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TRAINING: WORKSHOPS |
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Each Discover True North workshop offers: An informative multi-media presentation, interactive applications, engaging group discussions, a workbook and bonus material to help you transfer your new knowledge or implement fresh ideas into your workplace.
Each topic may be customized to include your company principles and/or procedures. The content of the session may also be converted into course curriculum suitable for a module within your firm's corporate training program.
Alliance & Affinity Partnerships: Increase Customer Satisfaction & Market-share
(3.5 hours)
Despite a sluggish economy and streamlined marketing budgets, developing and sustaining effective alliance and affinity partnerships remains an under-utilized strategy. This dynamic session is designed to help organizational leaders learn how to increase customer satisfaction and company market-share through unleashing the potential of this powerful initiative.
Key Objectives:
- Create new revenue streams
- Determine the difference between "alliance" and "affinity" partners
- Learn about what types of partnerships there are and what might work best for your firm (mutual referral, reciprocal trade, exclusive partnerships, product fulfillment, value-added services, etc.)
- How to identify the right partners
- How to craft a vision, goals and a mutually-beneficial agreement for you and your partners
- Determine the best channels for shared resources, information and collaboration
- Increase the satisfaction of your customer base using these 5 essential steps
- How to build and maintain a healthy relationship with your partners
- Review case studies of various alliance/affinity partner initiatives and derive best practices for effective co-branding and marketing campaigns
Determine what phrases or actions can ignite a smoldering situation
Know when to get a third party referee involved
Help yourself and/or others to release grudges
How to determine if a difficult relationship is worth salvaging (and what to do if it isn't)
SESSION MATERIALS: Partner Power Profile, Workbook & Recommended Resources List
BONUS MATERIAL: Templates and articles
ADDITIONAL B2B-RELATED TOPICS: See: "Exploring New Trends-Embracing Innovative Opportunities" (Under Workshops/Marketing) and "Building Your Brand-Delivering on Your Brand Promise", "Next Generation Marketing Campaigns & Technology", "Referral-Worthy Service" and/or "Can't Get No Satisfaction: An Expose on Customer Loyalty in America"(Under Seminars)
Dealing Effectively with Difficult People
(3 hours)
You've heard the saying, "playing the hand you were dealt?" Since you probably did not get to hand pick your customers, boss or teammates - you end up trying to just get along. The problem is that some people don't "play nice" (still defying their kindergarten teacher's maxims). This session is designed to help you work more effectively with difficult people in the workplace. The better you understand prickly personalities, what they fear and what causes them to do the frustrating things they do-the more skilled you will become at minimizing the challenges that can result when interacting with them. You will gain confidence through learning how to handle complex personalities with professionalism and respect-worthy strength.
Key Objectives:
- Recognize the most common difficult personalities: Know-It-Alls, Passive-Aggressives, Bullies, Schemers, and Complainers
- Discover specifically what to do and what to say in a variety of challenging situations
- Teach others to respect you through discarding negative patterns of reaction and engaging positive responses including how-to:
- Neutralize venomous or sarcastic comments
- Create win-win scenarios with overly competitive team members
- Establish fair and safe boundaries with aggressive people
- Halt gossip
- Deal with a blamer
- Display admirable calm in a crisis
- Remedy broken communication channels
- Determine what phrases or actions can ignite a smoldering situation
- Know when to get a third party referee involved
- Help yourself and/or others to release grudges
- How to determine if a difficult relationship is worth salvaging (and what to do if it isn't)
SESSION MATERIALS: Difficult Personalities Inventory, Workbook & Recommended Resources List
BONUS MATERIAL: Scenario & Solutions Index for Quick Tip Reference
ADDITIONAL B2B-RELATED TOPICS: See: "Resolving Conflict & Creating Accountability" (Under Leadership Development Programs) and "Referral-Worthy Service", "Can’t Get No Satisfaction: An Expose on Customer Loyalty in America" and/or "A Graphic Safari: Demo-, Psycho- & Geo- Graphics - that is"(Under Seminars)
Experiential Leasing Part One: Practical Methods for Success
(6 Hour Session--Can Be Divided into Three 2-Hour Modules)
Savvy consumers know they have an abundance of options in today’s marketplace and have little time or patience with salespeople who commit deal-breaker errors (such as lacking pertinent answers/knowledge, not following-through, employing high-pressure tactics or offering a boring, lackluster presentation). This high-energy session is designed to systematically aid your team in improved performance through exploring fundamentals and best practices related to working successfully with today’s renter/customer.
Key Objectives:
Increase Practical Knowledge by:
- Identifying current consumer trends, faves and pet peeves and how they affect traditional versus relational selling
- Exploring the sales process from inquiry, qualifying and presentation through inviting the sale and follow-up
- Becoming familiar with best practices and professional etiquette when handling calls or internet inquiries in order to create a connection and gain an appointment
Build Customer Connection through Learning:
- How to conversationally qualify your customer versus making him feel interrogated
- How to customize the depth of your presentation to meet your clients expressed needs, yet offer the same quality experience to all your customers
- How to creatively problem-solve when a client presents a challenge regarding your product
- How to create a referral-worthy experience for your customers
Gain Results by:
- Learning methods on how to identify, dissect and overcome common objections
- Overcoming the price objection on the phone, during email inquiries, or in person
- Closing with refreshing simplicity and integrity-filled urgency
SESSION MATERIALS: Personal Sales Style Inventory, Scenario Guidelines for the Phone, E-templates for Compelling Responses via Email, Workbook, Recommended Resources List & Performance Improvement Tips
BONUS MATERIAL: Common Objections & Solutions Index & Selling
ADDITIONAL B2B-RELATED TOPICS: See: "Experiential Leasing Part Two: Advanced Techniques for Seasoned Professionals", "Valued-Added Selling & Pricing Strategies (Under Workshops) and "A Graphic Safari: Demo-, Psycho- & Geo- Graphics - that is"(Under Seminars)
Experiential Leasing Part Two: Advanced Techniques for Seasoned Professionals
(One-Two day Session: 6-12 Hours)
Designed for the busy, experienced professionals this dynamic workshop blends insightful information with time-saving, practical strategies that work in a highly competitive marketplace.
