Training
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Trainers have extensive ‘real’ experience in the commercial world.
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Trainers have prior training experience
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The role play and interactive sessions are conducted by qualified procurement executives and seasoned commercial professionals creating a realistic commercial environment.
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Course content is relevant and current, being delivered in all cases by trainers with extensive corporate knowledge.
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Delegate assessment is tangible.
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Delegates receive ongoing support on an ‘alumni’ type programme.
The candidate’s company will be sent an overall assessment of the candidate’s performance. Recommendations will be made for further development if necessary. The video of role play will be provided.
Interactive tutorials are the basis of the courses and although the courses have a prescribed delivery, tutors expand the opinion and views delivered in response to delegate input. PVS knows that the ‘light bulb moment’ of realising an answer for yourself is the most powerful way to learn. ‘Role play’ sessions are often between the tutors before involving the delegates so that the delegate can see a professional scenario played out.
Each course has a maximum of only 10 delegates* per day as this enables high levels of interactivity between the tutors and the delegate. It is this high level of individual attention that enables the delegate to benefit significantly from these courses.
*Essential Skills in Proposal Writing & Bid Management has a maximum of five delegates.
Course Assessment
Each delegate will be individually assessed by the tutors. Assessment mechanisms have been ‘built in’ to the course to allow the tutors to attribute points to elements of the courses. A delegate will accrue points and a final score will be given.
Course: Essential Skills in Selling (ESS1)
Professional selling skills are the key to successful businesses. Regardless of how good your products/services are or how good your marketing is, if your sales team cannot compete in the commercial arena your business will underperform.
For example, common responses from procurement people include scepticism, indifference, and avoidance, as well as practised negotiating skills. How would you or your team react if you were met with scepticism? Could you recognise the signs, and if you did, could you respond accordingly?
This course has been developed to teach salespeople selling skills in order for them to be prepared for life in a commercial environment and confident in any contact situation. It is a two-day course covering topics such as:
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What is selling?
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Preparing for the meeting
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Making the right impression
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Asking the right questions
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The Sell, probing and identifying the need
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Recognising and handling customer responses such as scepticism, indifference and avoidance
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Influencing techniques
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Delivering impressive and relevant responses
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Securing the business
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Course includes many interactive role-play sessions
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Tutorials are supported with course handouts
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Final Assessed Video Role Play - Candidates undertake an assessed role play which is videoed. Candidates are expected to use the techniques taught during the tutorials.
"Our sales team received two separate PVS sales courses. The first was the Essential Selling Skills course which brought all the team to the same level. Although an introductory course even the seasoned professionals found the second day challenging.
Later in the year, the team were put on the Advanced Selling Skills programme. The course is enjoyable, fast paced and really lets you see how the unique techniques can be applied in everyday scenarios, with excellent, fun role play.
Rob is an engaging and knowledgeable trainer, and we would have no hesitation in recommending both Rob and the two courses."
Course: Advanced Skills in Selling (ASS1)
The most relevant and effective sales methodology available today
Technological developments are now dramatically changing our way of life with an increasing dependence upon technology. Data is now king and the acquisition and use of data is now the raw material for growth. This data hunger is driven by the new demographic group managing these procurement processes and therefore the way corporations view the world and judge what is beneficial for their organisation.
As salespeople, it is important to recognise these changes and work with methods that align with the way these people operate.
‘Cache Mapping’ is an IT term and refers to stored data being accessed quickly upon a request. A cache hit occurs when the requested data can be found in a cache, while a cache miss occurs when it cannot. Cache hits are served by reading data from the cache.
‘Cache Mapping in Selling’ is a process developed by Rob Rudd in 2017 that enables a salesperson to interact with a modern buyer in a manner that is suitable to this new procurement approach. It is a diagnostic approach in line with the way the modern buyer wants to operate.
