Trainwest Online Academy

Content Review: Understanding the DISC Model – Sales Training & Development Program
2022-09-06 08:00 - 09:30 UTC | Trainwest – Online Webinar
In place of today’s live session please review the following seminar: Understanding the DISC Model – Sales Training & Development Program

Creating a Prospecting Plan Post COVID-19 – Sales Training & Development Training
2022-08-30 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:

Do you know what it costs you to get out of bed in the morning? How much do you need to sell every day to ensure you are in the black? Growing your territory or book of business requires you to build a plan, implement that plan, and fine tune it while you are on the journey. Just like baking a cake, if you want the cake to turn out time after time, you must follow the recipe with no deviations. Baking is a form of chemistry and so is a sale. Having the proper recipe for your success requires knowing what your final outcome should look like then working backwards to establish the proper ingredients for success.
In this session you will learn how to create a prospecting plan that contains a mix of activities appropriate to you and your market. You will build your recipe for success.
Key Learning Points:

Calculate what it costs you to get out of bed

Create your personal commercial and implement it within the proper prospecting activities and mix for your territory

Create and establish a detailed implementation plan for maximize your prospecting success

Life Lessons From Inspirational Leaders - Sales Training & Development Program
2022-08-23 08:00 - 09:30 | Trainwest – Online Webinar
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

Sales Growth Through Networking – Sales Training & Development Program
2022-08-16 08:00 - 09:30 | Trainwest – Online Webinar

Group Coaching Call – Management Training & Development Training
2022-08-12 09:00 - 10:00, 2022-07-15 09:00 - 10:00, 2022-07-01 09:00 - 10:00, 2022-06-17 09:00 - 10:00, 2022-06-03 09:00 - 10:00, 2022-05-20 09:00 - 10:00, 2022-05-06 09:00 - 10:00 | Trainwest – Online Webinar

Group Coaching Call – Sales Training & Development Training
2022-08-12 08:00 - 09:00, 2022-07-15 08:00 - 09:00, 2022-07-01 08:00 - 09:00, 2022-06-17 08:00 - 09:00, 2022-06-03 08:00 - 09:00, 2022-05-20 08:00 - 09:00 | Trainwest – Online Webinar

Content Review – Understanding the DISC Model – Sales Training & Development Program
2022-08-09 08:00 - 09:00 | At Home / Office Review
Review Content for the Week: Understanding the DISC Model – Sales Training & Development Program

Content Review - Negotiation and Money – Sales Training & Development Program
2022-08-02 08:00 - 09:00 | At Home / Office Review
Review Content for the Week: Negotiation and Money – Sales Training & Development Program

Interactive / Practice / Role-Play – Sales Training & Development Program
2022-07-26 08:00 - 09:00, 2022-06-07 08:00 - 09:30 | Trainwest – Online Webinar

Creating a Prospecting Plan - Sales Training & Development Program
2022-07-19 08:00 - 09:30 | Trainwest – Online Webinar

Understanding the DISC Model – Sales Training & Development Program
2022-07-12 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
We all have our personal ways of behaving in different situations. Typically we act routinely, repeating our adapted ways of doing things since it is easier to repeat our adapted ways than to learn new ways. As people, we attempt to predict situations unconsciously, and to do things in ways we found to work in different situations in the past. We form opinions of others almost immediately whether we want to or not.
Are you sure you’re dealing with people in the way they wish to be treated and appreciated? Do you want to have a positive impact on your bottom line by understanding people’s behavioural styles?
In this session, you will gain a deeper insight into understanding different behavioural styles that will help you deal with, motivate, negotiate to and lead each type of individual.
Key Learning Points:

Learn a model that identifies the main behavioural styles to facilitate interaction with people and prepare us to more effectively management motivate other people
Learn techniques that will help you understand those in your business so you can focus on growing your business
Learn about factors which motivate the different behavioural styles to help you be more effective negotiating with each style

Effective Questioning Techniques - Sales Training & Development Program
2022-07-05 08:00 - 09:30 | Trainwest – Online Webinar
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.
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.’

Negotiation and Money – Sales Training & Development Program
2022-06-28 08:00 - 09:30 | Trainwest – Online Webinar

Goal Setting – Accountability – Evaluation - Sales Training & Development Program
2022-06-14 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
Aristotle’s form of final causality is believed to be the origin of goal setting. Aristotle speculated that purpose can cause action and that there is a positive relationship between clearly identified goals and performance. Goal setting involves the development of a plan designed to properly motivate and guide an individual to an end result.
In this session we will look at the goal-performance relationship, criteria needed to establish goals, how motivational theory can impact goals and individual accountability and the relationship between personal and corporate goals.
Key Learning Points:

Learn and understand “Motivational Theory”
Understand the relationship between goals and performance/li>
Understand the criteria required to establish goals which will be achieved
Learn how to hold yourself (and others) accountable to achieve the goals committed to

Dealing with Change – Sales Training & Development Program
2022-05-31 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
If companies are to remain competitive in today’s business climate they must undergo change and be able to respond quickly to global, market or local changes.
As a leader you have the responsibility to manage change in your area – to prepare yourself and your team to deal with, and accept, what is to come.
In this session we will look at 3 views for transforming organizations through change, review the steps people go through dealing with change and the leaders role in the change process.
Key Learning Points:

Learn and understand three (3) views of Organizational Change
Understand the steps people go through dealing with change
Understand the leader’s role in the change process
Learn how best to facilitate change within your team

Understanding How People Make Decisions – Sales Training & Development Program
2022-05-24 08:00 - 17:00 | Trainwest – Online Webinar
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

TIME CHANGE: Transactional Analysis – Sales Training & Development Program
2022-05-17 11:00 - 12:00 | Trainwest – Online Webinar
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

Socratic Questioning – Sales Training & Development Program
2022-05-13 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
Socratic method of questioning is a form of cooperative argumentative dialogue between individuals, based on asking and answering questions to stimulate critical thinking and to draw out ideas and underlying presumptions.
Establishing rules is not a hard process, but consistency in its implementation is.
Key Learning Points:

Learn how to ask questions using the ‘negative reverse’ method.
Learn how to ask questions that guide the conversation to your benefit./li>
Uncover the real reasons for wanting to do business and qualify in/out within the first five minutes.
