The modern manager knows that coaching is a key element of team development. No longer is management about telling people what to do; effective leaders understand how coaching and development is vital to business success.
Our ‘Coaching for Managers’ one-day course will show delegates tried and tested methods about 1-2-1 training; executive coaching and how to develop people in order to improve productivity and motivation. We explain through discussion, role-play and case study how to coach staff to achieve the impossible in terms of team development and business performance.
It will also show them how to plan, prepare and implement a coaching programme for induction courses and how to evaluate its success. It also looks at the relationship between coaching, mentoring and training.
Becoming an effective coach is not just a set skills, but a belief that staff development is an integral part of building confidence, trust and motivation in the workplace. Management Skills, The New Manager , Appraisal skills and Time Management are some of the courses trained by Total Success Training in London and throughout the UK. We have over 18 years experience training people on strategies to improve productivity and enhance self development. The modern manager needs to know how to develop people. This course shows how to plan, prepare and implement coaching and how to evaluate its success. It also looks at the relationship between coaching, mentoring and training. Management Skills, The New Manager , Appraisal skills and Time Management are some of the courses trained by Total Success Training in London and throughout the UK. We have over 18 years experience training people on strategies to improve productivity and enhance self development.
Course Dates 2010: 26th Feb // 17th Mar // 7th May // 30th June // 6th Aug // 3rd Sept // 7th Oct // 2nd Nov
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CLICK ON COURSES FOR FULL OPEN COURSE AGENDAS Appraisal skills (one day) - updated to include new legislation Assertiveness Skills (one day) Assertiveness and managing conflict (one day) Coaching for managers (one day) Customer Service and Customer Care (one day) Correcting poor performance and disciplinary procedures (one day) - updated to cover current legislation Dealing with difficult people (one day) Interviewing skills (one day) - updated to cover current legislation Introduction to selling (one day) Leadership and team building (one day) Letter and report writing (one day) - updates include writing e-mails Negotiation skills (one day) Presentation skills (two days) PowerPoint Presentation skills (one day) Advanced Presentation skills (one day) Project planning for non-project managers (one day) Stress Management (one day) Telesales and Telemarketing (one day) Telephone skills and customer care (one day) Time Management (one day) Time management working with Microsoft Outlook (one day) Time management working with Microsoft Outlook 2007 (one day) Management Training / New Manager (two days) Training the trainer (one day) We provide many free articles packed with valuable information about the topics we train. Our newsletter page contains many more. Here are some of our more recent articles How to structure a presentation Time management and working from home Assertiveness Self Assertion Analysis Customer Service on the telephone Telephone skills and Customer Care Organisational stress management Planning an appraisal and setting objectives Giving feedback in an appraisal The power of attitude in selling PowerPoint presentation tips and techniques |
How
perceptive are you?
Liars beware A quarter of our communications are false. Staggering, but true as recent research shows we are very economical with the truth. Statistically we are more likely to lie over the phone than with any other form of communication including face-to-face, e-mailing and texting.
Participants in a research study recorded all social communications for seven days, including how often they lied. The rate of deception was calculated by dividing the number of lies by the number of social communications. Among 30 participants involved in the study, there were 1,198 social communications and 310 lies. On average, participants engaged in 6.11 social communications daily and lied 1.6 times per day, meaning that about 26 percent of the reported social communications involved a lie.
How can you (they) tell if they (you) are lying. Here are three classic ways of telling if the other person is being economical with the truth or holding back vital information.
Touching The Face. Touching around the mouth or cheek area is considered a giveaway that you are lying. An interesting tip I give to delegates on my negotiation courses is: "There is nothing good you can do with your hands above the neck during a negotiation". Crossing Your Arms. Even if you’re not feeling defensive, people read this as a negative, nervous gesture. You might not feel this way; it might simply be a position you find comfortable. But perceptions are what count.
