Greenbooks Learning Solutions: Program directory 2016

Driving results-based training
to increase your ROI
6

Index
GreenBooks’ proven training models & programs are not only ready-to-deploy,
but also can be customized to suit your unique business needs.
CORPORATE READINESS CHAPTER
Sales Skills That Delivers Result ..............25
Consultative Selling Techniques ...............26
Impactful Sales Presentation ......................27
Successful Sales Negotiation .....................28
SALES CHAPTER
Professional Written Communication .....
Email Excellence ..............................................
Fundamentals of Communication ...............
Power Presentation .........................................
Masterful Presentation ..................................
Beat That Conﬂict ............................................
Feedback That Works ...................................
Conducting Productive Meetings ............
Interviewing Skills ............................................
Winning Negotiations ..................................
Creativity & Innovation ...................................
Time Management...........................................
First Time Manager...........................................
PERSONAL EFFECTIVENESS CHAPTER
Measure ROI in Training .............................. 07
Train the Trainer ............................................... 08
ROI Based Needs Analysis ......................... 09
L&D TRAINING CHAPTER
e-mail: sudhakshina@greenbooks.co.in
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GreenBooks’ Chapters to Performance
Some of the proven learning models are the following:
• Learning & Development Chapter
• Personal Eﬀectiveness Chapter
• Sales Chapter
• Oﬀ the shelf programs (public or in-company)
• Tailored or custom solutions
• Coaching
• E-Learning
• Blended
• Small bites
• Game based learning
• Webinar
GreenBooks’ Delivery Channels
GreenBooks helps organizations achieve their business goals by crafting custom workshops that are aligned to the
organization’s culture and system.

Conducting ROI/ Impact studies:
Is your organization investing on a strategic, visible, or investment heavy program? If yes, how do you know the
impact of the program on your business outcomes?
GreenBooks’ impact studies will use the chain of impact process to capture data at four levels: reaction, learn-
ing, application, and business impact. Once the business impact is identified, we use tools to isolate the impact
of the training to calculate ROI for increased accuracy and credibility for the report.
Our framework is based on the work of Donald L. Kirkpatrick, with significant modifications by Jack J. Phillips.
Our steps of study involves:

Learning & Development
Chapter
Program Directory 2016.

Measure ROI in Training
OPEN WORKSHOP DATES
This program emphasizes the ROI Methodology developed
by industry leader Dr. Jack Phillips. Participants will experi
ence the application of the ROI Process model. This includes
developing application impact objectives, isolating the
effects of the program, converting data to monetary values,
tabulating appropriate program costs, and calculating the
ROI.
IS IT RIGHT FOR ME?
Appropriate for Training Heads / HRD Heads, Training Managers /
HRD Managers, Trainers /Facilitators, Executive Coaches, Evaluation
Managers and specialists & Performance Measurement specialists.
DURATION
Two or three days depending on the intensity of the requirement.
WHAT WILL I LEARN?
By the end of this course you will be able to:
• Identify the drivers for ROI accountability
• Identify and describe the major steps in the ROI methodology
• Identify and describe all 12 guiding principles
• Develop a detailed evaluation plan
• Identify and describe at least four ways to isolate the effects of
a program
• Identify at least six ways to convert data to monetary values
• Identify and analyze intangible measures
• Calculate the benefit cost ratio and the ROI
• Communicate ROI data to a variety of stakeholders
• Implement the ROI Process within the organization
WHAT WILL IT COVER?
Overview of the ROI Methodology
• Pieces of the results-based puzzle
• Levels of evaluation
• Types of data
• ROI Methodology process model
• Guiding principles of the ROI Methodology
• Criteria for selecting projects and programs to evaluate the
ROI
Evaluation Planning
• Instructional Design - Overview
Information Mapping
• Importance of business alignment
• Considerations when developing project objectives
• Planning documents to support data collection and data
analysis
Data Collection
• Data collection during project implementation
• Data collection after project implementation
• Tips to ensure an appropriate response rate
Data Analysis
• Isolation of program effects
• Data conversion to monetary value
• Fully-loaded project costs
• ROI calculation
• Intangible benefits
Reporting
• Common target audiences
• Impact study outline
• Evaluation Scorecard
LEARNING&DEVELOPMENTCHAPTER
7Email us at
roi@greenbooks.co.in
Call us now at
978 994 2288
Or simply r egister at
www .greenbooks.co.in/event.php
Mumbai – 1st & 2nd, Feb 2016 (Hyatt Regency)
Delhi – 4th & 5th, Feb 2016 (Taj Vivanta)
Bengaluru – 8th & 9th, Feb 2016 (Myfortune ITC)
Chennai – 15th & 16th, Feb 2016 (Residency Towers)

