“Why are some companies more successful than others?”
We have answered this question with clients for over 35 years and we can help you. Our popular staff training programs have over 5 million graduates worldwide and are renowned for sustained, positive behavioural change. If you want to increase productivity, decrease costs, boost sales, improve staff motivation and more, we offer you an excellent return on investment.
Training Courses
PERFORM AT YOUR BEST
“There are no limits on what you can achieve in life, except the limits you accept with your own mind”
The Goal
Why are some people more successful than others? This question has been studied by the greatest thinkers throughout the ages. This program is designed to give individuals the strategies, methods and techniques practiced by the most successful, happy and productive people in our society.
The Solution
Brian Tracy has shared these ideas with more than one million men and women over the world. Many tens of thousands of people in some of the biggest and best corporations have been through this program and ranked it as the finest seminar on personal and professional development ever created.
How You Benefit
Learn how to set goals, take responsibility, manage change, communicate effectively, solve problems, meet challenges, manage time and take full control of your work and personal life. By practising the principles of Maximum Achievement, your entire life will be transformed. You will be able to accomplish more than most people accomplish in a lifetime.
The Training
A fully flexible, multi-media, video-assisted training program, complete with workbooks, exercises and audio CD reinforcement. Designed to be easily facilitated by in-house personnel or outside professionals.
SUPERIOR SELLING SKILLS
“Be absolutely clear about what you want, why you want it, and what you are willing to do to get it”
The Situation
Selling today is more competitive than ever before. Sales success in this market demands a new breed of top calibre professionals with advanced selling skills. Whatever got salespeople to where they are today is not enough to keep them there.
The Opportunity
Corporate survival today is absolutely dependant on a world-class sales force. As many as 70% of companies do no sales training at all. The ones who do will control the markets of tomorrow. By fielding the best-trainined, most highly-skilled salespeople, the company can control its own destiny.
The Potential
This state of-the-art training program, custom-tailored to your organisation, will give your people powerful tools, techniques and methodologies that enable them to defeat the competition and achieve their sales quotas on schedule. It will enable them to make an immediate jump in sales performance.
The Benefits
- Create a world-class sales team
- Learn how to penetrate major accounts
- Identify the multiple decision-makers involved in each sale
- Uncover and solve the real problems of the customer
- Position yourself as the best all around solution
- Rapid, measurable improvements in sales performance
- Learn how to negotiate, sell against competition
- Greater power, purpose and direction in achieving sales quotas
Facilitation
Designed to be custom-tailored for your specific market situation. Choose between the Business to Business version which is geared to salespeople selling to businesses or the individual Series which is formatted for sales to individuals. This interactive, multi-media, training program can be conducted by inside personnel of outside professionals.
STRATEGIC & HIGH-PERFORMACE LEADERSHIP
“Leaders are innovative, entrepreneurial, and future-oriented. They focus on getting the job done”
The Goal
Knowledge, technology and competition are increasing today at a rate never seen before. To survive and thrive in a fast-changing world, executives and organisations must out-team, out-think and out-perform their competitors – every single day!
The Solution
The best companies have the best people, and top people are those who think and act faster and better than others. High Performance Leadership gives you the ideas, methods, strategies and techniques used by all highly effective executives, profitable businesses and world-class teams.You learn specific, proven, practical ways to plan, organise, staff, manage, motivate and think better than ever before. You learn how to get more done with fewer resources, and how to function effectively in times of rapid change.
How You Benefit
Each session gives you a series of practical ideas you can use immediately to get better results. You receive specific action oriented recommendations that can be applied to every area of your
organisation to achieve world-class status.
MANAGING YOUR TIME
“There is no guarantee of reaching a goal at a certain time, but there is a guarantee of never attaining goals that are never set.”
The Situation
In order to improve performance and productivity, you must become an expert in time management. There is no skill that is more closely correlated to success in life or business, than the ability to manage time well.
