| Categories |
Learning Modules in each category |
Supporting Mini Modules |
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| Managing the sales week |
Sales meeting |
Setting up the new approach |
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Dealing with the latecomer |
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Extracting ideas from everyone |
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Mid week follow up |
Following up |
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Dealing with person who has not done anything |
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End of week De-brief |
Debriefing the team – some tips |
| Managing individual performance |
Introduction |
Assessing your own style – what’s your preferred way – listening or telling |
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How to set goals and provide direction |
How to set goals to improve performance |
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How to set SMART goals to improve team performance |
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How to coach to develop skills |
How to maximise the coaching discussion |
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How to coach where there is a skills gap |
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How to coach to improve performance |
How to coach to improve performance |
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How to counsel to improve performance |
How to deal with the defensive staff member |
| Face to face communications |
Delivering a presentation |
How to connect to a large audience |
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How to structure a business presentation |
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Interviewing clients to understand needs |
How to have a needs based conversation in a retail environment |
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How to maintain focus on the customer |
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Engaging customers in a retail environment |
How to engage a customer with your first words |
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How to overcome objections |
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How to cross-sell |
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How to deal with difficult customers |
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Pitching to win new business |
How to avoid getting the run around |
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Introducing products into the needs based discussion |
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| Growing your business |
The relationship management process |
How to manage your time |
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How to position yourself on the phone in the first 20 seconds |
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How to create an effective calling programme |
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Creating your compelling value proposition |
How to fine tune your CVP |
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Strategic account management |
How to understand and influence decision makers |
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How to qualify prospective clients |
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How to identify and manage buyer resistance |
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How to truly know your client |
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Creating effective business plans |
How to apply a structured process to any business issue |
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How to prepare a business plan in two hours |
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How to create a rolling 90 day plan |
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How to keep your business plan alive |
| Building effective teams |
Leading from the front |
How to challenge a performer to perform at the next level |
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How to provide and receive feedback |
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How to manage a team that is not delivering results |
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Leading a team that is not achieving results |
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| Pepper Better Business e-learning |
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| The relationship management process for Mortgage Brokers |
How to prospect and build leads |
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How to create an effective calling programme |
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How to position yourself on the phone in the first 20 seconds |
| Creating a compelling value proposition |
How to create a CVP as a mortgage broker |
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How to tailor your CVP to the situation you are facing |
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Using your CVP at the solution stage |
| Interviewing clients to understand needs |
How to position the needs based discussion |
| Creating effecrtive business plans |
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How to keep your business plan alive |
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How to apply a situational analysis to any issue in business |
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How to create a rolling 90 day plan |
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How to prepare a business plan in two hours |