Train the Trainer
This program is driven to enable trainers identify different
learning styles, thereby creating an effective learning
environment while adopting different training activities to
achieve the required learning outcomes. Participants will
develop facilitation skills, active training techniques and
consulting skills which will ensure maximum learner partici -
pation and learning retention.
IS IT RIGHT FOR ME?
Applicable for managers, trainers and all those whose role requires
them to deliver training.
DURATION
Two Days
WHAT WILL I LEARN?
• Gain practical skills and in-depth knowledge in all aspects of
the training process
• Ensure that a robust TNA process is in place
• Evaluate training effectiveness from simple to complex
• Develop facilitation skills, active training techniques and create
experiential learning sessions
• Identify your learning and training style and appeal to all adult
learning styles
• Use creative proven training methodologies to enhance training
effectiveness
• Create greater accountability for learning and transfer, and
ensure greater buy-in and retention
• Reinvent training delivery – and discover the amazing impact it
will have on your participants
WHAT WILL IT COVER?
Eight Training Competencies
1) How adults learn
• Learning Grid
• Learning Styles
• Learning Styles & Training Style Inventory
• Learning Process
2) Planning Instruction
• Session Plans
3) Managing Instruction
4) Presentation Techniques
• Facilitation Vs. Training
• Power Presentation
5) Motivation
6) Instructional Strategies
• Ice Breakers, Energizers and Structured Activities
• Powerful Training Methodologies
7) Communication
8) Evaluation
• Measuring Training Evaluation
8

ROI Based Needs Analysis
This workshop links the learning objectives to focus on
Return On Investment (ROI). It expands the classic compo -
nent of learning objectives to six parts: input, reaction,
learning, application, impact and ROI. Write specific and
meaningful learning objectives, avoid common pitfalls, make
decisions regarding business impact, and address all the
crucial components of learning process.
IS IT RIGHT FOR ME?
Appropriate for Training Heads / HRD Heads, Training Managers /
HRD Managers, Trainers / Facilitators, Executive Coaches,
Evaluation Managers and Specialists & Performance Measurement
specialists.
DURATION
One Days
WHAT WILL I LEARN?
By the end of this course, you will be able to:
• Describe the importance of developing objectives
• Define the stakeholder needs to establish the foundation for
objectives
• Use objectives to drive the evaluation process
• Develop objectives at multiple levels including reaction,
learning, application, impact, and ROI
WHAT WILL IT COVER?
Levels of Objectives
• Reaction
• Learning
• Application
• Impact
• ROI
Power of Higher Level Objectives
• Application & Impact Objectives
Business Alignment Model
• Analysis
• Objectives
• Measurement and Evaluation
Identifying Stakeholder Needs
• Payoff Needs
• Business Needs
• Performance Needs
• Leaning Needs
• Preference Needs
• Input Needs
Using Objectives to Drive
9

Personal Eﬀectiveness
Chapter

Professional Written Communication
You represent the face of your organization, and any written
document that goes out has to establish credibility and
professionalism. This course helps you to plan your writing,
perfect your grammar, and assess your style and tone to
write professionally.
You will take a pre assessment to gauge your current proficiency in
writing, and after the course a post assessment will be taken to
track the improvement in the skills. These assessments will be
hosted on our GreenBooks Learning Management System (LMS),
"http://www.igreenbooks.com". You will receive the scores and a
detailed feedback on your assessment and the best part is you can
do it right from your workplace!
IS IT RIGHT FOR ME?
Appropriate for professionals at any level whose role requiresthem
to write a lot of email and prepare reports.
DURATION
The duration can range between one to three days depending on
the intensity of the intervention.
WHAT WILL I LEARN?
• Eliminate grammatical errors in writing
• Write well-structured emails
• Provide information with clarity and succinctness
• Write in a style that is appropriate to the audience
WHAT WILL IT COVER?
Grammar is fun
• Review the rules of grammar for more clarity
• Familiarising ourselves with grammatical elements– and
putting them into practice
• Words in different contexts – can we rely on spell check?
• Knowing what the most common mistakes are – and avoiding
them!
Learn to Punctuate – It’s as easy as a pie!
• How to punctuate correctly to make sense of our writing
• Avoiding the pitfalls of incorrect punctuation
Writing Structured Emails
• Using structures that add clarity and readability to your email
• Mind Map
• Cutting out unnecessary words and phrases
• Writing with the reader in mind
• Active Passive Structures
• Sentence Structure – Simple and Compound
• Setting the tone – Professional, friendly and formal
• The end result – is it clear, accurate, professional?
Approach towards Report Writing
• Planning the structure
• Sequencing the report
Adopting a professional style
• Use expressions that connect you with the reader
• Adopt a style that fits in with the objective of the report
What are the components of a report?
• The beginning, middle and end
Creating visual appeal
• The design of your document is important
• Create visuals to enhance the appeal of your document
Learning Management System
• Practice exercises in writing and grammar
• Passages for editing
• Feedback on participants’ emails
• Pre and post training assessment
• Review and Personal Development Plan
PERSONALEFFECTIVENESSCHAPTER
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Email Excellence
This course will help you write emails that are professional
in tone and style and also get the required results from the
reader.
IS IT RIGHT FOR ME?
For professionals of any level whose role demands them to write
exceptionally good emails.
DURATION
The duration can range between one to three days depending on
the intensity of the intervention.
WHAT WILL I LEARN?
• Eliminate grammatical errors in writing
• Write well-structured emails
• Provide information with clarity and succinctness
• Write in a style that is appropriate to the audience
WHAT WILL IT COVER?
Writing Skills
• Structuring mails for readability
• Active & Passive Structures
• Sentence Structure – Simple and Compound
• Setting the tone and style
Grammar Skills
• Subject Verb Dissonance
• Articles and Prepositions
• Eliminating slip-ups in Tenses
• Using Reported Speech
• Punctuating Correctly
Learning Management System
• Practice exercises in writing and grammar
• Passages for editing
• Feedback on participants’ emails
• Pre and post training assessment
• Review and Personal Development Plan

