Tuesday, 21 November 2017

Top 10 sales issues we have resolved with clients in 2017


PiP Associates: Tel. +44 (0)113 289 2686, info@pipassociates.co.uk; www.pipassociates.co.uk 


As the evenings start to darken far too early, we like to review our main challenges and successes of the year, as illustrated above.  

We get to appreciate our clients for their support and trust in us.  It is always a pleasure working with them and it certainly keeps us on our toes, keeps our knowledge super current, our wealth of best practice healthy and inspires us to keep working on new ideas, concepts and solutions! 

If we can help you with sales or other business challenges, do contact us on:
+44 (0)113 289 2686 ; info@pipassociates.co.uk ; www.pipassociates.co.uk 

Thursday, 9 November 2017

Virtual Classroom training: the background and benefits

PiP Associates Virtual Classroom training: The background and benefits

For any business, sales training (external and internal sales) is vital, to achieve improved results.  It is also self funding e.g. business development training generating new clients or negotiation training generating increases in profitability from client negotiations will bring in far more revenue than the cost of the training.  Win-win all round!

The two main barriers that we encounter when running group training are (1) work down time – two or three days away from the job has a significant opportunity cost and (2) delegate travel and venue costs.  Add to this the fact that some clients only have, say, 1 to 3 people that they want to train or they have specific individuals with specific training needs.

So, whilst we recommend that group residential training programmes are the most successful and effective route to learning and instilling long term changes in behaviour, our clients are also reporting great results from our Virtual Classroom coaching. 

Nothing complicated - it’s simply our training, delivered live and one to one, via internet media e.g. videoconferencing, by our super-coaches with all the interactivity, stretching involvement, fun and relevance that they are passionate about providing.

Some of the benefits of Virtual Classroom coaching include:

·        Instructor led training (collaborative, interactive and engaging).

·        Tailored and focused content (specific to individual training needs).

·        Cost effective training (reduced expenses and down time).

·        Flexible, modular learning (bite-sized with follow up measures).

·        Flexible logistics (delegate location, training time and media to suit).

Plus the same benefits as our group training including:

·        Results - We work hard to understand your business and training requirements then relate our training to deliver solutions and results.

·        Experience - Our trainers are time served business professionals, with at least 15 years experience to senior level plus their extensive years of coaching here at PiP.

·        Commitment, always! - Delegate commitment to actions, for follow up to ensure that theory is turned into practice and results.

So, if training is on your to-do list, do contact us to discuss – we’d love to help! (+44 (0)113 2892686; info@pipassociates.co.uk)

Thursday, 16 March 2017

Powerpoint: Media, not Crutch!

With running many business training and development programmes, the use of Powerpoint is a debate that comes up a lot in our line of work. 

We don’t use it at all in our training, unless a client absolutely insists … and that’s only happened 3 times in 17 years.

From senior management to delegates on our courses, most professionals see it as mind-numbing and make a point of checking how many slides there are so they know when to wake up!

One client’s chief executive echoed our beliefs when he sent a memo to his team requesting that if Powerpoint slides were absolutely necessary, people should restrict this to less than 6 slides as “it is critical to avoid this turgid, boring and unproductive style of communication”.  He held that if “Winston Churchill, JFK and MLK didn’t need bullet point slides, then neither do we, as it is often better to just talk - with authority and passion.”

We get many feedbacks from our delegates commending the absence of Powerpoint, particularly the dreaded bullet point slides, from our training.  We’ve even had clients thank our consultants for pitching our business without Powerpoint because they “Couldn’t face one more Powerpoint presentation”.

Delegates on our presentation skills courses, especially, are amazed at how much better and more relaxed they are when they leave the lights on, step away from the laptop and focus on the many more important things like their audience, how to get their attention and involvement, what they want to achieve from the presentation and therefore what’s most important to include, what to say, how to say it, how it’s being received, how to achieve maximum impact, etc. 

By the way, not relying on the Powerpoint crutch also minimises the risk of embarrassing technical problems, where the presenter’s attention is focused on getting the media to work, thereby losing their audience and the credibility of their message.

Of course we agree that, as with all media, there is a role, a time and a place for Powerpoint, however we believe it should SUPPORT your presentation, not BE your presentation!  For example, there are times when images, charts, graphs, designs, photos, etc. can help to illustrate your message, given that we all know a picture can speak a thousand words – but, I’ll say it again as I sign off for now: let it SUPPORT your presentation, not BE your presentation!

PiP Associates, 0113 289 2686, reception@pipassociates.co.uk, www.pipassociates.co.uk