STYLES

• Learning style  
• Training style  
• Behaviour style 
• Your style 

BRAIN DOMINANCE THEORY

• Hermann and Buzan 
• Four behaviour clusters 
• Adapting style to suit customer 

FOUR TYPES

• Solution seeker  
• Plotter  
• Visionary  
• Populist 

PERSONALITY OR SOCIAL STYLE 

• Authoritarian/driver  
• Thinker/analytical  
• Affiliator/amiable  
• Extrovert/expressive 

GROUP PERSONALITY 

• Individual needs  
• Stages of development 

ASSERTIVENESS 

• Standing up for your right 
• Expressing needs, wants, opinions 

TOOLS

• Mini presentations  
• Quick detail  
• Call back 
• Handling difficult situations 

PUTTING IT INTO PRACTICE

• Role play with difficult participants 
• Review 

CLOSING SKILLS 

• Buying signals  
• Different closes  
• Video – “How To Close The Sale” 
• Role play using different closes 

TIME MANAGEMENT 

• Definitions  
• Time wasters  
• Priorities  
• Memory  
• Managing your boss 
• Personal organizers 

NEGOTIATION SKILLS 

   Before you Negotiate 

• What is a negotiation?  
• When would you negotiate?  
• Definitions  

• • win – win  
  • win – lose  

• Attitudes and aspirations  

• • must get  
  • should get  
  • could get  

• Power 

Starting to Negotiate 

• Preparing to negotiate  
• The negotiation  

• • open  
  • establish agenda  
  • propose; “if you……then I……”  

• Concessions  
• Variables

PUTTING IT INTO PRACTICE 

• Negotiating for real  
• Review