Fundamentals of Communication
In order to deliver results, communication skills are critical to
any organization’s success. All individuals must be able to
communicate effectively in meetings and in one-on-one
conversations up, down, and across the organization.
This course provides tactical skills and useful frameworks for
communicating with a focus on moving the business forward,
actively seeking input from colleagues with diverse perspectives,
effectively working with others, and maintaining long-term
productive business relationships.
IS IT RIGHT FOR ME?
Appropriate for professionals of junior to mid category.
DURATION
One Day
WHAT WILL I LEARN?
• Identify and apply fundamental communication skills and
processes
• Handle communication pushback
• Conduct more effective business interactions that focus on
both delivering the content and preserving/enhancing the
relationship
• Flex communication approaches to accommodate different
learning styles and cultural differences
• Select the best communication technology for the situation
• Create approaches for managing communication challenges
WHAT IT COVER?
The Driving Principles of communication
• The Art of Communication
• Wisdom and Challenges
Fundamental Communication Skills
Exercise:
• Connecting
• Encouraging
• Listening
• Questioning
• Confirming
• Providing
Listening
• Four levels of listening
• Cultural Differences in listening
• Listening Tips and Tactics
Questioning
• Close ended and open ended questions
• High-Gain Questions
Process for Handling Pushback
• Encouraging
• Questioning
• Confirming
• Providing
• Checking
Communication across styles
• Types of learning styles
• Communicating with people of different styles
Communication Tools/Technology
• Selecting the best communication tools
• Matching medium to purpose
• Tips for using communication tools
Handling Communication Challenges
13

Power Presentation
Effective presentations are vital in today’s workplace;
superior presentations provide value-added information and
insight, and engage the audience in ways that lead to
desired results.
Presenting with Impact brings a best-practice approach to all
stages of the presentation process. It helps individuals and teams
prepare and deliver successful presentations that engage the
audience and yield positive business results
IS IT RIGHT FOR ME?
Suitable for individuals at all levels who are required to speak in
front of others and deliver impactful presentation
DURATION
Two Days
WHAT WILL I LEARN?
• Use a structured approach for presentation, preparation and
delivery
• Conduct question and answer sessions with confidence
• Handle challenging presentation situations
• Use techniques for conducting effective presentations as part
of a team
• Apply best practices at all stages of the presentation process
WHAT WILL IT COVER?
Presentation Age
• Why presentations fail?
• Six aptitudes
Getting Ready
• Starting analog
• Identifying audience needs
• Crafting your story
Presentation cycle
• Plan
• Prepare
• Practice
• Perform
• Process
Power Delivery
• 3 driving principles of power presentation
• Humor – Planned Vs. Unplanned
• Opening Presentations
Providing and receiving feedback
Advancing: Key points
Concluding : Key points
Body Language while Presenting
• Posture
• Gestures
• Speech control
• Eye contact
Presentation Tools
• Criteria for selecting visual aids
• Guidelines for selecting face-to-face presentation tools
• Guidelines for selecting virtual presentation tools
• Tips for preparing and performing with presentation tools
Handling Challenging Situations
• Three types of challenges
• Handling objections
• Group management issues
• Group management techniques
• Structuring questions and answers sessions
• Getting audience involvementfor editing
Tips for dealing with anxiety
14

