Courses

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Courses

Sales

Strategic sales

Key account managers in big enterprises face more and more well-trained professional buyers. Decision makers are located in different departments on different levels within the organisation, and they help determine who gets the final order. A successful key account manager must therefore be a strategist with good analytical and social skills.

My advantage

- Gain time by easily reaching the decision makers
- Sell more by giving the correct attention to all the people involved
- Become an appreciated salesman
- Gain loyal customer
- Increase your profit

What will I learn?

- The current changes in the market and how to handle them
- The most important skills of a consultative seller and how to put them into practice
- How to detect the real needs of customers
- Set-up of information-based solutions that fully meet the needs of customers
- How to bring arguments that are fully in sync with the behavioural style of clients
- How to present your business in a professional manner to an executive or a group of buyers

Learning method

- Interactive training sessions with theoretical exposition
- Workshops: individual and in group
- Exercises tailored to your products, services, and corporate clients
- If desired: video recordings of your role-plays followed by individual discussion

Programme

The programme’s duration is one day. For a good integration of the new skills we advise you to organise the Strategic sales: Refresh three months later. Strategic sales can be adapted to your company’s culture and structure.

Consultative selling

The current markets are changing rapidly. Certain things are be effective today but might be outdated tomorrow. Therefore it’s important to understand the philosophy of ‘under promise, but over deliver’. This can be realised by the analysing the real needs of the customers and by offering tailor-made solutions.

Consultative salesmen and account managers help their clients in detecting their current and future needs; they think along with the customer. Consultative sellers use a number of specific communication techniques that allow them to build a very close bond of trust with their customers.

My advantage

- Save time by gaining easier access to decision makers
- Easier sales by giving all stakeholders the proper attention
- Become a valued and top of mind consultative salesperson
- Gain loyal customers
- Increase your sales
- Develop long-term relationships

What will I learn?

- The current changes in the markets and how to handle them
- The most important skills of a consultative seller and how to put them into practice
- How to detect the real needs of customers
- Set-up of information-based solutions that fully meet the needs of customers
- How to bring up arguments that are fully in sync with the behavioural style of clients.
- How to present your company in a professional manner to an executive or a group of buyers

Teaching method

- Interactive training sessions with theoretical exposition
- Workshops: individual and in group
- Exercises tailored to your products, services, and corporate clients
- If desired: video recordings of your role plays followed by individual discussion

Programme

The programme’s duration is one day. For a good integration of the new skills we advise you to organise the Consultative selling: Refresh three months later. Consultative selling can be adapted to your company’s culture and structure.

Nonverbal communication

93% of our communication with others is nonverbal. It is of the outmost importance to know what your colleague or customer is trying to say. We can find their true intention by analysing the synchronisation of his verbal and nonverbal behaviour.

My advantage

- Understand the importance of nonverbal communication in a relationship with a client or prospect
- Interpret the nonverbal signs of your conversation partner correctly
- Recognise your own nonverbal signs and assess the possible consequences they may have on the communication process
- Optimise the interaction of these nonverbal behaviours by applying the matching principle
- Communicate in a more targeted way
- Achieve better results by communicating professionally

What will I learn?

- The importance of body language in communication
- The importance of:
° Words
° Velocity of words
° Body language
° First impression and how to optimise it
° Smile, handshake, eye contact, words, presentation
° The terms matching and non-matching
° The extended DISC profile
° Recognise signs of being open or closed, of having doubt, irritation and tension

Teaching method

- Individual exercises
- Role plays  
- Workgroups
- Video and feedback (individual and in group)
- 1 trainer per group of  max. 10 participants
- Individual action plan for your nonverbal communication

Programme

The programme’s duration is one day. For a good integration of the new skills we advise you to organise the Nonverbal Communication: Refresh three months later. Nonverbal Communication can be adapted to your company’s culture and structure.

Professional selling skills

Products and services become more and more alike. Your customers are well informed by the internet and prefer a personal approach instead of being approached by anonymous mass media. A contemporary and alert salesman uses techniques that stand out from the standard sales techniques. TC3 introduces to you The New Psychology of Selling, a tested success formula that states that the best way to sell is the way your customer wants you to sell.