The Goal
To understand the psychology of time management. To establish clear, written goals organised in order of importance. To determine the actions that you will have to take to achieve these goals and organise those actions in terms of priorities. To overcome procrastination, learn how to delegate and balance work and family.
The Process
This fast-moving, 1 or 2 day total immersion program gives each person a series of practical action tools that can be applied immediately to get better results. The program will help develop common goals and a standard frame of reference for better communications and immediate performance improvement.
The Training
A fully-flexible, multi-media assisted training program, complete with workbooks, exercises and audio CD reinforcement. Designed to be easily facilitated by in-house personnel or outside professionals
The Benefits
• More Energy, Focus and Enthusiasm
• Superior Performance
• Strategic Goal Setting
• Maximising Productivity
• Eliminating Time Wasters
• Staying on the Fast Track
SUPERIOR SALES MANAGEMENT
“The Key to Building a World-Class Sales Force”
The Challenge
The sales manager can be the most important single determinant of overall sales results in a company, yet most sales managers have not been thoroughly trained in their jobs.
The Opportunity
A world-class sales force needs a world-class sales manager. The most profitable, highest-sekking companies have the best salespeople working with the best managers. This course for sales managers can give your sales team the ‘winning edge’.
The Pivotal Skill
The role of the sales manager is the vital link between sales planning and
sales results. All improvement in the sales force begins with improvement in sales management. An investment in building excellent sales managers assures higher, more dependable sales results
The Benefits
- Recruit better salespeople
- Get them up to speed faster
- Better organisation of sales territories
- Greater predictability of sales results
- Better coaching, counseling and skill development
- More effective at managing, motivating, delegating and supervising
- Better communication skills, more effective meetings, better problem-solving and decision making
- Highly motivated salespeople committed to getting sales results
The Training
This multi-media program is the most complete training for sales managers in any media. Participants receive workbooks and audio CDs for review. It can be presented by in-house facilitators or by an outside professional.
Success Series One-Day Courses
Introduction – Double Your Income
What you are about to to learn are practical, proven, fast-acting ideas that get you better sales results faster. These ideas may seem simple or complicated, easy or difficult, at first. But the good news is that all sales skills are learnable – with practice and repetition.
You have heard about the 80/20 rule in selling: “The top 20% of salespeople earn 80% of the money.” The bottom 80% have to divide the 20% that’s left over.
When I first learned this, as a beginner in selling, I was discouraged because I had never been in the top 20% of anything. But then I learned something that changed my life. I learned that everyone in the top 20% started in the bottom 20%. Then they learned and practiced the sale strategies you are about to learn, and soon went to the top.
In this lesson you will learn the critical elements that separate the top performers
Prospecting Power
The most important part of selling is prospecting. The most successful salespeople have the most complete strategies and plans to develop the highest quality and quantity of prospects who can and will buy within a reasonable period of time.
In this lesson, you learn some of the most important ideas of prospecting and how you can apply them to your sales work to increase the number of sales you make, faster and easier than ever before.
Remember, the key to success in selling is to: “Spend more time with better prospects.” A prospect can be defined as someone who has:
- A problem that your product or service can solve.
- A need that your product or service can satisfy.
- A goal that your product or service can help him achieve.
- A pain or concern that your product or service can take away“.
Relationship Selling
Selling has changed dramatically in the last few years, from a rapid, impersonal process to a slow, people-intensive process. The heart of the sale today is contained in the quality of relationships that you form with your prospects and customers.
The very best and most successful salespeople are those who are the most capable of entering into and maintaining the highest-quality relationships with people who can buy from them and recommend them to their friends and associates.
In this lesson, you learn the key elements of relation-ship building and relationship selling and how you can apply them to every part of your sales activities.
Identifying Needs Accurately
Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to un-cover the true needs or problems of the prospect that your product or service can fulfil or solve.
Selling is both a science and an art. Top salespeople have a set of skills they can use to establish higher levels of rapport and to separate prospects from suspects. By learning and practicing a series of powerful, proven skills used by high performing salespeople everywhere, you can dramatically increase your effectiveness and your results.