Masterful Presentation
This workshop assumes you can already prepare and deliver
presentations. The facilitator will encourage you to polish
your skills by working on creating a memorable event for
your audience.
IS IT RIGHT FOR ME?
Suitable for individuals who deliver high profile presentation.
DURATION
Two Days
WHAT WILL I LEARN?
• Demonstrate the skills, behaviors, and judgment of
high-performing presenters
• Develop the ability to present with confidence in multiple
situations and with multi media
• Diagnose common group process and presentation dynamics,
then identify and apply appropriate interventions
WHAT WILL IT COVER?
Process of Creating Presentation
• Brainstorm
• Grouping
• Storyboard
• Develop
Design
• Principles of presentation design
• Creating messages that stick
• Using Visuals
Masterful Presentations – Focus Areas
• Head—“Thinking Process”
• Heart—“Emotional Connection”
• Hands—“Technical Skills”
• Feet—“Thinking on your Feet”
Difference Between Great Presenters and Poor Presenters
Head—“Thinking Process”
• Know Your Audience
• Clarify Your Purpose
• Organize Your Presentation
• Practice Makes Perfect
Heart—“Emotional Connection”
• Connect to the Audience
• Inspire through Anecdotes/Stories
• Be empathetic
Hands—“Technical Skills”
• Maintain Strong Presence
• Ask Distinctive Questions
• Lead Discussions
• Master Your Media
Feet—“Thinking on your Feet”
• Observe
• Listen
• Reframe
• Manage Challenging Situations
15

Beat That Conflict
This one day program provides you with insights on how to
manage conflicts at the workplace.
During this one day program, you will learn how to improve and
maximize your performance as you examine how you can deal with
and manage conflicts.
IS IT RIGHT FOR ME?
For managers who need to manage conflicting situations within
teams.
DURATION
One Day
WHAT WILL I LEARN?
• Identify your most preferred conflict resolution style and how
to apply it in different scenarios
• Draw a course of action to help you adapt to the changes in
the workplace
• Determine how and when conflicts can be solved by
mediation
.
WHAT WILL IT COVER?
Levels of Human Behavior
• Visible behaviour
• Conscious thought
• V.A.B.E (values, assumptions, beliefs, and expectations)
Managing Workplace Pressure
• Being proactive
• Managing conflicting needs from more than one person
• Managing your negative thoughts in a crisis
• Where, when and how to use mediation and how to make it
work
Instrument used:
Thomas Kilmann Conflict Mode Instrument.
16

Feedback That Works
In this program, you will learn the practical steps to giving
feedback and feedforward to achieve more from your teams
and keep them motivated.
IS IT RIGHT FOR ME?
This is for all managers, team leads and those who have to
manage people.
DURATION
One Day
WHAT WILL I LEARN?
• Define feedback and when it should be used
• Deliver appropriate feedback to your team members
• Practice feedforward to help you build on your team members’
strengths
• Create a conducive environment for feedback
BATCH SIZE
Batch size should not exceed 15 participants.
COMMERCIALS
INR 40,000 per day plus service tax as applicable.
WHAT WILL IT COVER?
Building Blocks of Effective Feedback
• What is effective feedback?
• When to deliver feedback
• The benefits of feedback
• Defining feedback – the difference between praise and
feedback
• Constructive feedback to develop individuals
• Instant feedback vs formal feedback
• Feedback vs Feedforward
Preparing for the meeting
• Preparing for the feedback meeting
• Setting SMART objectives to ensure action
Feedback process
• Remaining assertive
• Listening to the receiver’s feedback
• Remaining calm and not becoming emotional or aggressive
during feedback
• Planning and giving feedforward
Thomas Kilmann Conflict Mode Instrument.
• Preparing an Action Plan for use in the workplace
17

Conducting Productive Meetings
Use a variety of techniques to organise and conduct effective
and interactive meetings (by phone or face-to-face) to gain
time and increase productivity.
IS IT RIGHT FOR ME?
Suitable for all individuals who are required to run, conduct and
lead any kind of meeting and who wish to achieve success.
DURATION
One Day
WHAT WILL I LEARN?
• Structure and conduct meetings to achieve objectives
• Create an environment that is conducive for participants to
contribute
• Assign roles and keep to schedules
• Deal with difficult situations or members.
WHAT WILL IT COVER?
Preparing for a meeting
• Setting the objective of the meeting
• Preparing the agenda
• Structuring the various phases of the meeting
• Identifying clearly the role and responsibilities of the
chairperson
• Adopting the appropriate tone and structure
Leading the Meeting
• Assigning meeting roles
• Establishing the relevance and pertinence, time and duration
• Techniques to lead and involve the team in the meeting
Communicating Effectively
• Questioning and listening techniques
• Identifying the key message and the needs of the audience
• Handling misunderstandings
• Maintaining assertiveness
Concluding the Meeting
• Following effective reviews
• Mastering summarising techniques
18

