Personal and Professional Development

Born to Perform

Born to Perform
A 4 day training programme for small teams, sales and customer service staff
“Talentism is the new capitalism”

We all want our teams to perform at the highest level and deliver a brilliant service to our clients.
The most successful teams adapt their behaviours and actions towards those they are serving.
This adaptability includes talking, listening, asserting, questioning and been open to new ideas.
Top teams match their style to preferences of the people they deal with.
You can not change the personalities of your team, but you can change their behaviour and the culture they work in.

“culture eats strategy for breakfast” – Peter Drucker

Born to Perform has been specifically created with one thing in mind…
helping to change the culture of your business to ensure you get the best from your staff

In developing the programme, we listened to a lot of feedback from our past and existing clients to understand the struggles and issues that they face every day. We have incorporated solutions to as many of these problems as possible into our programme, resulting in 4 key areas that we feel will help you to truly harness your employees’ full potential.

• “Nothing is somebody else’s job” – Challenging the mind set and culture
• “it’s safer to do what you want to do, not what is needed” – Sales and networking
• “choosing the wrong communication approach to a client is dangerous” – listening skills and personality types
• “you were born to perform” – Get them out of their comfort zone and setting personal goals and smashing targets on a regular basis

Course Feedback
“Brilliant course. Extremely informative, on both a professional and personal development level. Each session was well thought out, engaging, creative and exceptionally delivered by Andy. I have been provided with the tools to better myself in all aspects and plan to keep using my newfound skills to better my future.” STS uk

Day 1: Nothing is somebody else’s job
Purpose:
To give the big picture
Introducing the power of culture in an organisation
Explain about the left and right brain and why we need to keep work fun and challenging

Shield of Life
Purpose:
To Show how to break down barriers of shyness and awkwardness
To show how to form new friendships
To show how to build confidence for improved performance

10 Principles of Success
Purpose:
To learn the 10 success habits of self- improvement
To learn to use this as a coaching tool for future clients
To identify personal strengths and weaknesses

Star Fish story
Purpose:
How to make a difference through caching
Why people make a positive or negative difference
How to make people remember you forever

GROW Model
Purpose
How the left and right brain help to solve problems
To give clarity with strong action plans
Why the GROW model is used succesfully around the world

Maslow the 5 deep sub conscious needs
Purpose:
Understanding why people underperform and are not motivated
Why the 5 deep subconscious needs have to be recognised in all relationships
A coaching model for society, business and all life’s other problems

Day 2: its safer to do what you want to do, not what is needed
Weather you like it or not, we are all in sales in a modern business. Sales and networking skills are vital for us all but many of us shy away from doing what is needed. Learn the processes involved in the sales cycle or the top processes to make your networking more effective
version 1
networking
The 5 A’s
Purpose:
Why relationships break down
How to network effectively
How to pass an interview, win a tender
Solve people’s problems

4 Personality Types
Purpose:
Understand the different personality types
Identify your own style and that of others
Why you need to be personally flexible

The 60 second pitch
Purpose:
To understand the importance of a great pitch and what should be included
Build the confidence to be able to use this pitch at will

Body Language
Purpose:
To understand the importance of your body language, what does it say about you?
How to read other people
How to have the confidence to join in conversations and invite other in too

Day 2
Version 2 Sales and how to turn contacts into customers
Wheel of Sales
Purpose:
To look at the key skills needed for selling and review your own performance.
This is a tool to monitor your progress as you learn new skills and develop your approach

Prospecting
Purpose:
Learn the need to prospect for customers,
Create your sales funnel
Understand where to find clients

The Relationship Expert
Purpose:
Learn how understanding people and support people and how this will make them want to buy from you

Doctor of Sales
Purpose:
Learn the key skill of listening to your client and then offering a tailored made solution to their problem.
This is the key to ensuring you get a big sale

How to influence people:
Learn the secrets to how top sales people influence us to buy their product and how you can do it too

The Sales Pitch
Purpose:
Learn how to make a great presentation using the AIDA technique

How to plan a presentation,
How to overcome objections and how to get them to say yes

The Close
Purpose:
Learn 7 classic closing techniques to enable you to close any deal effectively

Day 3 Listening Skills
“Choosing the wrong communication approach to a client is dangerous” – there are simple tactics that can be introduced to help develop trust, proving credibility, reliability, empathy and minimising any hint of self-interest. Making the other person feel important is key and the secret to this is listening

7 Habits of Listening
Purpose:
Improve family and career relationships
Stop bad feelings and rejection in the minds of other people
Come out of denial and admit improvement is needed in listening habits

White Magic
Purpose:
Build self-esteem and self-worth in others
Practice the 10 qualities of white magic to change for excellent communication
How to make people feel important

Negotiation
Purpose:
To learn the skills of negotiation
Learn how to get a win win deal every time
Build confidence in sales techniques

Dealing with Difficult People
Purpose:
How to deal with bullies and difficult people
How to diffuse difficult situations and deal with complaints

Day 4: “you were born to perform” – Get them out of their comfort zone and setting personal goals
Purpose:
To build a new culture in the team and empower individuals to become stronger and successful
To understand the self-belief system
How destructive criticism ruins lives
Build a new belief system in the self-concept

Richards Story
Purpose:
Understand you have to take risks to succeed
Understand if you stay in your comfort zone you will have regrets

Self-limiting beliefs
Purpose:
Understand the negative and positives of the clean slate
Identify throw away behaviour
Learn how other people programme your thinking and activities

Self-Ideal
Purpose:
Inspire to be a better person
Commit to duplicate role model behaviours
Begin the habits of chosen role models

Goals
Purpose:
Understand how goal setting inspires the brain
Set new goals for your life

Values
Purpose:
Coach each other on values
Values help us make decisions
Values develop personalities

Self-Image
Purpose:
Change to a positive image of yourself
Understand how the brain programmes activities once it sees pictures
The power of visualisation

Self Esteem
Purpose:
The cause of low self-esteem, low self-worth and low self confidence
Understanding auto and hetero suggestive conditioning affirmations
The strength and weakness of positive and negative thoughts and how the immune system reacts

Brand you
Purpose:
Understand what is your brand and what it says about you
Make positive changes to your brand
How to reinvent you and your Business

More of, less of, stop doing, start doing
Purpose:
To begin to explore what happens now
Set an action plan for future success

• Everyone comes away with a ICA Born to Perform Programme Certificate and the skills and confidence to raise their game to the next level
How to Book?
This programme is open to all businesses as an in house training programme for up to 15 staff at a time.
We are totally flexible in our approach and can work to suit your needs on delivery times and venues
Cost is just 3000 per course
To book your course or talk in more detail call Andy now
Tel: 07960888001
Mail: andy@internationalcoachingacademy.org