software suppliers.

Aims

By the end of this programme you will understand:

• The motivation and main drivers of software sales people
• What do software sales people see as important when building relationships with buyers
• The five strategies to use when negotiating with sales people
• Software sellers; their methods and behaviours
• Customer selection by the software selling organisation
• Software selling models
• The software salesperson in action – account management and conditioning customers
• How a sales person prepares to meet a software buyer - a case study
• Commonly used closing techniques & counters
• Managing the sellers expectations

Who Should Attend?

Anyone in your organisation that regularly meets software sales people and who would like to gain an understanding of their motivators, drivers and processes. Ideal for IT Managers, IT Procurement and IT Purchasing professionals, IT buyers and Finance Managers who have a responsibility for software budgets.

Benefits to your organisation

• Negotiate better deals
• Negotiate better terms
• Save money for your organisation
• Avoid misunderstandings which can lead to legal and financial liabilities

By understanding more about sales techniques and the processes software sellers use, you will be able to deliver benefits to your organisation by positioning the purchasing organisation, its purchases and its processes in ways which attract and encourage software sellers to offer more advantageous terms than would otherwise be the case.

Want to know more?

To review how this course would benefit your organisation, call us on 0870 787 4602 or fill in the contact form on the Contact Us webpage.

In addition, if you have other IT Purchasing or Negotiation training requirements then call us to review how we can provide bespoke training tailored and specific to your needs.

Course #2: Team Effectiveness using "Whole Brain Thinking"

A team is a group of two or more people working together to accomplish a task. With the explosion of knowledge in the information age and the greater interdependence of different work groups, it has become clear that team members need to work together more effectively to accomplish tasks.

A procurement team that works well together is not a chance event. People concerned about effective teams need to understand themselves first. They also need to know how they function in a group setting. By analysing the collective thinking preferences on a team, they can start to discover and appropriately manage areas of strength and weakness.

What is Whole Brain Thinking?

• Improves Team Development: Discover your team's strengths. Focus on maximising their abilities. Develop a strategy for managing their weaknesses. By analysing collective "thinking preferences" you can discover and appropriately manage your team's development so that it realises its full potential.
• Helps with Problem Solving/Decision making: Learn new techniques that incorporate team member's preferences. The zigzag approach allows all team members to contribute equally to solving problems and arriving at "whole brain" conclusions.
• Enables better Task Assignment: Different thinking styles are attracted to different tasks; "different drums, different drummers". Find out how to allocate out tasks and activities based on how individuals think. People are more productive when they are stimulated.
• Increases Effective Negotiating: Use a Whole Brain approach to improve all forms of Negotiating, Influencing and Persuasion. By understanding and valuing diversity both parties can avoid unnecessary conflict and achieve the desired outcome. Many people have commented Whole Brain Thinking has given them new insights and perspectives.

What is the value in Whole Brain Thinking?

• It is non-judgemental and non-threatening
• It’s quick and easy to explain
• It’s designed to be appealing and memorable to all four thinking styles
• It provides valuable group data
• It encourages real appreciation of diversity and better working relationships
• It highlights both strengths and blind spots
• It values individual unique differences
• It improves employee retention

Who would benefit from this workshop?

This one-day programme is designed for procurement teams/workgroups, and can be run either onsite at your offices or at a convenient location (i.e. at a local hotel or conference centre).
Min delegates - 6
Max delegates - 12

Want to know more?

To review how this workshop would benefit your organisation, call us on 0870 787 4602 or fill in the contact form on the Contact Us webpage.

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