Graham Phelps can provide high-quality business skills courses, with proven content and great results.

Topics include all aspects of sales, customer service, management, leadership and commercial skills.  Skills and techniques to create, develop and close business opportunities using a customer-focused approach and a value-based (not price-led) proposition. Two-day in-house training course with follow-up review workshop.

“Value-based selling is about adding value through the way you sell, helping the customer make a quicker decision with more certainty and enjoying the process as well.”

This is the flagship of sales skills development training courses. Combining all the biggest and best sales training concepts and ideas into one new, easy to use set of strategies, set-pieces and skills. This includes topics such as consultative selling, solution selling, SPIN, Wilson learning, Sandler complex selling, sales process mapping, benefit and improvement models, strategic, customer-focused, value-based not price led, up selling, cross selling and more.  A practical and interactive workshop that explores the most popular most effective advanced negotiation skills, strategies, principles and tactics.

At the heart of this training is the premise that business negotiations, whether you are selling or buying, are inevitable. However, where possible they should be planned for or avoided and their impact minimised. Where this cannot be done, the primary and secondary stages of negotiation should be performed and should serve to reinforce value, agree minor concessions leaving the final negotiation to more senior ‘deal makers’ around one or two key issues.

Over the last twenty years, I have personally trained or coached over 30,000 business professionals in 20 countries and hundreds of organisations. 

Profile highlights:

• Substantial experience as a Senior HR Manager, Training Professional and Sales Director.
• Over twenty years’ experience as an international business trainer, coach, and consultant. 
• Expert in all aspects of designing and delivering training across various mediums.

This includes bespoke training programmes using live, video and online learning tools. Published book author and creator of various websites and online learning programs.

Advanced Negotiation Skills - Live Online or Onsite Training

"Close better deals faster"

Why you should attend this training course

This course will help you to improve your self-confidence and understand how best to negotiate contracts

• Proven skills and techniques for influencing, persuading, and negotiating client contracts.
• Increased confidence and clarity when reviewing contract terms and clauses.
• How to structure and manage contract review meetings.

Key learning points include: 

• A structured and proven approach to the negotiation of contract terms.
• Apply the key principles of negotiation; playing the person and the problem
• Create a contract negotiation strategy – from opening to close
• Use (and recognise) proven negotiation tactics and techniques 
• How to embrace conflict positively - to “say no, then negotiate” 
• Plan and prepare for any commercial negotiation conversations 
• Understand the stages of negotiation and how to move through them
• Ways of resolving stalemate and responding to ultimatums

Time Management and Working Smarter 

One day training course

Overview

We may all have different jobs to do, but one thing we all have in common is the need to be productive, organised, and reliable.

This time management course is based on the best of proven principles and the latest research and ideas for hybrid, solo and remote working. 

Course Format

This highly practical and interactive training course brings time management to life. It does this through short and interactive presentations, practical exercises with lots of tips, tools, and techniques. 

·  Managing priorities and structuring your day, individual and as a team.

·  Better attention management: Dealing with distractions and staying focused.

·  Goal setting, work-life balance and overcoming procrastination.

Who will benefit?

Most people can benefit from implementing a few new ideas to improve their productivity and work-life balance. 

Objectives 

Key learning points include:

·  Key principles of managing priorities, meet deadlines and being more in control of your workflow.

·  Managing expectations, resisting manipulation, and staying in control.

·  Ways of structuring your working day and building productive habits.

·  Proven techniques for structuring your day, week and normal routine.

·  Attention management and how to gain an hour of productive time by reducing distractions.

·  A practical way for setting goals and objectives in your work and personal life.

·  Be able to spot and deal with procrastination – in yourself and others.

·  Working more productivity as team.

·  Using communication skills to get more done, in less time, and on time.

·  How to start you on time, finish on time, get a lunch-break…and still get everything done.

Outline

1. Key principles of working smarter

• Definition, key principles, and personal learning objectives.
• How do you really use your time now? How would you like to?
• Beliefs and feelings about time.

Managing priorities and planning systems

• How to prioritise your workload, tasks, and activities.
• Using the Pareto principle and Parkinson’s law together 
• Using the 18-minute rule to structure your day.

 Improving time management in your team

• Making meetings worthwhile – preparation and conduct.
• Ideas for improved productivity and for working smarter as a team.
• Learning to trust and reducing overcommunication and micro-management.
• Delegating and co-working effectively.

 Goal setting and work-life balance

• Different ways set and use goals as way of managing time.
• Converting outcomes and objectives into realistic action plans.
• Setting personal and work goals that complement each other.
• Practical solutions for improving your work-life balance, and why it matters.

Dealing with distractions

• Know your time ‘bandits’, and how to fix them!
• The power of habit – breaking and making them.
• Assertive communication skills – how to say “no” nicely.

Overcoming procrastination

• Procrastination - what it is and how to recognise it in yourself and others
• Understanding the psychology of procrastination; why we put things off
• Proven ways of avoiding, reducing, and dealing with procrastination

Action plan and learning summary