Selling more effectively

Each time your company offers a bid, the odds are against you (< 33%).
That is, if your team is using the same tools as your other competitors. But it doesn't have to be that way.

With his knowledge of advanced sales techniques and behavioural science, Miguel has developed a method that, when mastered, gives you a significant advantage over the competition.

THE PROGRAMME

Prior to the program, all participants will take an online assessment to find out about their natural communication style.

Programme content:

• The importance of identifying the decision maker
  • How the brain works and the decision-making process
  • Learn to read nonverbal communication clues
  • Learn to recognize and adopt the customer's preferred communication style
• The importance of knowing how to sell at three levels
  • Quickly building trust and respect
  • Mood management
  • Optimizing message delivery
• Knowing and making use of customers' behavioural expectations
• How to ensure you are always at your best at Pitch Time

Workshop content:

• Behavioural science
• Motivational Science
• Emotional Intelligence
• Body language and micro-expressions
• Neurolinguistic Programming

Length: 2 days (8h x2)

Workshop capacity: 16 people

Build Assertive Teams

Does your team work as a real team? Are they truly cooperative? Does each one give their very best? As markets become more and more competitive, people become your main competitive advantage. But it is not enough to have a group of talented individuals. They have to work together, as an excellent team. For this to happen, all communication must be highly assertive.

Starting from a system that identifies communication styles, Miguel has developed a highly practical and personalized workshop exactly to create the necessary environment for developing excellence in teams.

THE PROGRAMME

Prior to the programme, all participants will take an online assessment to find out about their natural communication style. 

The program will be totally practical, full of exercises, and fully adapted to the results of each teams' assessments.

Programme content:

• ​What makes a team into champions
• The DISC model and how it works
• The DO's and DON'Ts of each communication style
• Exercises for recognizing each one’s communication style
• ​Team strengths and each members' contribution
• How to address weaknesses
• Assertive communication
• Constructive participation
• The team mission
• The team values
• Rules of engagement
• Building mutual trust and respect

Length: 1 day (8h)

Workshop capacity: Ideal 8; Maximum 20

Maximize Performance

M.A.S.T.E.R.® Method

In order for great athletes to become champions, they must consistently achieve maximum performance.
The same thing goes for every professional in your field.
In order to stay on top of your game, a set of conditions must be met, conditions related not only to your working environment, but above all to your attitude, beliefs and will to achieve.

The M.A.S.T.E.R.@ method converts precisely the potential we all have into highly effective productivity, thereby enabling each person to achieve goals that would otherwise be totally beyond their reach.

THE PROGRAMME

Prior to the program each participant will take an online M.A.S.T.E.R.® assessment so that the training can be tailored to the needs of the group.

This eminently practical programme has the following content:

• The M.A.S.T.E.R.® dimensions are spelt out as well as how they impact individual performance
• Each participants' baseline is identified
• Training takes place to optimize each dimension
  • MISSION - Turn a job into a mission and set SMART goals.
  • ASSERTIVE COMMUNICATION - Learn how to optimize relationships through effective communication.
  • STRENGTHS - Build awareness of your strengths and how to capitalize on them
  • TIME - Learn to manage time more effectively.
  • ENERGY - Learn how to keep your energy high, always. Develop an attitude of mindfulness towards tasks. Focus on the process.
  • REACTION - Process and adapt feedback in a positive way - embrace a mentality of growth.

Length: 1 day (8h)

Workshop capacity: 16 people

Create an Inspiring Vision

So very often, all that keeps a solid business from becoming the undisputed market leader is the need to define a vision that is rooted in the reason for its existence and that can motivate all of its stakeholders.

This workshop will shape your company's vision. Whether you are creating it from scratch or perfecting an existing one, we will look together at how you can make your vision so unique and powerful that it can rouse passionate committment in your customers, partners and employees.

THE PROGRAMME

In this workshop we will build up your company's vision, piece by piece.

Programme content:

• What is the function of a vision?
• Identifying stakeholders, desires and fears
• Identifying the problem that your business addresses - or the opportunity it creates
• Approaching the relevant context
• Building up, together, the various components of a Vision:
  • Mission
  • Ambition
  • Values
  • Strategic priorities
• Drafting a plan - What has to change so as to live this new Vision?

Length: 1 day (8h)

Workshop capacity: 8 people

Speak like a Leader

Trust is the best foundation for delivering effective communication that engages the audience and motivates them to action. But it is not the only factor.

This one-of-a-kind workshop provides top leaders with bespoke training so that they can develop these skills in privacy.
Together we work not only on building trust but also on perfecting advanced communication techniques, from creating flow to nonverbal communication.

THE PROGRAMME

Prior to the programme, a series of assessments will enable you to identify your natural communication style.

Programme content:

• Building self-confidence
• Warming up the audience and prepare the presentation
• Finding your archetype as a speaker
• Improving your storytelling: openings, closures, flow and attention management
• Improving slide design
• Improving body language
• Improving voice placement

Each session, you will give a presentation that will be recorded for purposes of feedback.

Length: 10 sessions in 2 ½ months (10x2h)

Workshop capacity: 1 person

Speak like a Leader

This is not a belief. It is science. The issue of happiness has been attracting attention not only at the personal level, but the institutional one as well, as more and more studies have revealed strong correlations between happy employees and greater value creation for companies. It increases commitment and fosters a spirit of teamwork and learning, while reducing conflict, negativity and detachment.

So timely is this topic that the top 100 US company leaders came together in September 2019 to discuss how the Wall Street mindset could be changed to value investment into the well-being of all stakeholders.

This workshop serves as a starting point, where audience members will share ideas about which issues need to be addressed so as to nurture greater levels of employee happiness.

However, increasing happiness requires not only knowledge and committment but also effort, as it means changing deeply rooted habits.
That is why the last part of the workshop deals with behavioural change.

THE PROGRAMME

• What is Happiness
• The benefits of being happy
• What is under our control
• How to measure happiness
• The H.A.P.P.Y.® Methodology for Overcoming:
  • Health - What matters and how to achieve it
  • Attention - What matters and how to achieve it
  • Purpose - What matters and how to achieve it
  • People - What matters and how to approach them
  • You - What matters and how to deal with yourself
• Create an action plan that produces effective and permanent behavioural change

​

Length: 3 mornings (3x4h)

Workshop capacity: 100 people

Challenge your marketing

This is a unique, one-day programme where the various choices related to the marketing mix will be debated in a team by asking powerful questions so as to unblock paths and identify previously unconsidered options.

THE PROGRAMME

The following marketing challenges will be addressed:

• Why do they sell what they sell?
• Who are they selling to?
• Who are they communicating with?
• Paths towards innovation
• Pricing Strategy
• Communication strategy
• The role of the digital

Using this process, by the end of the day, you will have drawn up a robust, well-founded marketing mix that will make the team as a whole feel very happy.

Length: 1 day (8h)

Workshop capacity: 8 people