Soft Skills Training
What’s it all about?
Today‘s management takes place in an environment characterized by rapid and dynamic change as well as by constantly increasing demands on managers‘ understanding of leadership and on their everyday practical management actions. Therefore the overall aim of the change management module is to support managers in the professional perception of their tasks and roles. To this end the participating managers will be equipped with relevant know-how about change processes as well as practical tools.
Content
- The basic principles of change management (strategies, typical stumbling blocks)
- Patterns and stages in change processes
- Dealing creatively with change processes
- Recognizing and dealing with resistance; dealing with typical conflict situations
- Dealing with different types of change processes
- The role of and demands on managers in processes of change
- Reflecting on institutional culture during change
- Complex interventions during processes of change
- Professional communication during periods of change
- Be there for staff and teams during processes of change
- Reflecting on practice-based cases using the concept of peer consultation
Objectives
After attending the seminar participants should be able to:
- Diagnose typical patterns in situations of change on both a staff and an organizational level – develop appropriate behaviors in response
- Recognize resistance among employees and reduce it effectively
- Recognize and reflect on demands placed on one‘s role
- Understand the interplay between structural and cultural changes and deal with them creatively
- Appropriate communication in different situations of change
- Reflect on practice-related questions raised by participants in case supervision
Duration: 3 days
What’s it all about?
Workplace conflicts are normal and expected, and can even be healthy. When left to worsen or fester, however, they can result in a work environment that feels like a minefield. In these instances expertise in conflict resolution management may be needed.
Content
Communication Skills and Conflict Management consists of tow parts: a basic seminar and a follow-up seminar. The basic seminar will show you how to analyse and manage conflicts, deal with difficult people, and settle disputes amicably. You will learn to apply conflict resolution skills in order to handle communication problems and personality clashes in business, learn to apply negotiation and mediation skills, and manage intercultural business conflicts. The follow-up module addresses concrete, real-life situations which have arisen in the course of your day-to-day work. The follow-up module is structured flexibly to provide for individual questions, supervision units and feedback opportunities.
Objectives
Course contents will be customised to your needs and personal work-related issues. Overall, the course emphasises the following topics.
- Understanding what conflict is and why it occurs
- Recognizing conflict symptoms and the dynamics of conflict
- Understanding the difference between intrapersonal and interpersonal conflicts
- Overcoming conflicts through better communication
- Negotiating win-win solutions
- Choosing the best conflict style
- Coping with emotions that usually accompany conflicts
- Dealing with difficult people
- Asserting your position positively
- Handling successfully professional real-life situations
- Supervision units and feedback opportunities
Duration: 3 + 2 days
What’s it all about?
To get new or more business on board you have to master successfully two challenges:
- convincing your client by an outstanding pitch & presentation and
- getting the most out of the following business negotiation
This course is specially designed to develop and enlarge your personal skills in these areas of excellence by a 3-day intensive course. It will boost your confidence level and make you familiar with specific techniques to increase your power and intensify your message – even in tough situations.
Content
Depending on the participants objectives and skills, the trainers will analyze and train on the following issues:
Part I: The convincing pitch & presentation
- Identify and focus on the audience’s needs
- Shape your central message and structure your presentation
- Identify and utilize “Impact Techniques” and presentation styles
- Use body language and voice effectively
- Design and handle appropriate visual support
- Deal with questions and objections
- Ask for the business
Part II: The winning negotiation
- Fix goals & aspirations
- Prepare by analysing the importance of issues
- Set your agenda and your own BATNA
- Develop the bargaining zone
- Use appropriate question techniques to probe the other parties needs & concerns
- Utilise different negotiating styles to maximise your effectiveness
- Break deadlocks and identify value creating alternatives
- Handle possible “dirty tricks”
Duration: 3 days
What’s it all about?
We often don’t realize that we are negotiating constantly. In almost every single situation, negotiation is involved and our ability to negotiate determines the success of the output. This training is designed to support you in maximizing your deals by becoming competent and confident in both private and business negotiations. You gain valuable skills, tools and tactics, helping you to improve your personal negotiating style and your success as a negotiator. This program is suitable for experienced negotiators looking for a refresher training as well as for newcomers looking to optimize their negotiating roles.