In general terms, so called modern selling techniques, such as ‘SPIN,’ SNAP,’ ‘Challenger’ et cetera, are now redundant and do not work because they all involve the attempted manipulation of the buyer. The modern buyer is too aware for these techniques to be universally effective. These ‘sympathy/empathy’ type approaches are at best, condescending and at their worst, patronising.
‘Cache Mapping in Selling’ is the most relevant sales tool available today
The course in brief:
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How the modern world is evolving and the effect on commerce and commercial activity.
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Why previous sales techniques are no longer as effective as they were developed during commercialism – out of date.
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Cache Mapping in Selling is timeless – it is based on how we operate as humans not on a learnt technique that can go out of fashion or be superseded.
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Procurement Development – Who is the modern buyer?
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What impact does this have in my day-to-day life as a salesperson?
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What evidence is there?
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The effects of stress and how to manage it. How does this effect selling performance?
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What is Cache Mapping?
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Cache Mapping in Selling
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Stimulating Interest
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The Meeting & the 4 steps to success
"Rob was brought in to deliver sales training to our development team. Although some members of the team were very experienced and had received training from other organisations in the past, everyone agreed that this course was different. The role play sessions were realistic with many team members feeling the pressure – even though this was role play.
As the managing director, the course results gave me a valuable insight regarding an individual’s ability. Rob’s written assessment of each delegate was very useful.
If you want to ensure your team can do the job, ask Rob to run the course."
Course: Essential Skills in Marketing (ESM1)
This one-day course is designed to help individuals who have a marketing function but maybe fairly new to the business environment and how the individual marketing disciplines integrate within the whole business.
Marketing is a profit initiative. It is this simple statement that is misunderstood, even by large organisations. Organisations maybe viable and growing but an effective marketing plan can significantly increase profitability, which is the ethos of the PVS Group and PVS Development.
This course will help marketers with learning how to conduct thorough market research and identify new trends or ideas that grow sales or enhance product distribution. Marketers learn to communicate clearly and directly, in disciplines such as Product Planning, Sales & Brand Management, Advertising, and Consumer Behaviour.
The key course outcomes include;
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Understanding market analysis and evaluating analysis data
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Obtaining a clear understanding of the value of traditional and digital marketing and why they are vital to your commercial strategy
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How to plan, create and effectively manage search, social media, mobile and email marketing campaigns
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The integration of your digital marketing plans into your overall marketing strategy
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How to drive the efficiency of your website to improve lead generation and conversion
"Having worked with Rob, I understand the rationale behind the courses he has created. Rob strives to provide ‘real’ help to organisations in terms of the way they present themselves; and he combines this with proven commercial development skills. The end result is impactful and ultimately successful."
Course: Essential Skills in Proposal Writing and Bid Management (ESBM1)
This two-day course focuses on developing the document writing skills of any individual in any department. The course covers the essential elements of impactful and effective writing and will have an immediate effect on your proposal success rate.
The course includes assessment of an existing proposal so that the tutor can tailor the tuition accurately, addressing the actual needs of the delegate. Documentation will be required in advance of the course and although this is not compulsory, it is recommended.
The course is limited to five delegates per course to enable individual assessment and tutoring.
The key elements of the course;
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Pre-Qualification and identifying the resource needed for a successful bid
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To bid or not to bid? Making the correct decision
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Improving communication through enhanced writing techniques
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Understanding client motivations – What do they ‘really’ want?
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Understanding the ‘real’ need – Why are they asking that question?
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Communicating solutions efficiently and impressively
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How to demonstrate differentiation – Keep the decision maker interested!
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How to write benefit statements
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Writing the Executive Summary
Practical Exercises
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Reviewing existing proposals and identifying where improvements could have been made
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Re-writing sections of existing proposals using the new techniques
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Writing Assessment
"We received training and coaching from Rob Rudd on effective bid-writing techniques, including how to make sense of pre-qualification questionnaires (PQQ), and invitations to tender (ITT) - not an easy task! Rob was patient and had a thorough process which enabled us to easily understand the requirements and improve our bid-writing and hence success rate. Thoroughly recommend Rob's services."