In this lesson, you will learn some of the best ideas used by some of the best salespeople.
Making Persuasive Presentations
The presentation is the “inner game” of selling where the actual sale is made.
It is during the presentation where you transform a sceptical or reluctant prospect into a committed customer.
An effective presentation can increase your sales by several times over an unplanned and uncoordinated explanation of your product or service.
Once you have determined that the prospect needs the product, can use the product, can benefit from the product and can afford the product, it is time to persuade him or her to take action.
Fully 95% of presentations can be improved in some way. Keep working on your presentation until you sell successfully to a qualified prospect almost every time.
Overcoming Objections
Objections are a normal, natural and unavoidable part of the sales process. Nonetheless, most salespeople become discouraged and disheartened when the customer begins to object to their offering on the basis of high price, better offers from competitors and other reasons.
The fact is that customers today are bombarded by hundreds, and even thousands, of commercial messages. As a result, they are sceptical, suspicious and careful with their time and money.
No matter what you are selling, customers will have questions and concerns that you must resolve before you can proceed to a sale. Your ability to handle these questions and concerns is a key skill that is essential to your sales success.
In this lesson, you learn some of the key questions and responses that you need to effectively answer any objection that a customer can ask of you.
Closing the Sale
The ability to get your prospect to make a firm buying decision is central to your success in professional selling.
All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed, like riding a bicycle.
In this lesson, you learn some of the key closing ideas practiced by the top money-makers in sales, in all fields. When you learn how to close easily and well, at the appropriate time, and in the appropriate way, you will take full control over the future of your sales career.
Getting Resales and Referrals
A direct sale to a commercial customer today costs more than $400 in terms of time, travel, advertising, lead generation and other expenses. Acquiring a customer at this cost can put a company out of business unless that customer buys again and again.
The very best salespeople, and the very best companies, implement strategies to acquire customers and keep them for life. Your goal must be to develop long-term customer relationships and then to hold on to them in the face of evermore aggressive competition.
When you install a customer acquisition and retention strategy, you do more to build and maintain long-term customer relationships than ever before. By continually thinking in terms of “customers for life,” your success in sales will be assured“
Close – Success and Self-Motivation
It was said that, “You attitude, more than your aptitude, determines your altitude.”
If you want to become physically fit, you engage in physical exercise every day. If you want to become “mentally fit”, you engage in certain mental exercises each day, as well.
Salespeople who spend every minute of every day focusing on high-value activities eventually rise to the top of their fields and make both a lot of sales and a lot of money.
Salespeople who waste their time in low-value activities seldom accomplish anything of importance — even if they represent the best companies with the best products in the best markets.
In this lesson, you learn some of the very best ideas to motivate yourself and to keep yourself performing at your best all day long.
Becoming a Leader
Leadership is more who you are than what you do Your ability to develop the qualities of effective leader-ship, the essence of what it takes to be a leader, is more important to your success as an executive than any other factor.
One of the great principles of personal development is, “whatever you dwell upon, grows and expands in your experience and personality.”
You become more effective, day by day, when you think and act on the basis of the key qualities of effective leaders throughout the ages. You program these qualities into your personality by dwelling on them continually. You learn these qualities by practicing them in your daily activities as a person and as a leader in your organisation.
The more of a leader you become on the inside, the more effective you become in all your leadership activities on the outside In this program, you will learn the eight essential qualities for effective leaders in every area of endeavour. With these qualities you will accomplish more, faster than perhaps you’ve ever imagined.
Key Functions of Managers
Management is an art as well as a science. There are several key result areas for each manager and your ability to function well in each of these areas is central to your success and your effectiveness as a manager.
The “Winning Edge Concept” of management says that small improvements in certain critical areas can lead to large improvements in your results. Incremental improvements in each of the key result areas, especially if you are weak in one or more areas, can lead to dramatic increases in your effectiveness and your ability to get the job done.