Content
Depending on the participants‘ objectives and skills, the trainers analyse and train on the following issues:
- experiencing the power of preparation and the key factors for efficient preparation
- understanding, handling and influencing the process of negotiation
- efficient and positive bargaining (anchor points; entry & exit points)
- gathering information and power by using appropriate question techniques
- practicing techniques to break deadlocks, dealing with obstacles and creating alternatives for mutual gain (sticking points)
- handling power imbalances
- identifying and neutralising „dirty tricks“ used by others
- using your body language to reinforce your message
- practicing negotiation in teams as well as individual negotiations
Objectives
This training …
- provides theoretical background on all the key areas of successful negotiation
- creates greater self-awareness and supports feedback & reflection by means of video-analysis
- uses various real-life case studies to stick as closely as possible to real business world scenarios
- provides several negotiation checklists to maximise the quality of your preparation
- uses a pre-training questionnaire for identifying and focusing on your needs
Duration: 3 days
What’s it all about?Pitching and Presenting effectively has become a key success factor in today’s business life. A winning presentation will open doors for commercial opportunities, business contacts and personal success. The ability to communicate your ideas and propel people to actions depends on two crucial elements: the ability to tailor your presentation to the interests of the audience and to fascinate by your delivery.
This course is designed to develop and improve your individual skills. It will make you familiar with the essentials of business pitches and presentations will boost your impact and will strengthen your individual style.
Content
Depending on the participants‘ objectives and skills, the trainers will analyze and train on the following issues.
- analyzing and understanding your audience’s needs
- defining a key message relevant to your audience’s interests
- structuring your presentation to lead the audience to your target
- developing powerful impact techniques to get the audience’s attention
- sharpening your rhetorical skills
- designing focused and memorable visual supports to reinforce your message
- using body language and voice to fascinate the audience
- conducting question & answer sessions with confidence
- handling demanding and critical audiences
- exploiting innovative and creative methods to design your presentation
- asking for the business
Duration: 3 days
– 3 letters for business success –
What’s it all about?
“Only if you are able to lead yourself you will be able to lead others” is an old wisdom in leadership theory. NLP provides the key to understand the patterns of human behaviour, communication and motivation. This training is therefore for those you have a strong desire to move beyond limitations, whether self imposed or otherwise, in the pursuit of goals. It is about engaging people`s hearts and minds, encouraging them to grow to their full capacities and potentials. Learn from NLP with its insights into patterns of thinking, creativity and individual and group empowerment. Benefit from NLP`s useful models and engaging activities.
Content
- learn flexibility in working with contrasting personalities and individual differences; harness the talents of individuals
- manage your ’state‘ (including stress levels) so that it is appropriate for the situations and people you encounter
- recognise and utilise mental strategies for achieving success in any aspect of your work and life
- learn how to lead goal orientated through your communication
- adopt beliefs of excellence to give you increased flexibility and influence over the choices you make and the results you achieve in your business and personal life
- experience situations from different perspectives so that you can negotiate resolution to conflicts where you may previously have been stuck or blocked in some way
- create a suitable environment and an appropriate attitude to allow innovation to flourish in individuals, teams and organisations examine their impact on your private & business life
- programme your future for sustainable change
Duration: 3 days
– Making the Most of Your Time –
What’s it all about?
One of our most delicate resources in private and business life is time. But in reality time cannot be managed, it is uncontrollable – we can only manage ourselves and our use of time. The challenge is to use the same 24 hours to get more done, with less stress and with the feeling that you are in control of your time. This training supports you in reaching your business and personal goals by making maximum use of your time in by making the maximum use of your time through:
- doing the right things: setting meaningful goals, priorities and tasks and
- doing the things right: planning and organizing yourself to be efficient and effective
Content
You develop attitudes and skills to make maximum use of time by …
- learning to set goals and priorities for both your business and private life
- planning and organising your daily tasks
- managing your paper work
- using techniques to speed up tasks
- speed reading technique
- memorising techniques
- working techniques
- identifying and making the best use of your „time type“ and dealing with different „time types“
- recognising your personal time stealers and how to deal with them
- the art of „saying no“
- the art of delegating
- the art of dealing with procrastination
- exploiting your energy levels efficiently to avoid stress
Objectives
This training …
- acquaints you with the ABCs of time management
- provides an indicator to identify your personal „time type“
- presents self-assessment instruments to help you identify your goals, priorities and time stealers
- encourages self-reflection and self-development
- gives you tips and tricks for efficient planning, organisation and implementation
- supports you in developing a personal time management strategy
- creates learning partnerships to encourage and monitor success after completion of the course
Duration: 2 days
– Becoming a Customer Consultant –
What’s it all about?
With products and services becoming more and more interchangeable, there is only one way to run a business successfully and with sustainable profitability – you have to change your role from a pure sales person into a customer consultant. Focussing on uncovering your customer’s needs and understanding his/her decision-making process is crucial in order to optimize the selling process.
