Page 68 - Dale Carnegie Course Catalog
P. 68
Facilitate for Group Results
Primary Competency Categories:
Adults bring their own knowledge and experience to the table. An effective facilitator will help participants learn from each other through guided discussion and other methods. Adults grasp much more when they are engaged than when listening to a lecture. An effective facilitator draws from the group and leads people to a higher level of understanding and performance.
At the completion of this module, participants will be able to:
Create an environment that fosters open dialogue in groups
Apply a variety of questioning techniques to create group
engagement
Use creativity and flexibility in facilitation methods
• External Awareness
Sees things from multiple points of view. Is mindful of how actions impact others. Keeps up to date with is- sues that affect areas of responsibility.
• Communication
Advances the abilities of individuals and the organiza- tions through active listening supported with meaningful oral and written presentation of information.
Foundation for Success
Primary Competency Categories:
Individual and organizational success does not happen by chance. It happens intentionally. By defining the kind of person you want to be and intentionally working toward that goal, you become more effective in both the workplace and your personal life. Effective leaders have a clear picture of where they are going and what they must achieve to get there, and they commit to achieving their goals.
At the completion of this module, participants will be able to:
Understand and apply the cycle for growth and change
Develop a motivating personal vision as a professional
Create professional connections that enhance success
• Communication
Advances the abilities of individuals and the organization through active listening supported with meaningful oral and written presentation of information.
• Vision
Future-oriented. Develops an exciting picture of what could and what should be, regardless of what is, for them and their organization.
Generate Interest Through Informed Discovery
Primary Competency Categories:
POWERFUL PEOPLE SKILLS INSPIRING PRESENTERS 67 LEADERS WHO BUILD AMAZING SERVICE
One of the biggest challenges that salespeople face is a lack of interest on the part of potential clients and current customers. When you know that your solution will benefit a client, you need to overcome their initial indifference and get them to a point where they are strongly interested in hearing your recommendations. You do this by asking the kinds of questions that help buyers clearly see that you understand their business, and that we can help them solve problems or create opportunities.
At the completion of this module, participants will be able to:
Utilize a variety of tools for information gathering
Develop needs assessments to gather relevant client data
Use Informed Interviews to earn client respect and trust
Use specific summarizing techniques to confirm client needs
• Customer Experience
Creates an environment with customers to maintain a positive long-term relationship. Leverages positive experi- ences to create customer loyalty and a desire for them to be a champion for our organization.
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
• Communication
Advances the abilities of individuals and the organi- zation through active listening supported with meaningful oral and written presentation of infor- mation.
