Trainwest Online Academy

Interactive / Practice / Role-Play – Sales Training & Development Program
2023-05-09 08:00 - 09:30, 2023-07-25 08:00 - 09:30, 2023-10-03 08:00 - 09:30, 2023-12-05 08:00 - 09:30 UTC | Trainwest – Online Webinar

Rules of Engagement with People – Sales Training & Development Program
2023-05-16 08:00 - 09:30, 2023-08-15 08:00 - 09:30
Seminar Description:
Having mutually respective interactions with others is a goal we all should be striving for, yet why is “manipulation” part of everyday human interaction? To mitigate this manipulation in interactions, it is essential that every person be on the same page. This starts by establishing mutually respective rules of engagement. Since we can’t control others behaviours, we need to realize that we must be the one to ensure rules are established.
Establishing rules is not a hard process, but consistency in its implementation is.
Key Learning Points:

Learn the key steps in establishing rules of engagement
Recognize when rules should be implemented and followed
Learn how to hold people accountable to the rules
Learn how to take control (and remain in control) of the interaction

Life Lessons From Inspirational Leaders – Sales Training & Development Program
2023-05-23 08:00 - 09:30, 2023-05-30 08:00 - 09:30, 2023-10-24 08:00 - 09:30
Seminar Description:
There are inspirational leaders we all know of or have heard of who we can learn from. When you think of inspirational leaders, who comes to mind? These inspirational leaders can teach us life lessons if we keep our mind open and are willing to let others in. These individuals inspire us all to achieve more, make the world a better place, and to never give up on our dreams, no matter how big or small they may be.
In this session we will review life lessons from others and see how you can implement into your daily activities

Transactional Analysis – Sales Training & Development Program
2023-06-06 08:00 - 09:30, 2023-08-08 08:00 - 09:30
Seminar Description:
To be an individual on the front-line we need a slight edge to better connect with people; understanding our customers is central to helping them with their problems. Much of our personality is shaped by early childhood influences and teachings – messages that we carry with us throughout our lives. Here you will learn about the foundations of Transactional Analysis, a model for Understanding Human Personality, Relationships and Communication.
All our early life experiences are assembled into a unique set of beliefs about ourselves, others and the world, our ‘Frame of Reference’. This frame is like a distorting lens through which we view life and which gives us a unique personal concept of ‘reality’. Our FoR guides us throughout life unless changed by developing awareness and making decisions to change what we believe.
In this session we will review how this model relates to the those on the front-line. We will explore how the components of people’s personality influence their behavior. You will learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.
Key Learning Points:

Learn about three (3) “Emotional States” which govern our Thoughts, Feelings and Behaviours during any conversation
Understand the three (3) Rules of Communication
Understand how the Drama (Game) Triangle relates to the mind games people play

Fundamentals of Reading Body Language – Sales Training & Development Program
2023-06-13 08:00 - 09:30
Seminar Description:
In this session, learn why reading and understanding body language is essential in sales.
Key Learning Points:

How and why reading body language can help you increase your sales
Learn why eye contact is so important and the meaning of gaze behaviour
Learn 10 essentials for reading people
Understand why and how handshakes can make or break your sale

Understanding How People Make Decisions – Sales Training & Development Program
2023-06-27 08:00 - 09:30
Seminar Description:
How someone makes a buying decision should not be a mystery. Whether you are dealing with an individual, small to mid-size company or enterprise organization, understanding the buyer’s decision process earlier rather than later on in the selling cycle helps the sales person be more efficient and effective with their time. Positioning yourself properly in reference to your prospect should increase the likelihood the deal will proceed in a favorable manor.
In this session we will review strategies on how to position yourself and company properly in regards to your prospect; understand the prospects cast of characters and influence ability and understand key issues influencing people’s decisions. You will also learn how to skillfully question prospects to uncover this information. You will learn how to determine the players, the influence ability of each player, specific elements of their process, and the time frame for the decision.
Key Learning Points:

Learn how to skillfully question prospects to uncover their decision process
Learn techniques on how to determine who the players are and the influence ability of each player/li>
Learn strategies and techniques to position your information to deal with the prospects decision process

