The Sandstone Modular Series

Modular Series

Sandstone Communications has identified 5 crucial areas for skills development required to be successful in any business environment.

These areas are covered in a series of one day modular courses. Any organization that books all of the modules over a period of time is offered a “consolidation” day where the Sandstone team members take actual current issues from the client’s team and use the training to solve them. These day-long courses are delivered in a no frills, hands-on manner. Delegates will develop skills not just learn theory, and will leave having rehearsed and experienced new skills.

If you want your delegates trained in practical skills these one-day focused courses are for you.

If you want your delegates to perform better immediately on completion of training, these courses are for you!

1

Intelligence not Information

This module is crucial to any member of a team who manages client relationships in a sales, development or retention role. This module will help delegates communicate more effectively, build rapport faster and therefore “sell” better. Topics exercised include:

  • Building trust and Rapport
  • Use of language
  • Active listening skills
  • Research
  • Persuasive techniques
  • Telephone trade
  • Story selling
2

Presentation Skills

All aspects of business require team members and leaders to make presentations to customers, or perhaps a strategy pitch to the board. This course will equip delegates with effective presentation techniques and significantly increase their confidence whilst presenting. Topics exercised include:

  • Brand self, personal turnout and dress – what message do you send?
  • Understanding a message
  • Delivering a message
  • Product presentation
  • Do’s and Don’ts
  • Practical presentation skills
3

Negotiation

Every element of a business requires negotiation skills. Negotiating is an area of business that many find intimidating and difficult to master. There are several basic principles and the key is preparation, in particular understanding the values, triggers and outcomes of the other party. This module will equip delegates with practical skills and a check-list that will ensure positive outcomes when entering into a negotiation. Topics exercised include:

  • Research
  • Preparation – identify the outcomes
  • Intelligence not information
  • Identifying triggers
  • Agreeing an outcome
  • Closing
4

Confrontation

Best avoided but this is not always possible! The secret to managing challenging situations is to have a strategy and remain calm and focused. This course will teach delegates to develop a strategy and plan for dealing with challenging situations and people. They will leave more confident and less likely to aggravate a difficult situation, thus enhancing customer retention. Topics exercised include:

  • Crisis management
  • Dealing with difficult conversations
  • Acting under pressure
  • Identifying the problem
  • Effective fire- fighting communication techniques
5

Collaboration

The secret to lasting relationships, both professional and personal, is effective collaboration. This is very different from just team work. It requires a deeper level of understanding of communication techniques and relationship motivators. This course will teach delegates how to identify triggers and values that will enable them to collaborate effectively. Client retention and development are significantly enhanced when this is achieved. Topics exercised include:

  • Build effective relationships
  • Identify motivators
  • Create trust and rapport
  • Understand the difference between trust and rapport
  • Build a network
  • Manage relationships

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