Interviewing Skills
This module is focused on the practical application of the
skills required for successful recruitment and selection. Our
consultant will work with you to ensure you gain the
insights, knowledge and confidence to needed for successful
recruitment and selection in your organization.
IS IT RIGHT FOR ME?
Suitable for managers at any level whose role also includes
interviewing prospective candidates.
DURATION
Two Days
WHAT WILL I LEARN?
• Identify your various recruitment options
• Plan and prepare for a selection interview
• Be able to project a professional image during the interview
that puts the candidate at ease
• Specify the requirements of the job vacancy to be filled, and
maintain a focus on the interview's primary objectives
• Identify how to select the most suitable candidate for the job
vacancy by using effective questioning and measurement
against the criteria
• To make effective decisions about each candidate based on the
information gained during the interview
WHAT WILL IT COVER?
Attracting the Right Person
• Defining the recruitment and selection process
• Methods of recruitment
• Identifying role and responsibilities
Preparing for Interviews
• Using job descriptions and person specifications
• Interview objectives and structuring an interview plan for each
candidate
• Preparing the interview room
• Selecting an appropriate interview time and venue
• Style of interview - one-to-one, board, panel, who should
attend etc.
Conducting the Interview
• Creating an open environment so that the candidate is
encouraged to open up and relax
• Overcoming barriers to communication using positive body
language
• Keeping the interview on track and using effective Listening
and Questioning skills
• How to take notes - recording information for future use
After the Interview
• Reviewing candidate qualities, attributes and skills against set
criteria
• Selecting the right candidate – evaluating performance,
strengths and weaknesses
Personal Development
• Formulating an action plan
NOTE:
• As part of the training we would need at least five candidates
who will be interviewed real time by the participants.
19

Winning Negotiations
This program focuses on equipping the participants with the
skills required to negotiate the best possible terms, uncover
the actual position of the other party and yield as minimal as
possible. The entire process of learning is stimulated with
the help of interactive tactics to help participants to negoti-
ate with confidence and skill on the job.
The program’s concepts, strategies, tactics, and skills are specifi-
cally tailored to address situations in which you must achieve two
goals at the same time:
You must maintain a positive relationship with the other party.
You must represent your own interests.
IS IT RIGHT FOR ME?
Appropriate for people whose job involves negotiating with
customers and would like to develop negotiation skills from
scratch or wish to review and refresh the current existing
techniques.
DURATION
Two Days
WHAT WILL I LEARN?
• Identify your style of negotiating and build on your behavior
• Use your negotiation style to your advantage in negotiation
• Ensure win/win outcome
• Recognize the principles of negotiation
• Effectively apply researched-based knowledge, skills and tactics
to negotiate
• Avoid classic negotiation mistakes
• Handel tough negotiation skillfully
• Overcome dead ends and attain profitable consensus
• Negotiate without endangering client success
• Prepare a personal action plan to self develop
WHAT WILL IT COVER?
How Can I Avoid Making Classic Mistakes?
• Four Classic Negotiation Mistakes
• Types of Negotiations
• Negotiation Parameters
• Interests
• Sources of Value
• Tips for Avoiding Four Classic Negotiation Mistakes
What Self-Knowledge Do I Need?
• Identifying Your Own Negotiation Styles
• Using Your Negotiation Style to Advantage
What Do I Need to Know About My Client and the
Situation?
• Tactics for Dealing with Client Negotiation Styles
• Knowing Your Client Checklist
How Do I Prepare for Success?
• Tips for Using the Five Negotiation Skills
• The Four Phases of the Negotiation: Tactics
• The Four Phases of the Negotiation: Dos and Don’ts
• The Four Phases of the Negotiation: Tools and Concepts
How Do I Improve My Negotiating Position?
• Leverage
• Leverage Tactics
Tools Used
• Thomas Kilmann Instrument (TKI)
• Navigation Guide for Negotiation
20

