Excellence in Client Encounters
16 hours
The ultimate rundown on how to excel in pre- and post-sales situations
Chapter 1 : An Introduction
The main concepts, the organisation of the course and a couple of warm-up exercises.
30min.
Chapter 2 : Encounter Fundamentals
The Encounter Process, MAP-based planning, getting started with PAGE, the use of DISCOVER-Y and common difficulties.
4hrs.
Chapter 3 : Guiding Discovery
Advanced Discovery techniques that aim both to find out deeper, more valuable information and to maximise influence.
2hrs.
Chapter 4 : Presentation Design & Resuse
A method for rapidly producing high-quality presentations from existing material.
2hrs.
Chapter 5 : Taking Control - Negotiation in a Technical Context
From asserting oneself at an individual level to team involvement in complex, techno-commercial negotiations.
2hr.
Chapter 6 : Excellence in Practice
The application of what has been learnt to real work in the coming days and weeks.
1hr.
Andy Betts
Instructor
I have over 25 year’s experience in industry, the first half in design roles, the second in the field (Sales, Marketing and Applications).
A confirmed trainer, I am also a qualified coach and an active member of the European Mentoring and Coaching Council (EMCC).
Module Content
ECE MicroTraining
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ECE MicroTraining lecture
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ECE Inclusion prior to discussion of training needs
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ECE Short talk demo with elements of TMM to identify
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ECE Poll to sensitise between learning/guiding discovery
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ECE Sensitising to the need for Discover before Inform
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ECE Poll on tools and techniques used
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ECE Poll on objectives of attending microTraining
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ECE Demo that structure helps memory
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ECE Observation exercise with gorilla
- ECE MicroTraining lecture
- ECE Inclusion prior to discussion of training needs
- ECE Short talk demo with elements of TMM to identify
- ECE Poll to sensitise between learning/guiding discovery
- ECE Sensitising to the need for Discover before Inform
- ECE Poll on tools and techniques used
- ECE Poll on objectives of attending microTraining
- ECE Demo that structure helps memory
- ECE Observation exercise with gorilla