Your advantage

- A better insight in the effectiveness of your behaviour
- Sell to customers who are difficult to sell to
- Gain more confidence thanks to improved sales results
- Be more motivated to approach prospects
- Increase your profit

Knowledge and capacities after the training

- The New Psychology Of Selling model
- The DISC model
- The different steps of a successful sales process
- Gain credibility and trust
- Create or determine needs in a professional way
- Weaken objections

Teaching method

- Theoretical presentation based on years of experience and tested models
- Role plays with video recording (if requested)
- Workgroups
- Analysis of the strengths and weaknesses of the group and of the individual salesmen
- Individual action plan for each salesman

Programme

This is a 2 day training programme. Advanced sales techniques can be adapted to your company culture and structure. Ideally, the participants have followed a course in basic selling skills.

Key account management

The job description of a key account manager has gone through great changes in the last few years. It’s of essential importance to have very good knowledge of the markets in which you work if you want to succeed these days (information-based selling). As a key account manager you need to know what’s going on in a certain industry domain, which will increase your credibility enormously.

Advantages

- Professional account management
- Learn how to make a good account plan
- Exact definition of the needs
- Use time in a more efficient way
- Achieve results quicker
- Maintain clients thanks to a professional framing

Knowledge and capacities

- The strategic account manager
° Knows their role as account manager
° Creates an account plan for their region
° Understands and influences the decision process of their customers
° Knows and recognises the competition and reacts adequately
° Thinks at a higher, strategic level
° Has a higher added value
° Creates long-term relationships with their key people
- The new needs
- The role of an account manager: objectives, job segments and skills
- The decision process for your product or solution
- The strategic matrix
- The hidden players
- Tactics and strategies
- The red flags
- Understand the competition
- Action plan per company

Teaching method

Leader-led training given by an experienced trainer. A lot of practical exercises and theoretical understandings. Participants work with real life cases. During the session future important cases for the company are discussed and we look for possible solutions.

Programme

This is a 2 day training programme. For a good integration of your new skills, we advise you to organise a follow-up session three months later. Key Account Management can be adapted to your company culture and structure. After the training TC3 can offer you individual on-site coaching to support you in the transformation- and adapting process

Networking

My advantage

- How to cope with current social phenomena
- Greater professionalism
- Reach more prospects
- Obtain new contacts
- Efficient use of time
- Faster results
- Better results at events

What will I learn?

- The importance of a network
- How to be a better networker
- How to get faster access to potential customers
- Better communication
- Enhance yourself and your business’s reputation

Teaching Method

- Individual and general workshops
- Presentations
- Theory
- Highly interactive
- Individual and general action plans

Programme

- Introduction
- Workshop: changes
- Theory: goals, mindset, skills, barriers
- Workshop: the challenge for my business
- Theory: key people in my network
- Theory: tips
- Workshop: elevator pitch
- Theory: your identity
- Workshop: participate in events
- Theory: the importance of my network
- Workshop: how can I expand my network?
- Theory: maintain relationships
- End of course

This is a 1 day training programme. For a good integration of your new skills, we advise you to organise a follow-up session three months later. Networking can be adapted to your company culture and structure. After the training TC3 can offer you individual on-site coaching to support you in the transformation- and adapting process. 

Negotiation skills

They don’t teach you how to negotiate in school. That’s a shame since good negotiation techniques can really make a difference in your work environment. The good news is that you can still learn how to negotiate in a productive way. Professional negotiators have good self-control and can quickly assess their negotiation partners, which results in knowing exactly which strategy to use to achieve an advantage.

Your advantage

- Learn how to handle yourself while with experienced negotiators
- Dare to resolve possible impasses
- Maintain professional and personal relationships
- Be appreciated for your productive and balanced approach
- Gain more confidence

Knowledge and capacities after the training

- Techniques to overcome an impasse during the negotiation progress
- The 4 different styles of behaviour, based on the DISC model
- The signals of nonverbal communication
- The negotiation strategies and the different steps of the process
- Detect signals of agreement, disagreement, scepticism, distrust and anticipate properly
- Use the correct negotiation strategy
- Build durable (business) relationships thanks to a win-win attitude

Teaching method

We’ll send you an e-mail with a questionnaire you’ll need to fill out and send back to us. Our feedback will give you a better insight in your negotiation skills. During the interactive training sessions you’ll get the possibility to practice your newly gained knowledge in role-plays. If requested, video recordings allow you to gain even more insight in your behaviour and the effects it might have on your negotiation partners.

Programme

This is a 2 day training programme. Negotiation Skills can be adapted to your company culture and structure.