Creativity and Innovation
After the facilitator brief, the class will be split into groups
of 5 to 6 people. The groups will be asked to choose a
real-time work challenge or an imaginary challenge to solve.
During the phases of solving, the participants will learn the
different creativity tools and innovation process. After the
convergent phase of the discussion, the participants will be
asked to develop a prototype or a blueprint for the defined
problem/ challenges.
At the end of the workshop, the groups will present their work to
their peers.
IS IT RIGHT FOR ME?
Appropriate for professionals of any level seeking innovative and
creative ideas for solving problems. This program will encourage
you to find solutions to problems by adopting a process to
creativity and innovation.
DURATION
One Day
WHAT WILL I LEARN?
• Develop innovative and creative skills to asses and solve your
workplace problems
• Make more use of your own and your colleagues’ creative
thinking skills
• Understand how to present new ideas to secure the ‘buy in’ of
others to implement change
• Construct a report that clearly outlines the thinking process,
conclusions and recommendations for making change happen
WHAT WILL IT COVER?
Innovation
• Understanding Creativity and Innovation
• Innovation drivers
• Types of innovation
• Jugaad innovation
• Degrees of & innovation
• Framework for innovation
Creativity
• Generating creative customer focused ideas
• Divergent thinking vs. Convergent thinking
• Brainstorming
• What if
• Left right brain alterations
• TRIZ
Design thinking
• Human-centered thinking
• The next competitive advantage
• Knowledge funnel
• Analytical thinking vs. Intuitive thinking
Phases of creative process
• Defining
• Immersion
• Ideation
• Idea generation
• Prototyping
• Implementation
21

Time Management
This Time Management self-development program will help
you take on your biggest enemy - time crunch. In this
fast-moving world, organizing and managing your time is a
big challenge. This course explains how to meet and conquer
the time challenge once and for all. Its groundbreaking
"personalized" approach helps you uncover your own
strengths & weaknesses to develop a time-management
system that suits your needs.
IS IT RIGHT FOR ME?
This program is for professionals who want to be able to manage
their time in the most effective way possible.
DURATION
Two Days
WHAT WILL PARTICIPANTS LEARN?
By the end of this course, participants will be able to
manage their teams effectively through:
• Identify and apply proven techniques for dealing with stress
and overload and how to optimize your working time in a
multi-task environment.
• Overcome the reluctance to delegate
• Develop a time management approach optimized for the
precise requirements of your personality and job.
• Control the vicious circle of time-pressure and stress; allowing
you to make the most effective use of your time, energy and
talents.
• Apply an array of proven time-saving techniques, including:
urgency & importance analysis classification, task/time
optimization and a variety of effective decision making
strategies.
WHAT WILL IT COVER?
Life and Roles of Time
• Understanding - Standard Of Living and Quality Of Life
• Value of time as a Natural Resource
Identifying Personal Time Wasters and Self Management
• Identifying Personal Time Wasters
• Effective Time Management is part of Effective SelfManage
ment!
• Manage Self before you Manage Others!’
• Planning Behavioural Changes
• Exercise – Personal Time Audit and Planning
Goals and Goal Setting Principles
• Activity based learning
• Need and Importance of Goals and Achievement
• Goal Setting Principles
• Achievement Motivation
Planning and Organizing
Basic Inputs on Planning and Organizing
“ First Things First” - Prioritization Principles
• Principle - “First Things First”
• Prioritization Principle 1 – Strategic Orientation - Important
and Urgent Matrix
• Prioritization Principle 2 - Must, Should and Can Do Matrix
• Work Planning, Prioritization, Multitasking and Scheduling
• Prioritization by Consultation
• Activity – Prioritization
Time Management Enablers
• Identify Need and Importance of Process Discipline
• Eliminate Non Value Adding Work
• Standardize Routine Work
• Adhere to Visual Control Charts
• Chunking – Project to Tasks to Activities
• Activity – Poka Yoke Error Reductions
Assertiveness Skills
• Modern Work Culture and Work Ethos
• Autonomy and Informality at work
• Types of Behaviours and Communication
• Aggressiveness, Non Assertiveness and Assertiveness
• Verbal and Non Verbal Indicators
• Need and Benefits of Assertiveness
Knowing when to Delegate
• Overcome the reluctance to delegate
• Decide which tasks are suitable for delegation and the art of
delegating effectively
M eeting Skills
• Need and Importance of Meetings
• Punctuality and Time Management in Meetings
• Planning, Preparation and Participation in Meetings
• Basic Meeting Etiquette
22

First Time Manager
This practical and comprehensive two day course uses the
Thomas International Psychometric Tool, case studies, group
discussions and activities to enable managers to understand
the dynamics of the people in their teams. It will help the
managers motivate their members, manage their expecta -
tions and help them perform better.
IS IT RIGHT FOR ME?
This program is for professionals who are in the process of have
just entered a managerial role and are looking to start strong.
DURATION
Two Days
WHAT WILL PARTICIPANTS LEARN?
By the end of this course, participants will be able to
manage their teams effectively through:
• Understanding their own behavioural profile
• Making unbiased decisions after seeing the picture in entirety
• Modifying their behaviour to suit behavioural requirements of
others
• Understanding their natural leadership styles
• Delegating effectively
• Providing feedback to enhance performance
• Motivating and persuading their team members through
effective communication
• Taking ownership for their teams and the goals set by the
organization
WHAT WILL IT COVER?
Personal Behaviouraland Leadership Style
• Thomas profiling (DISC) will be done to uncover each
individual’s behavioural style at work
• Realizing the influences on your personal leadership style
• Analysing your personal leadership style
• The impact of your style on those you manage
• Understanding performance problems
• Identifying your personal strengths and areas for development
Engaging Others
• Preparing for the feedback
• Remaining assertive
• Listening to the receiver’s feedback
• Effective Delegation
• Trust – An important element
• Difference between coaching vs. Mentoring
Managing performance
• Setting goals
• Managing self and others effectively
Personal Development
• Preparing a personal action plan
23