Breaking Eye Contact. You don't have to stare, but it's important to look your interviewer in the eye when you’re being asked a question. Shifting your gaze suggests that you have concerns about what she's saying. Once the other person is finished the question or statement, it's okay to look away momentarily before answering, as long as your eyes come back when you start speaking again.
So, what is persuasion? The modern worker spends much of their time working with other people to achieve organisational goals. Success therefore depends to a large extent on their ability to influence people to do willingly the things which they believe are required. They must gain their co-operation and commitment. Most of the outstanding leaders throughout history have been those who were able to put across their ideas and get them accepted by others. Persuasion is both an art and a skill that can be learnt; the results can dramatically improve the quality of life and significantly increase personal productivity. Here are a few tips and techniques that anyone can use to improve their persuasiveness. We can influence people to do things in a number of ways, for example:
Only when using the last two are we exercising truly effective persuasion. Planning for persuasion Not all of us are good at thinking on our feet so planning for persuasion can make all the difference between success and failure. Here are some the factors that can make or break a persuasion meeting.
Presentation This includes what you are going to put across and how you can do so most effectively. You should consider the following aspects:
Facts and proposals You must be absolutely clear about the proposal you want to put forward. You must be convinced that it is sound. Also it is necessary to have all the facts relating to it clear in your mind or readily available. Nothing weakens a case more than the would-be persuader who cannot answer a factual question from the other person.
Opening The opening must have sufficient impact to concentrate the mind of the persuader on the subject in question and to stimulate curiosity to hear more. If you get off on the right foot the rest will be much easier. If the opening is wrong it may be possible to regain the initiative; so spend time planning the first few minutes of the meeting. Beware of overdoing the old gambit of ‘putting the other person at their ease’. Too often it is transparently false and can be counter-productive.
Explain Logically Prepare the presentation of your ideas in a logical sequence taking account of the knowledge and ability of the other person. Explain each step clearly in language they will understand. Be clear about the benefits to all parties involved, and possible snags.
Awkward Questions and Objections Be ready for all foreseeable questions and objections that may be raised. Put yourself in the other person’s shoes and play ‘Devils Advocate’. Techniques for handling these are not enough - you must have the real answers.
Compromise Limits You will not always get total acceptance of your proposals. How far are you prepared to modify your original plan if the other person puts up strong objections or alternative suggestions? You need to think through which parts are central to the whole scheme and must stay largely unchanged and which parts could be open to bargaining.
Action Plan Have a plan ready for implementing the proposal if you get agreement.
The quality and effect of your voice Having a plan is one thing, but how do our verbal and non-verbal signals affect the quality of our message. Basically, if we look like we mean what we say we are more likely to achieve our aims and surprisingly, will save up to 60 minutes per day communicating with colleagues. The affective ingredients of your voice include both tone and inflection. These elements are major tools for expressing your feelings. Think of the number of messages you could convey with a single sentence such as “I hope you will call me”, just by changing the tone. These simple words could communicate excitement, affection, sarcasm, anger or disinterest, depending on the variations in the pitch chosen by the speaker. In addition to varying the tone, notice how many more shades of meaning could come from stressing different words: “I hope you will call me” (they don’t want you to call, but I do) “I hope you will call me” (I doubt that you will, but I’d like it) “I hope you will call me” (I don’t care about anybody’s call but yours) “I hope you will call me” (I know you’re able to, I hope you’ll choose to” “I hope you will call me” (don’t just send a postcard, phone me!” “I hope you will call me “ (don’t call anyone but me) You can probably think of additional meanings for this sentence by combining tone and emphasis in other ways. Many potential persuaders will reduce the impact of their messages by underplaying the affective dimension. Speaking in a monotone will soon bore almost anyone. Using the same pattern of inflection to express every thought can be irritating. Try to become aware of the tones and inflections you use and see whether they get your