Management & Leadership

The professional coach

In a knowledge society people with unique competences can really make a difference. Buildings and machines are maintained and renovated but how can we invest in our human capital? Coaching is the magic word. But what is it exactly, and even more important: what constitutes a good coach?

Your advantage

- Gain your collaborators’s trust and get the most out of it
- Turn day-to-day problems into learning situations
- Handle conflict situations and give feedback in a correct way
- Increase your collaborators' self-esteem by complimenting their accomplishments
- Achieve more by passing on knowledge and skills
- Become a true people manager by giving professional coaching

Knowledge and capacities after the training

- Key result areas (KRA) and key task areas (KTA) of your collaborators
- The characteristics and skills of a professional coach
- Coaching plan per individual and group
- SMART objectives for each coaching session
- Deal with resistance to coaching or against the coach
- Adapt yourself to the social style of your coached collaborator
- Be assertive during coaching
- Give positive and correct feedback

Teaching method

A few days in advance, we’ll send you an e-mail with a questionnaire we’ll ask you to fill out and send back to us. The feedback will give you a better insight in your coaching skills. During the interactive training sessions you’ll get the opportunity to practice your new skills in role plays. If requested, video recordings will allow you to get a better insight in your behaviour and the effect it has on your collaborators.

Programme

This is a 2 day training programme. For a good integration of the new skills we advise you to organise The Professional Coach: Refresh two months later. The Professional Coach can be adapted to your company culture and structure. After the training, TC3 can offer you individual on-site coaching to support your employees in their learning process

Time and priority management

There’s a difference between having done your work and controlling your work. Research has proven that over 50% of all employees simply take care of what appears on their desk. Employees often don’t see a connection between hard work and a higher meaningful goal and lose their motivation. A few simple and pragmatic techniques can offer you with a way and control your joy of working.

Your advantage

- Formulate SMART objectives
- Distinguish what’s urgent and what’s important
- Planning techniques that will give your more control
- Electronic applications that can make your life easier
- The do’s and don’ts of time management
- Set realistic goals in agreement with your manager
- Take more time to reflect on direction and vision
- Make a realistic planning
- Spend time on productive things
- Learn how to delegate and how to let go

Teaching method

We’ll send you an e-mail with a questionnaire you’ll need to fill out and send back to us. The feedback will give you a better insight in your time and priority management.  During the interactive training sessions you will get a good insight in your time management and a lot of ways to increase your output.

Programme

This is a 2 day training programme. For a good integration of the new skills, we advise you to organise Time and Priority Management: Refresh three months later. The course can be adapted to your company culture and structure. After the training, TC3 can offer you individual on-site coaching to support your employees in their learning process.

Change management

My advantage

- Respond well to change
- Creative solutions
- Communicate clearly with others
- Know yourself

What will I learn?

- How and why change happens
- Identify your attitude towards change
- The impact of your attitude
- How to improve your attitude
- How to think creatively  
- How to become an agent of change
- Have a better understanding of why change is needed

Learning Method

- Theoretical explanations based on years of experience and proven models
- Role playing with video recording (if desired)
- Workgroups

Programme

- Introduction to general and individual objectives
- Workshop: change in our environment
- Interactive discussion: the pros and cons of change
- Workshop: how do we deal with change?
- Theory: behaviour during change
- Workshop: our expectations in the face of management
- Workshop: what can I, as an individual, do?
- When change occurs
- Key points
- General conclusion and action
- End of course

Change Management is a 2 day training programme. For a good integration of the new skills, we advise you to organise Change Management: Refresh three months later. The course can be adapted to your company culture and structure. After the training TC3 can offer you individual on-site coaching to support your employees in their learning process

Facilitation Skills

Being able to guide discussion groups and think tanks is an extra arrow in your quiver of abilities as a professional. The importance of facilitation skills in our work life increases by the day; we all need to share new ideas in order to grow. However, these ideas might never reach the surface. Therefore it is of the upmost importance to gain and continue to sharpen these essential skills. People generally have a sincere admiration for someone who can address difficult topics during a group discussion and swiftly guides dominant, or even aggressive participants, to desirable results. In other words, facilitating in your professional and private life is a key ability that provides numerous benefits for everyone!