Sales Chapter

Sales Skill That Delivers Result
This two day program offers a strong foundation of skills
and qualities required to turn opportunities into positive
results. The individual’s needs and objectives are addressed
through sharing the experi ences and interactive sessions.
This program equips participants with the introductory knowledge
and skill needed to begin a successful and productive career in
sales.
Highly interactive practical sessions facilitating the development of
skills in a risk free environment. Enhance your ability to build more
rewarding relationships by understanding the reason behind your
customers reaction and how to deal with them with the elements
of sales psychology. Participants will learn from an experienced
facilitator with a successful sales background. Participants will take
away a handy manual of the course.
IS IT RIGHT FOR ME?
Appropriate for fresh, potential and existing sales personnel with
minimal or no prior training and who require the best possible
understanding of the sales process.
DURATION
Two Days
WHAT WILL I LEARN?
• Realize how sales psychology has an affect on both youand
the buyer
• Build a powerful sales process that will improve your sales
results
• Develop the key skills that are vital for successful sales people
• Build better relationships with your customers to ensure trust
and loyalty prevails
• Examine your products and services to identify benefits that
meet your customers’ needs
• Provide guidance to your customers through the process of
sales while handling objections effectively through problem
solving techniques
• Present your products with a flair that stimulates the
customers’ interest
• Identify the most appropriate way to communicate to match
your customer types
• Make your own personal action plan for the work place
WHAT WILL IT COVER?
What is Selling?
• Analyse your products and the skills & qualities required for
the successful sales representative
• What makes people buy
• Conduct an analysis on your strengths and weaknesses
The Company, Your Department and You
• Understanding your products and services better – the
strengths, weaknesses and the unique features
• Recognizing the company’s objectives that is inline with the
targets
Plan for a Productive Sales Meeting
• Using the sales cycle to examine your objectives and
targets
• Sorting your prospects and planning your activities
• Identifying the decision maker
• Fixing appointments over the phone
• Connecting to the right person
Build Rapport with Your Customer
• Evaluating the customer's style and behavior
• The importance of personal presentation
• Communicate with people at all levels by enhancing
confidence
• Adjusting your body language and approach for
optimum impact
The Successful Sales Meeting
• Applying questioning and listening techniques to Identify
the actual needs
• Applying impactful sales process to guide the meeting
• Differentiating between the benefits and features of the
products
• Applying persuasive and influencing skills while
presenting your product
• Personalizing your presentation
Overcome Objections and Secure the Sale
• Applying a variety of techniques to overcome the common
objection
• Identifying the actual objection
• Recognizing an objection as a buying sign
• A step-by-step process towards enhancing commitment
• Importance of timing your silence to help the customer
make the right decision
• Identifying the opportunity for future sales and referrals
SALESCHAPTER
25

Consultative Selling Skills
This program focuses on the pull sales strategy instead of
push. It enables the participants to adopt a disciplined sales
process and conduct a sales call with ease and confidence.
IS IT RIGHT FOR ME?
Appropriate for people from first level to mid level sales managers.
DURATION
Two Days
WHAT WILL I LEARN?
• Link the three Driving Principles of Consultative Selling to
various stages of the Sales Process
• Use the handling objections model in overcoming customer
objections during sales calls
• Explore needs with customers in a way that builds and
strengthens the relationship while keeping it profitable
WHAT WILL IT COVER?
4 Areas that differentiate top sales people:
• Selling Skills
• Attitude and beliefs
• How to advance sales situations
• How to conduct sales cal
3 Driving Principles
Customer’s buying steps
Sales Call Outline
• Opening
• Capability Building Statements
• Progressing
• Concluding
Consultative Selling Skills
• Skill
• Connecting
• Encouraging
• Questioning
• Listening
• Confirming
• Providing
How to ask High Impact Questions
Listening Skills and its challenges
• Consultative Listening Skills
• Listening Behaviours to avoid.
Handling Objections
• Encouraging
• Questioning
• Listening
• Confirming
• Providing
• Checking
Gap & Consequences
• Identify Gaps to focus on
• Link Gap to Consequences
Discuss Solutions in Terms of Benefits
Closing Guidelines
SALESCHAPTER
26

