Trainwest Online Academy

Sales Growth Through Networking – Sales Training & Development Program
2023-04-04 08:00 - 09:30 UTC | Trainwest – Online Webinar

The Art of Persuasion – Management Training & Development Program
2023-03-30 08:00 - 10:00
Seminar Description:
The days of leaders dealing with others via a command and control philosophy are gone. Today most organizations are run largely by cross functional teams of peers. The use of electronic globalization communication tools has further eroded the traditional management hierarchy. Today work gets completed by employees asking “why should I do it instead of What should I do”. As a leader in order to be effective today you must learn how to Persuade. In this session we will define what persuasion is, and review the 4 steps to creating an effective persuasive environment.

Self Study, Review MV-10 What does it take to be a top performer – Sales Training & Development Program
2023-03-28 08:00 - 09:30

Group Coaching Call – Sales Training & Development Training
2023-03-24 08:00 - 09:00, 2023-03-10 08:00 - 09:00, 2023-02-24 08:00 - 09:00, 2023-02-10 08:00 - 09:00, 2023-01-27 08:00 - 09:00, 2022-11-18 08:00 - 09:00, 2022-10-28 08:00 - 09:00

Transactional Analysis – Sales Training & Development Program
2023-03-21 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

Self Study, Review MV-02 Remaining Competitive – Sales Training & Development Program
2023-03-14 08:00 - 09:30

Dealing with Change – Sales Training & Development Program
2023-03-07 08:00 - 09:30
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

Self Study, Review MV-05 Dealing With Change – Sales Training & Development Program
2023-02-28 08:00 - 09:30

Life Lessons From Inspirational Leaders – Management Training & Development Program
2023-02-22 08:00 - 09:30

Interactive / Practice / Role-Play – Sales Training & Development Program
2023-02-21 08:00 - 21:30

Questioning Techniques – Sales Training & Development Program
2023-02-14 08:00 - 09:30, 2022-10-04 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.’

Negotiation and Money – Sales Training & Development Program
2023-02-07 08:00 - 09:30, 2022-11-22 08:00 - 09:30

Discussion - Personal & Business Life Learning Lessons through COVID - Sales Training & Development Program
2023-01-31 09:00 - 10:00
In this session we will discuss what we have learned in the past several years of dealing with the pandemic, both in personal and our business life.

The Decision to Trust – Management Training & Development Program
2023-01-25 08:00 - 10:00
Seminar Description:
Trust is one of the key elements a leader must have from his/her team members. Without it, the leader will fail;. With all of the changes happening today both internal and external to an organization, employees say they just don’t know who to trust anymore. In this session we will define “Trust” Review the Decision making factors and Situational factors that effect trust, and then discuss 10 practical ways of managing trust within your team.

Establishing Goals – Measuring Performance – Sales Training & Development Program
2023-01-24 09:00 - 10:00, 2022-11-15 08:00 - 09:30
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:

Understand the relationship between goals and performance

Criteria required to establish goals which will be achieved

How to hold yourself accountable to achieve the goals committed to

Topic Review – Territory Growth Strategies – Sales Training & Development Program
2023-01-17 08:00 - 09:00
Please Review SG – 10 Territory Growth Strategies – Sales Training & Development Program

Topic Review - Rules of Engagement with People – Sales Training & Development Program
2023-01-10 09:00 - 10:00
Please Review Rules of Engagement with People – Sales Training & Development Program

Understanding How People Make Decisions – Sales Training & Development Program
2022-11-08 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

Getting Past the Gatekeeper – Sales Training & Development Program
2022-11-01 08:00 - 09:30

Rules of Engagement with People – Sales Training & Development Program
2022-10-25 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

Content Review: Effective Questioning Techniques – Sales Training & Development Program
2022-09-27 08:00 - 09:30
In place of today’s live session please review the following seminar: Effective Questioning Techniques – Sales Training & Development Program