The very best managers are those who have taken the time to identify the key skills required by their craft and who have worked on themselves to develop those skills to a high level.
In this program, you learn the key result areas of every manager and how you can begin increasing your effectiveness in every area of your management activities.
How Excellent Leaders Lead
The job of the leader is to get results through others. Since every person is different in some way, and often in many ways, the very best leaders are those who have the greatest flexibility in their styles of working with other people.
Your ability to get the very most out of the people who report to you is a key measure of your effectiveness as an executive. When you take the time to think about who you are working with and what it is you need for them to do, you will invariably use the best tools, techniques and methods to maximise the performance and productivity of the other person.
The very best leaders are those who can elicit extraordinary performance from ordinary people. The purpose of organisations is to maximise strengths and make weaknesses irrelevant. Your ability to combine a group of people into a high performance team is the most important single quality you can develop for maximum results and continuous personal and professional growth.
In this program, you will learn how to manage your personal style in such a way that you get the very best out of each person who reports to you.
Motivating People for Maximum Results
Your ability to motivate your people to higher levels of performance and effectiveness can multiply your capability as an executive. By motivating people continuously and correctly you can dramatically improve performance and results.
The subject of individual motivation, why people do the things they do, has been studied and researched for many years. Now we know more about how to structure environments so people want to perform at their best.
Understanding how and why people perform and behave the way they do is essential for your effectiveness as an executive. Every person is different and every person is motivated by some of the things at some of the times.
In this program, you will learn the most popular, powerful and effective motivational methods and tools, and how you can apply them to every person who ever reports to you, as well as to yourself in the achievement of your own personal and business goals.
Fielding a Winning Team
The purpose of assembling a team is to accomplish bigger goals than any that would be possible for the individual working alone. The aim and purpose of a team is to perform, get results, and achieve victory in the workplace and marketplace.
Many of the most successful sports teams have been studied over the years to learn the characteristics and qualities that enable them to prevail in highly competitive leagues against determined and aggressive competition. Many of the principles practiced by the winning sports teams are directly applicable to the building of a winning business team.
The very best managers are those who have the greatest number of mental tools or concepts available to manage and motivate their people to achieve excellent results In this program, you will learn some of the best ideas ever discovered for building winning teams.
Getting the Best Out of Others
When you invest your money, you always seek the highest Return on Investment or Return on Equity. As a person, your most valuable asset is yourself, your mental, emotional and physical capital. You always seek to get the highest return on the amount of your time and energy that you invest in any endeavour.
As a manager, your job is to get the highest return on human capital invested in your enterprise. Of all assets, only people can be made to appreciate and to perform at ever higher levels for the organisation.
People are your most expensive investment. Since the average person performs at 50% or less of capacity, your ability to get more and more results from your human assets can dramatically improve your effectiveness as an individual and increase your contribution as a manager.
In this program, you will learn how to immediately improve employee performance and to keep your people working at high levels of motivation, performance and productivity over time.
Balancing Your Total Life
Achieving balance between your life and work is one of the most important measures of how well you are doing as a person and as an executive.
The fact is that you have far too much to do, every single day, and too little time in which to do it. No matter how hard you work or how efficiently you perform, you have a never-ending river of new responsibilities and tasks that you must accomplish within specific deadlines.
The natural tendency, for anyone faced with overwork, is to begin to take time away from home, health and family in order to get the job done. This begins as a temporary measure and soon becomes a permanent form of lifestyle. And this is not for you.
In this program, you are going to learn a series of proven principles and techniques that you can use, starting immediately, to get your life in balance. You will learn how to accomplish far more in your work and simultaneously increase the amount of time you spend with the most important people in your life.
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Keys to Peak Performance
When I was in my 20s, coming from a poor background, and with no real advantages, having dropped out of high school, I began asking the question, “Why are some people more successful than others?”
Over time, I found that the answer to this question has been sought for more than 2,500 years by some of the smartest and most insightful men and women of every civilisation.