Impactful Sales Presentation
This highly experiential program focuses on preparation,
practice and performance. It equips you with the skills to
add a flair to your presentations and induce a better reaction
from your audience.
Participants will be given the chance to knit their own style into a
presentation that’s built around a sales process. Participants will
learn how to build rapport with their audience and will receive
feedback from the experienced coach. This program has limited
number of participants to assure feedback and coaching is given to
each individual.
IS IT RIGHT FOR ME?
This workshop is for participants who can compile a sales
presentation but need to build a better style of delivery to improve
outcomes.
DURATION
Two Days
WHAT WILL I LEARN?
• Plan and prepare to sell the presentation
• Develop a template for a structured sales presentation
• Jazz up your presentation with elements of style and interest
• Build rapport with your audience
• Build a dynamic delivery style to appeal to your audience
• Realize when and how multimedia should be used
• Use PowerPoint presentations that appeal
• Make an action plan to develop future presentations
• Deal with difficult audiences
WHAT WILL IT COVER?
Conveying Ideas
• Creating ideas not slides
• Sketching ideas using diagrams
• Classifying ideas with diagrams
• Making diagrams work together
Displaying Data
• Crafting stories
• Making meaning out of the data
• Identifying the right communication chart
• Highlighting what’s important (Background, data, emphasis,
results)
• Chart make overs
Arranging data
• Contrast
• Flow
• Hierarchy
• Unity
• Proximity
• Space
• Colour
• Text
• Background
Customizing your delivery
• Identifying customers buying steps
• Three driving principles of sales presentation
• Aligning presentation to your audience
Handling Objections during sales presentation
• Encouraging
• Questioning
• Listening
• Confirming
• Providing
• Checking
Presentation Cycle
• Prepare
• Practice
• Perform
• Process
Techniques for opening
SALESCHAPTER
27

Successful Sales Negotiation
This program focuses on equipping the participants with the
skills required to negotiate the best possible terms, uncover
the actual position of the other party and yield as minimal as
possible. The entire process of learning is stimulated with
the help of interactive tactics to help participants to
negotiate with confidence and skill on the job.
The program’s concepts, strategies, tactics, and skills are
specifically tailored to address most situations which occur in an
organization in which you must achieve two goals at the same
time:
• You must maintain a positive relationship with the other party.
• You must represent your own interests
IS IT RIGHT FOR ME?
Appropriate for people in sales and for those whose job involves
negotiating with customers in a sales environment and would like
to develop a negotiation skills base from scratch or wish to review
and refresh their techniques.
DURATION
Two Days
WHAT WILL I LEARN?
• Identify your style of negotiating and build on your behavior
• Use your negotiation style to advantage in negotiation
• Ensure win/win outcome
• Recognize the principles of negotiation
• Effectively apply research-based knowledge, skills and tactics to
negotiate
• Avoid classic negotiation mistakes
• Handle tough negotiations skillfully
• Overcome dead ends and attain profitable consensus
• Negotiate without endangering client success
• Prepare a personal action plan for self-development
WHAT WILL IT COVER?
How Can I Avoid Making Classic Mistakes?
• Four Classic Negotiation Mistakes
• Types of Negotiations
• Negotiation Parameters
• Interests
• Sources of Value
• Tips for Avoiding Four Classic Negotiation Mistakes
What Self-Knowledge Do I Need?
• Identifying Your Own Negotiation Styles
• Using Your Negotiation Style to Advantage
What Do I Need to Know About My Client and the
Situation?
• Tactics for Dealing with Client Negotiation Styles
• Knowing Your Client Checklist
How Do I Prepare for Success?
• Tips for Using the Five Negotiation Skills
• The Four Phases of the Negotiation: Tactics
• The Four Phases of the Negotiation: Dos and Don’ts
• The Four Phases of the Negotiation: Tools and Concepts
How Do I Improve My Negotiating Position?
• Leverage
• Leverage Tactics
Tools Used
• Thomas Kilmann Instrument (TKI)
• Navigation Guide for Negotiation
SALESCHAPTER
28

committed to excellence
2016 GreenBooks Learning Solutions. All rights reserved.
Chennai
No.99-4, Sneha Sadan,
Nungambakkam Hign Rd
Chennai - 600034.
Tamilnadu
Bangalore
Karnataka
BHive 1st Floor, L- 148, 5th Main,
6th Block, HSR Layout,
Sector 6, Bengalore 560102,

Greenbooks Learning Solutions: Program directory 2016

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