CORPORATE TRAININGS
WHAT ARE THE TRAININGS AND WHO ARE THEY INTENDED FOR?
Training: Successful Sales (B2B & B2C)
This training program focuses on understanding the psychological mechanisms behind customer behavior and building an effective sales process.
Key Topics:
- Psychology of customer decision-making
- The role of emotions and cognitive biases in purchasing decisions
- Customer needs analysis and customer segmentation
- Building trust and rapport with clients
- Principles of influence:
- Reciprocity
- Social proof
- Authority
- Scarcity
- Sales process structure:
- Initial contact
- Needs assessment
- Solution presentation
- Closing the sale
- Handling objections and resistance
- Differences between B2B and B2C customer behavior and communication
- Ethical aspects of influence and sales
Focus: Improving sales effectiveness through a deeper understanding of customer behavior rather than relying on scripted sales techniques.
Who Should Attend?
Operational Level (Frontline Roles)
- Sales Representatives
- Account Managers
- Customer Success Specialists
- Customer Support Professionals
- Client-Facing Consultants
Primary Responsibilities: Direct customer interaction, sales conversion, objection handling, and relationship management.
Middle Management
- Sales Team Leaders
- Sales Managers
- Customer Service Managers
Primary Responsibilities: Managing sales processes, developing teams, improving performance, and gaining a strategic understanding of customer behavior.
Training: Negotiation Skills (Based on the Scotwork Methodology)
This program develops strategic negotiation skills based on internationally recognized negotiation frameworks and best practices.
Key Topics:
- Negotiation as a process rather than a single event
- Distinguishing positions from interests
- Negotiation preparation:
- Objectives
- Alternatives
- Limits and BATNA principles
- Managing information and power dynamics
- Psychological aspects of negotiation:
- Influence
- Perception
- Pressure
- Negotiation tactics:
- Delaying techniques
- Pressure for quick decisions
- Hard and soft negotiation strategies
- Managing emotions during negotiations
- Active listening and effective questioning
- Achieving mutually beneficial (win-win) outcomes
- Recognizing manipulative techniques
Focus: Building control, strategic thinking, and psychological resilience in negotiation situations.
Who Should Attend?
Middle Management (Primary Audience)
- Team Managers
- Project Managers
- Procurement and Supply Chain Specialists
- B2B Account Managers
Primary Responsibilities: Internal and external negotiations, stakeholder management, balancing business results with long-term relationships.
Senior Management
- Directors
- C-Level Executives (CEO, COO, Commercial Director)
- Business Owners
Primary Responsibilities: Strategic negotiations, high-value deals, partnerships, and contract negotiations.
Specialized Professionals
- HR Managers
- Legal Professionals
- Business Consultants
Primary Responsibilities: Conducting structured negotiations, managing tension and competing interests, protecting organizational interests without escalation.
Training: Conflict Management and Resolution
This program provides participants with a deeper understanding of conflict dynamics and practical strategies for effective conflict management.
Key Topics:
- Nature and functions of conflict
- Types of conflict:
- Interpersonal
- Team-based
- Organizational
- Conflict management styles:
- Avoidance
- Competition
- Compromise
- Collaboration
- Accommodation
- The influence of personality and emotions in conflict situations
- The role of perception and cognitive biases
- Communication in conflict situations
- De-escalation techniques
- Managing difficult conversations
- Preventing conflicts through organizational culture and role clarity
Focus: Transforming conflict from a destructive force into a driver of development, collaboration, and improved organizational performance.
Who Should Attend?
Operational Level
- Team Members
- Professionals in communication-intensive roles (Sales, Customer Support, HR)
Benefits: Managing day-to-day disagreements, improving communication, setting clear boundaries, and reducing workplace tension.
Middle Management (Critical Audience)
- Team Leaders
- Managers
- Project Managers
Benefits: Managing team conflicts, facilitating difficult conversations, preventing toxic work environments, and improving team performance.
Senior Management
- Directors
- HR Directors
- Business Owners
Benefits: Addressing organizational conflicts, shaping culture and workplace climate, and implementing systemic solutions.
HR and People & Culture Professionals (Key Audience)
- HR Specialists
- HR Business Partners
- Learning & Development Specialists
Benefits: Mediation, designing conflict management processes, and handling complex employee relations cases.
Customized Training Packages
Organizations may combine two or more training programs to create a customized learning package tailored to their specific needs, challenges, and objectives.
Training Format and Duration
Each training program consists of 16 training hours.
The training can be delivered over 2 to 4 days, depending on the organization’s schedule and operational requirements.
Daily training sessions may vary between 4 and 8 hours.
The final schedule and delivery format are agreed upon jointly with the client organization to ensure maximum effectiveness and participant engagement.