SELF REVIEW – Section PS04 Psychology of Sales - Sales Training & Development Program
2023-07-04 08:00 - 09:30

SELF REVIEW – Section PS08 Reasons People Take Action - Sales Training & Development Program
2023-07-11 08:00 - 09:30

Sales Growth Through Networking – Sales Training & Development Program
2023-07-18 08:00 - 09:30

Negotiation and Money – Sales Training & Development Program
2023-08-01 08:00 - 09:30, 2023-10-17 08:00 - 09:30

Advanced DISC Model – Sales Training & Development Program
2023-08-22 08:00 - 09:30

SELF REVIEW – Section QS 05 – Negotiation Strategies and Techniques - Sales Training & Development Program
2023-08-29 08:00 - 09:30

SELF REVIEW – Section SG21 – Sales Growth through Networking - Sales Training & Development Program
2023-09-05 08:00 - 09:30

Interactive Practice / Role Play - Sales Training & Development Program
2023-09-12 08:00 - 09:30

Rules for Success in Business & Life - Sales Training & Development Program
2023-09-19 08:00 - 09:30
Seminar Description:
In this session we will review a few guiding values and principles that if followed, should make you a better and stronger person both in your personal and professional life. This section is an introspective study of the self and the future.

Key Learning Points:

Review your standards of work, ethics, personal development and responsibility.
Learn to set a new set course in life and business.
Learn how daily reflection and journaling can set you on a different path to success and achieving your goals.

Questioning Techniques – Sales Training & Development Program
2023-09-26 08:00 - 09:30
Seminar Description:
Questions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people, you must listen more that you speak.
Listening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret.
Even though questioning is a big part of the sales process unless you can reflectively listen, synthesise what is being said (and not said) and accurately summarise what has transpired, you will potentially miss the real issues.
Establishing rules is not a hard process, but consistency in its implementation is.
Key Learning Points:

Learn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving
Learn techniques on how to identify, evaluate and resolve the real issues people have
Learn how to move people from the stages of ‘curiosity’ to ‘intent’ to ‘commitment.’

SELF REVIEW – Section MV02 Remaining Competitive - Sales Training & Development Program
2023-10-10 08:00 - 09:30

Territory Growth Strategies - Sales Training & Development Program
2023-10-31 08:00 - 09:30
Seminar Description:
Every year you are tasked with growing your territory. To do this you need to implement strategies and techniques under a framework for each type of account within your territory.
In this session we will look review a list of items you should consider with each account, to determine the best future strategy in dealing with them.

Key Learning Points:

Learn a conceptual framework and process for developing specific account plans
Learn how to develop appropriate plans for various classifications of accounts
Learn how to create an effective SWOT analysis on your territory to determine where you should allocate your efforts

Effective Questioning Techniques - Sales Training & Development Program
2023-11-07 08:00 - 09:30
Seminar Description:
Questions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people, you must listen more that you speak.
Listening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret.
Even though questioning is a big part of the sales process unless you can reflectively listen, synthesize what is being said (and not said) and accurately summarize what has transpired, you will potentially miss the real issues.
Key Learning Points:

Learn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving
Learn techniques on how to identify, evaluate and resolve the real issues people have
Learn how to move people from the stages of ‘curiosity’ to ‘intent’ to ‘commitment.’

Bonding & Rapport - Sales Training & Development Program
2023-11-14 08:00 - 09:30
Seminar Description:
Developing rapport and creating a bond with a prospect is an integral part being an effective communicator. It is fundamentally integral in creating and developing a mutually trusting and respectful relationship with others.
To establish strong bonds, people must have good communication skills; recognize the verbal and non-verbal signals people are sending and understand you cannot control another’s behaviour, but can affect their behaviour by the way you respond to them.

Key Learning Points:

Learn how to Bond & Build Rapport with a Prospect
Learn the process of how to read body language
Understand the different communication skills and their impact on everyday interactions
Understand how to negotiate with different cultures and generations

SELF REVIEW – Section BR09 – Applying DISC to improve Bonding and Rapport - Sales Training & Development Program
2023-11-21 08:00 - 09:30

SELF REVIEW – Section MV 16 – Establishing Goals for The New Year - Sales Training & Development Program
2023-11-28 08:00 - 09:30
