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Training and development

Coaching Makes Sense!

Coaching Makes Sense!

Change is the only constant thing in today’s business environment. Management of change requires skills and competencies beyond the practical and technical skills of management. In order to integrate the changes into the continuous flow of our professional existence we engage in the process of sense-making. Much of this process is subconscious and we do not consciously navigate through our process. Let me break it to you – we are not really the victims of our environment, but of our own sense-making process! To make sense of constantly developing situations, see clarity and make the right decision at the right time is often a difficult task. Many tools exist to make the process of sense making easier for managers and one of these tools is coaching. The challenging one to one environment in coaching provides the coachee with the opportunity to explore the situation and its consequences before they embark on it. During the sense-making process individuals need to filter, categorise and integrate new aspects and with the support of coaching this process happens easier and allows the coach to deal with changes in a more conscious manner and in a safe environment. The coach helps the individual to progress through breaking up of the flow of change to anticipate what will happen in different scenarios. Through coaching the coachee can experiment with unusual or off-the-wall ideas without running the risk of failure. These experimentations aid individual creative development. In addition, the purpose of coaching is not only to challenge assumptions about current realities, but to facilitate the process of expanding the vocabulary and thereby the possible options available....
Top 10 Crucial Steps to Close the Deal!

Top 10 Crucial Steps to Close the Deal!

Begin with the close in mind! The journey of successful closing when selling starts with the first engagement. Plan your process carefully to ensure the highest possible conversion rate of your sales pipeline. Xceeda Group offers an overview of 10 key steps to close the sale and build a powerful and long lasting client relationship.     Do your research Research, study, learn – not just core facts and figures but look for quirky information associated with or related to the international, national and local market, the sector, the competition, the company, performance, forthcoming challenges and opportunities, trends, news, anything which gives you golden nuggets to use to prove you have done more homework than anyone else. If you conduct a quick scan of the company web site on the way to the meeting – shame on you!   Give yourself time for thorough preparation Support you sales process with the materials you should have to hand to give you confidence that you can make an outstanding first impression, build rapport, create empathy, ask great questions, summarise what you have learned, present a solution based on a wide knowledge platform, answer any objections based on knowledge of the full landscape, and close the deal based on relevance and added value.   Execute a disciplined approach to selling Use the same approach in every sale and tweak it as you learn from success and failure. Always know where you are in your process, never let your prospect know and ALWAYS remain at the current stage until you have completed it fully and with 100% certainty – NEVER move on until...