Your advantage

- You will understand your role as a moderator during the facilitation process
- Learning to guide participants to a predetermined goal
- Ensuring everyone is heard
- Monitoring the discussion and keeping it on topic
- Swiftly addressing difficult situations and participants
- Sticking to the agenda/timetable and getting better results

Knowledge and capacities after the training

- The different steps in the facilitation process: knowing what to do before, during and after    the discussion
- Defining the goals of the process
- Using the key elements of a professional introduction
- Showing the skills of good facilitators: interviewing, rephrasing, showing empathy,  motivating and inspiring participants
- Noticing different types of participants and their personalities
- Managing potential reactions appropriately during the process

Teaching method

- Theoretical approach, based on years of experience and evidence-based models
- Experiential learning: working with real cases
- Role play with video recordings of the group
- Individual and group learning
- Building an individual action plan for each participant

Programme

This is a 1 day training programme. For a good integration of your new skills, we advise you to organise a follow-up session three months later. The Facilitation Skills training can be adapted to your company culture and structure. After the training, TC3 can offer you individual on-site coaching to support you in the transformation- and adapting process.

 

Communication

Presentation skills

What is my advantage?

When you give a presentation you hope your public will not only accept your message but that they will remember and apply it. You can actually learn how to give convincing, interesting and structured presentations. Through a few insights and exercises you can become a wanted and appreciated professional public speaker.

What will I learn?

How to
- Give excellent presentations
- Transform your stress into enthusiasm
- Structure your speeches
- Manage audiovisual tools
- Use your voice effectively
- Reinforce your words with effective nonverbal language
- Manage your public
- Achieve your presentation’s goals
- Give speeches without preparation
- Use new trends in speech communication (multimedia) 

Learning method

- Individual exercises and feedback
Group presentations
- More than 70% of the training are exercises
Video sessions

Programme

- 5 aspects of Public Speaking
° 
The speaker
° 
The public
° 
The speech
° 
The location
° 
The visual tools
How to structure a presentation
- The communication process of professionals
The different types of participants and how to deal with them
How to give a speech without preparation
The 10 golden rules of Public Speaking
Ask and answer questions in a professional way

The duration of the programme is 1 day. For a good integration of the new skills, we advise you to organise Presentation Skills: refresh three months later. The course can be adapted to your company culture and structure (glossary, processes, working methods…). After the training, TC3 can offer you individual on-site coaching to support your employees in their learning process.

Influencer

The Influencer Training is a research-based training concept of the renowned American training institute VitalSmarts. It provides you with proven strategies with which you can successfully tackle deep-rooted habits and achieve sustainable improvement. We should all become better influencers.

What does the program offer me?

Hardly a day goes by that we do not try to influence ourselves or others to do something in a different way. We strive to complete our projects on time and within a budget. We're trying to lose weight or to control our temper tantrums. In short, we are constantly working on ways to influence, but mostly we fall short. Despite the fact that we almost automatically try to help ourselves and others to achieve behavioural change, few people can formulate a clear model of how that is done. By drawing on the skills of people who are considered the best influencers in the world and combining them with five decades of social science research, Influencer Training provides you with a powerful model for behavioural change - a model anyone can learn and apply.

What will I learn?

- Powerful strategies to drive change.
- Recognise a number of dominant behaviour patterns that will result in the desired results.
- Utilise the effective Influencer Model to develop a powerful influence strategy and apply it to create both small changes and large-scale changes in the corporate culture.

For who?

The Influencer Training is ideal for professionals who want to effectively make changes, both to themselves and in the organisation. The training is intended to have profound influence not only on individuals, but teams and entire organisations as well. It's about overcoming deep-seated problems in the organisation, the team or your personal life. The training provides individuals with the skills to develop an effective and comprehensive strategy to overcome these problems.

Learning Method

Influencer is a high impact workout of 2,5 days with engaging videos, realistic training exercises and useful training materials. The pace of learning is extremely high, we use sample videos and personal exercises in groups of 2 or 3 people.

Programme

- Introduction
- Determine measurable results
- Find effective behavioural patterns
- Determine why change seems impossible
- Source 1: Personal motivation
- Source 2: Personal competence
- Source 3: Social motivation
- Source 4: Social skills
- Source 5: Structural motivation
- Source 6: Structural competence
- How to become an Influencer

Advanced curriculum and ongoing support

- Advanced Guide
- Influencer workbook for your personal challenge
- A copy of the book Influencer
- Influencer Audio Companion (a box of 6 CDs to further enhance your insights and skills)
- A certificate of completion
- Access to website for after training with access to videos, exercises, assessments, additional reading material and much more
- Subscribtion to Crucial Skills Newsletter, a weekly e-mail service

Crucial conversations

The training Crucial Conversations assists companies in conducting difficult conversations between two or more people. A Crucial Conversation is a conversation between two or more people where:

- There is a lot at stake for both parties and the company
- Opinions may vary drastically
- Emotions can run high

What does the program offer me?