Key Objectives:
Expand Your Knowledge Base through:
- Getting dialed into demographical/generational needs and perceptions of price and value (includes Urbanites, iGen, Gen X, & Gen Jones, Pet Owners, and Renters By Choice)
- Understanding what it takes to create a referral-worthy experience for today's cynical customer
- Interweaving product value, neighborhood/community services and showcasing the unique aspects of individual floorplans into each presentation
- Using single-family/condo comps (Shadow or Grey Market) to the community's advantage and in a way that builds credibility and value
- Learning how to draft an effective marketing plan
- Exploring various case studies in order to learn how to implement effective marketing campaigns
- Discovering how to create a high-yield (rejection-proof) outreach marketing program on as little as 4-6 hours of off-site work per month (that includes local employers, merchants and community heroes)
Increase Connection with Customers by Learning:
- How to refer unqualified customers to helpful resources and options in a polished, professional manner (including individuals in foreclosure, breed restricted pet parents and those looking for something less expensive)
- How to artfully match the needs/wants of today's customers
- How to enhance the impact of your presentation through using effective tools and effective product staging techniques for models and vacant apartment homes
- How to present price differences and premiums in terms customers genuinely appreciate and that inherently increase value
- How to effectively present renovated vs. unrenovated apartments to maximize results
Gain Results by:
- Understanding the five styles of negotiation
- Identifying personal negotiating characteristics through the Negotiating Style Inventory
- Learning why a win-win approach is most effective
- Overcome price objection on the phone, during email inquiries, and in person with refreshing simplicity and integrity-filled urgency
- Ten techniques to increase customer satisfaction, referrals and performance results
- Easy, efficient follow-up and follow-through techniques
SESSION MATERIALS: Personal Negotiating Style Inventory, Marketing Campaign Case Studies, Product Showcase Resources, & Workbook
BONUS MATERIAL: Marketing Plan Guide & Template, Event Planning Guide
ADDITIONAL B2B-RELATED TOPICS: See: "Experiential Leasing Part One: Practical Methods for Success", "Valued-Added Selling & Pricing Strategies (Under Workshops) and "A Graphic Safari: Demo-, Psycho- & Geo- Graphics - that is"(Under Seminars)
Value-Added Selling & Pricing Strategies
(4 Hour Session)
Sometimes individuals who are very good at sales feel like their suggestions related to discounting or matching competitor markdowns are not taken seriously by management. This refreshing session is designed to help you understand the components of effective pricing strategies and interprets the impact of different methods on your community’s financial success. You will gain confidence in determining the pros and cons related to various pricing techniques as well as explore their impact on customer perspectives. Participants will learn how to integrate value into the asking price and to better meet the needs of their customers.
Key Objectives:
- Identify the components of an effective pricing strategy
- Recognize the impact commonly used pricing strategies have on your community's financial success
- Interpret how various pricing strategies may impact the customer's perception of value
- Effectively address the question of price whether asked via the phone, internet or in person
- Learn how to close future qualified traffic through creating a Priority Reservation Club
- Find out how to discuss price and lease the "Best Value" vs. "Lifestyle/Premium" Renters
- Gain confidence about selling without discounts and gracefully addressing questions related to competitor concessions
- Identify your primary competitive advantage and the correct price-point for value-added services and /features
SESSION MATERIALS: References, Resources, Concepts & Ideas Worksheet
BONUS MATERIAL: Case Studies
ADDITIONAL B2B-RELATED TOPICS: See: "Alliance & Affinity Partnerships: Increase Customer Satisfaction & Market-share" (Under Workshops/Marketing) and "Building Your Brand-Delivering on Your Brand Promise", "Next Generation Marketing Campaigns & Technology"(Under Seminars)
Exploring New Trends -Embracing Innovative Opportunities
(3 hour session)
If you are like most of the busy professionals we know, there just isn't enough time in the day to stay-up-to-date on the latest trends, ideas and concept regionally, let alone globally. We have tapped hundreds of sources, reviewed trends that can be categorized from "Wow! No Way!" to "Why didn't I think of that" practicality. We have examined numerous case studies, "listened up" to the latest from various movers and shakers and studied the best practices of companies world-wide. This session will expand your perspective with "need-to-know" and "good-to-know" adaptable information that will help you in planning your marketing and service initiatives. Fasten your seatbelts for this fast-paced, multi-media journey delivered in video, audio, machinima, and more. Participants will leave the session with literally hundreds of links and dozens of adaptable ideas.
SESSION MATERIALS: Case Studies, Pricing Scenario Worksheets, Workbook, Recommended Resources List
BONUS MATERIAL: Priority Reservation Club Template & Performance Improvement Tips
ADDITIONAL B2B-RELATED TOPICS: See: "Experiential Leasing Part One: Practical Methods for Success", "Experiential Leasing Part Two: Advanced Techniques for Seasoned Professionals" (Under Workshops) and "A Graphic Safari: Demo-, Psycho- & Geo- Graphics - that is"(Under Seminars)
For Leadership Sessions: (See Leadership Development Programs & Retreats)
For Motivational Sessions/Keynotes:(See Seminars) |
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