We measure all the way through a project to help identify where best to allocate resources, where to make adjustments and where future investments should be made. We measure the impact of the behavioural change at every stage to build up a true gauge of effectiveness.
Before: Measurement begins before we do anything else.
We understand your objectives. Sometimes clients come to us with a clear and defined knowledge of what they want. Other times they invite us to help them clarify their thinking. Either way we review your objectives and are not afraid to challenge a preferred approach if we believe something can be achieved in a better way. We collect data on a number of your live commercial interactions, record the outcomes and then benchmark your current sales skills against our model of excellence.
During: We compare your current sales skills to the behaviours needed to meet your objectives and identify the areas that need to improve.
After: We show you how to provide short and long-term reinforcement of your new skills. We can also help integrate our methodologies into your internal systems and processes to ensure sustained change and continued results.
It’s not uncommon for the investment in a Huthwaite negotiation programme to be returned (and more) in the very next deal. The gains and savings our clients around the world have made run into millions. We helped one global energy supplier save £37 million in a single negotiation.
A skills development programme in Negotiation from Huthwaite will help your company to:
The great news is that – irrespective of whether you want your company to have more successful managers, people who can handle conflict better, teams better able to influence colleagues and clients, or good communicators generally – effective communication is not a subjective thing, it isn’t a natural ability that some people are just born with and it has little to do with personality. It’s a defined behaviour that can be learnt.Through our extensive observational research we have identified the behaviours present in successful communication. We know what effective verbal communication is and what it looks and sounds like. Using our Verbal Behavioural Analysis (VBA) model we can record, analyse and interpret you and/or your team’s verbal communication behaviour, compare it with our success profile, show you where you are and where you need to be and give you the tools to take you to the highest level.
We always begin VBA programmes with a thorough, practical grounding in what the core communicating behaviours are and how they can be applied. We make sure that participants can practise them with confidence and self-awareness before looking at how to apply them in specific workplace scenarios.
At Huthwaite we don’t just teach short term skills, we work with our clients to facilitate long term behaviour change. So as with all our programmes we don’t assume that a couple of days together in a training room will revolutionise your communications overnight. We work with you to reinforce and measure the newly acquired skills so that over time they become a learned and permanent behaviour and your organisation continues to achieve a return on investment long into the future.
Ian Gaitley – Head of Sales, Net Evidenced