- Projects that are completed on time
- Teams that work well together
- Matters discussed quickly
- Information is shared with the appropriate staff
- You should rarely play referee between your employees
- You should spend minimal energy to the internal workings of your business, so you can give extra attention to the outside world

What will I learn?

- How to solve disagreements
- To achieve acceptance
- To talk in a persuavive way
- Promote teamwork

Teaching Method

Crucial Conversations alternates theory with videos that make the program very interactive. There are exercises as well, both individually and in groups, and there is time for personal reflection.

Programme

The duration of the programme is two days. For a proper integration of the new skills, we advise you to organise a follow-up session three months later. Crucial Conversations can be adjusted to your corporate culture and structure.

Crucial accountability

If your team or organisation has difficulties to deal with eliminating inconsistencies and bringing up the cause of differences in performance, then Crucial Accountability is right for you. This programme, created by VitalSmarts, can help you to find problems faster and tackle them in a more efficient way.

What does the programme offer me?

- Better communication with employees and colleagues
- Improvement of  atmosphere in the organisation and the team
- No more fear of dealing with sensitive situations
- Learn how to be accountable for errors and work more efficiently

What will I learn?

- Which issues affect the situation?
- How to make employees accountable in a way that does not harm the relationship
- Personal points of improvement
- The three sources of motivation
- Long and short-term effects

Teaching Method

Crucial Accountabilty alternates theory with more than 30 videos that make the program very interactive. There are exercises as well, both individually and in groups, and there is some time for personal reflection.

Programme

This is a two-day training programme. For proper integration of new skills, we advise you to organise a follow-up session three months later. Like all other TC3 courses Crucial Accountability can be adjusted to your corporate culture and structure.

Conversational intelligence

What is Conversational Intelligence?

The ability to get in front of the curve – and prime conversations, by communicating in ways that thwarts distrust, deceit, betrayal and avoidance and builds trust, collaboration, co-creation and transformational results. Knowing what kinds of conversations trigger our more primitive brain, and those, which activate higher-levels of intelligence such as trust, empathy and good judgment.

What will I learn in this program?  

- Neurochemistry of Conversations  
- How to influence our neurochemistry, in the moment, for improved outcomes  
- Skills That Achieve Results  
- TRUST Model  
- Level Setting Conversations for engagement, commitment and achievement of goals  
- Conversational Rituals  
- Conversational Agility

After certification you will:

Elevate your conversations with others to yield business results, and create positive energy for transformation and growth. Understand how your mind creates biases, blind spots and filters that prevent you/us from seeing reality as it is. Deconstruct conversations to highlight for yourself and others what is getting in the way of healthy, sustainable relationships and results - elevating teamwork, quality, productivity and innovation. Create “conversational space” which activates deeper understanding and engagement rather than fear and avoidance.

Extended DISC

A lot of misunderstandings arise from the inability of adapting to your conversational partner. This can cause business opportunities to be missed. The key word is communication. Thanks to a better insight in fundamental behavioural and communication styles (colours) you will learn how to break the ice and build trust.

My advantage

- Gain anyone’s trust
- Understand the causes of conflict
- Accomplish more in your personal life and in your job by treating other people in a more adapted way
- Create productive teams by understanding the importance of differences

Knowledge and capacities after the training

- The DISC model, the different colours
- Behaviour under stress per colour
- The basic needs of each colour
- The colour lexicon
- Break the ice fast
- Build trust fast
- Communicate in a more targeted way

Teaching method

Before the training, we will send you an e-mail with a questionnaire (extended DISC profile) you’ll have to fill out and send back to us. The feedback you’ll get will give you a better insight in your communication skills. During the interactive coaching session your personal DISC profile will be explained thoroughly.

Programme

The programme’s duration is one day. For a good integration of the new skills we advise you to organise the Effective Colour Communication: Refresh three months later. Effective Colour Communication: Extended DISC can be adapted to your company culture and structure.

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