message across more effectively. But let us not forget our Non-Verbal behaviour How do we create rapport? We do it by creating or discovering things in common. We call this process “mirroring” or “matching”. The most common way to match others is through the exchange of information about each other through words. However, studies have shown that only 7% of what is communicated between people is transmitted through the words themselves; 38% comes through the tone of voice; 55% of communication, the largest part, is the result of physiology or body language. The facial expressions, the gestures, the quality and type of movements provide us with much more about what they’re saying than the just their words. The signals we send out through our body language particularly have been analysed by behavioural psychologists. It is important not to send out the wrong signals. It is vitally important that what you say to the other person is in total accord with the way you say it, and your body language. Below are some examples of body language which generally give the signals listed:
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Presentation tips - Overcoming presentation fear - How to structure a presentation - How to master body language plus a useful presentation checklist - Asking questions in interviews - Structuring a recruitment interview - Good work through praise - Time management tips - Time management skills - Managing your e-mail - Time management and working from home - Time management links - Assertiveness Self Assertion Analysis - Assertiveness links - Self Assertion Analysis - Becoming More Assertive - Constructive criticism and disciplinary procedures - Dealing with difficult people - Dealing with difficult customers on the telephone - Customer Service on the telephone - Telephone skills and Customer Care - Managing your stress - Organisational stress management - Practical appraisal skills - Planning an appraisal and setting objectives - Giving feedback in an appraisal - The power of attitude in selling - Opening the telephone call effectively - PowerPoint presentation tips and techniques - Using visual aids in PowerPoint presentations - How to use transitions in PowerPoint presentations - Negotiating with difficult people - Planning a successful negotiation - Managing meetings - Train the trainer training - Presentation planning form - Handling conflict in appraisals - Project management - Neuro-Linguistic Programming - Management skills - Leadership Skills - Stress Management and Control - Customer Service and Customer Care - Management checklists for Training courses - Planning form for Public Speaking Presentation - Managing your e-mails - Stages of Competence in Training - Time Management and Technology - Training Stories and Anecdotes -
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Stress Quiz: How Stressed are you? - Recognising and Combating stress - Managing Stress - Relaxation techniques for managing stress - Relaxation using simple and personal mantras - Stress and the Credit crunch - Using Humour in Presentations - Attention gaining tips for Public Speakers - How to make the best of closing your presentation - Making Powerful Presentations - Using Visual Aids in Presenting - The importance of FlipCharts in Presentations - Improving your presenting style - Vocal and Diet tips for presenters - Rate you Presentation effectiveness - Dealing with Difficult Audiences - Overcoming Presentation Anxiety - More Presentation Anxiety tips - Dealing with Difficult people at work - Tips for Dealing with difficult people - Dealing with Difficult People-the arrogant person - Dealing with Difficult People-the aggressive person - Customer Service during Christmas - Time and Stress Management - Successful Telesales - What type of leader are you? - Vocal Elements of Communication in Leadership - Managing Pressure - Handling Very Difficult Customers - Opening Negotiations Effectively - Tips and Techniques for Sales Presentations - Rules of Assertiveness - Product Demonstration Skills - Personality and Stress - Handling Objections - Methods of Overcoming Resistance - Effective Communication in Negotiations - Your Response to Stress - Dealing with conflict and aggression - Co-Presenting Tips and Techniques - Controlling the Call - Contact Strategy - Becoming Assertive in Negotiations - Situation Leadership for Coaches - What is your managerial style? - Giving Praise - How great can you delegate 1 - How great can you delegate 2 - Management superstars - Delivering effective course content - Dealing with complaints - Practical guide to punctuation - The sequence of a report - Top tips for writing effective emails - Aims and Objectives for the New Manager - Question Techniques in Group Training - Its not What you say, but How you say it! - How to overcome and channel fear - Why is project management important - Project definition and proposal - Estimating time accurately - 10 step guide for Project Planning - Project Progress Meetings - Assess your problem employee - Disciplinary Procedures Guide - Disciplinary Rules