This highly interactive course provides you with a systematic approach helping you to anticipate – and positively influence – your customer’s behavior as he/she moves through the buying process.
Content
You optimize your customer focus by
- professionally preparing for success
- identifying your customer’s needs and matching them to the strengths of your product
- developing rapport with different types of customers
- evaluating your client’s needs
- understanding buyer motivation and decision-making styles
- constructive communication
- adapting your communication style to achieve maximum impact on your customers
- using communication builders
- asking needs and problem-based questions
- avoiding and overcoming obstacles
- practicing the art of active listening, pacing and leading
- conducting discussions to gain commitment
- using a systematic approach to discussion phases
- staying in control of the discussion phases
- mastering closing techniques
- choosing a winning attitude
- exploiting your knowledge, information and resources to develop self-confidence
- working for mutual gain
Objectives
This training…
- uses role plays including video analysis for sensitising you to your strengths and development potential
- provides an indicator to identify your personal motivation and decision-making style and to increase your ability to assess your customer’s style
- uses both group experience and trainer-input to exploit the success factors of selling
- supplies you with check-lists to help you prepare and use questioning techniques and direct discussion stages
- supports you in developing a personal action plan to implement the suggestions and impulses in your daily business
Duration: 2 days
What’s it all about?
The aim of this course is to leverage your deep product knowledge in client meetings to add value- both to the bank and to your client. Especially in these times of lacking trust in banks and finance, youdistinguish yourself from the competition by acting as a trusted client-centered consultant:
- gaining a complete and honest view of your client’s needs to surpass his expectations
- giving a balanced and fair picture of your product’s capabilities and risks to build trust
- getting client buy-in based on a true matching of client needs and your product solution.
With this Trusted Advisor approach you build long-term, fruitful and win-win client relationships. This practical and highly individual training enables you to boost your business results with a
successful skills set and a proactive “can-do” attitude. We work on your special cases, using your scenarios to ensure a smooth transfer into your daily business life.
Consultative Selling
- Leveraging product knowledge to gain business
- The client’s decision-making process: adapting your message to the client’s thinking
- The “SPURRing®” process: How can you use questions to acquire trust, advise the
client and spur the sale?
- Developing “SPURRing®” questions for your own case
Building Relationships on Trust
- Using pacing and leading techniques in verbal and non-verbal communication to build identification and create common ground.
- Applying the 4 C’s of trust building to ensure honest and valuable relationships
- Keeping trust even in difficult situations: when giving negative news or informing of risks
Planning & Preparing
- Developing a checklist to analyse your client and competitor’s strengths in relation to this client
- Immediately creating and keeping interest with a powerful Central Message
- Preparing your own case
Win-Win Communication
- Active listening techniques to show empathy and leverage knowledge
- Using question techniques for showing interest, structuring the discussion and empowering the client
- Avoiding killer phrases to enhance smooth communication
- Developing Win-Win options for mutual benefit
- Focusing on common ground and long-term relationships
- Using the 3S structure to Start, “Spur” and Solve client needs and win the deal
- Convincing with client-focused strategies
- Mastering 5 techniques to smoothly overcome objections and move forward
Methodology
Interactive input and discussions, preparation checklists, developing strategies for each topic for delegates’ own cases, video-supported role plays with intensive individual feedback from the trainer and group
Duration: 2 days
Are you interested what a real team drives? What are the characteristics of high performance teams? And what you have to do to achieve that? Productive and effective teams don’t just happen – they need to be carefully developed to generate the best results for your business. In order to build high performance teams, individuals and managers need to enlarge their knowledge and skills required to work within a group.
Away from the distractions and pressures of work, you will examine and optimize the existing team dynamic, draw conclusions and initiate any necessary changes. We create a positive learning environment, capitalizing on success experiences as the motivational impetus to internalize and apply new skills and concepts. This course is rich in excitement and fun as well as in content and application.
Insights gained will be successfully transferred to your real work situation.
You as a participant become completely involved in an individual learning process. The trainer guides the group and its individuals and helps them enlarging their knowledge and skills from structured learning experiences.
This course is suitable for complete teams/departments for leaders and team members
Content
Depending on the participants’ objectives and skills, the trainers will analyze and train on the following issues:
- Developing effective work structures and processes within a new or existing team
- Initiating trust and support as the basis for more sustainable relationships
- Communicating effectively to gain results
- Understanding motivation and behaviour
- Recognize and respond to your team members´ needs
- Identifying appropriate team roles
- Overcoming obstacles to team performance and success
- Enhancing problem solving and decision making
Duration: 2 days