In the last 100 years, countless millions of dollars and thousands of hours have been invested in searching for the answer to this question. Thousands of books and articles have been written on the subject. The good news is that today, we know more about how to achieve success, happiness, and prosperity in more areas than we have ever known before. Today for the first time, success is predictable for you in any area of your life that you consider important.
In this lesson, you will learn some of the key ideas and principles that have been discovered by successful people throughout the ages. When you learn and apply these principles to your life, you will begin to get the same results that they do.
Self Esteem – The Master Key to Peak Performance
In all of history, perhaps the most important discovery in human performance is contained in the words, “You become what you think about, most of the time.”
Your external world is largely a reflection of your internal world. The way you think and feel inside determines your attitudes, your expectations, your values and your behaviours. The key to peak performance is for you to understand clearly why you learn to think and feel the way you do. With understanding comes the ability to change.
In this lesson you learn about the greatest breakthrough in the field of human potential in the 20th century. You learn how your self-concept — the way you think and feel about yourself — determines everything that you say, do and believe.
You learn how you can take systematic, purposeful control over your thoughts and feelings, and how you can begin building your self-esteem and self-confidence to the point where you are more effective in everything you do.
Taking Charge of Your Life
You are far more capable, competent and powerful than you imagine. You have within you, right now, the ability to vastly exceed all of your previous levels of accomplishment. You are capable of taking complete charge of your life, in every area, and directing your future in any way that you deem desirable or necessary.
The attitude of self-responsibility, of being proactive rather than reactive, is a common quality of all high achieving men and women. By accepting responsibility for your life and for everything that happens to you, you develop a “sense of control” that makes you more positive, more creative and more focused in every area of your life.
In this lesson, you learn a series of specific ideas that you can use to take charge of every part of your life. You learn the characteristics and qualities of highly responsible people, and how by changing your attitude, you can become the primary creative force in your own life.
The Master Skill of Success
A wise man once wrote that, “Success is goals, and all else is commentary.”
Developing the ability to set goals and to make plans for their accomplishment can help you more to achieve great success and happiness than perhaps any other skill that you can learn.
People with clear, specific, written goals accomplish more in a few months or a few years than most people accomplish in a lifetime. Fortunately, goal-setting is a skill that you can learn through instruction and practice. Once you have this skill, your future will become unlimited.
In this lesson, you will learn some of the most important ideas and concepts ever developed in the field of goal-setting. You will learn a series of questions that you can ask throughout your life to keep yourself focused toward accomplishing the things that are most important to you. You will learn how to develop a personal mission statement that will enable you to feel terrific about yourself and accomplish more than perhaps you ever have before.
Seven Steps to Goal Attainment
High achieving men and women use a series of systematic processes and plans to achieve their goals. Unsuccessful men and women, on the other hand, throw themselves at their goals in a random way and are always surprised that they accomplished so little.
Any plan is better than no plan. In this lesson you will learn the most powerful goal-achieving process ever developed. This process has been used by literally millions of men and women to accomplish extraordinary things in life.
The process of goal-achieving, following up on the process of goal-setting, is one of the most powerful skills that you can ever develop. With this skill, you can achieve virtually any goal that you can set for yourself in your personal or business life. You can learn any skill that you need to learn to achieve any goal that you set for yourself. There are several steps to this goal-achieving process and you can learn each of these steps via repetition and practice, until you master the entire process. When you learn how to set and achieve goals as naturally as breathing in and breathing out, you will accomplish more, in a shorter period of time, than you can presently imagine.
The Integrating Principle
There is a single principle that integrates all of your actions and behaviours at work and in your relationships with other people. This integrating principle is called “service.”
Everyone earns their living by serving other people in some way. Those who are the most effective at serving others are also the most successful in their work and personal lives.
Your job, in your work and family life, is to integrate yourself into the lives and activities of others in such a way that you make a valuable contribution. Your job is to enhance and enrich the lives of other people. In so doing, your life is also enhanced and enriched as well.
Your greatest source of lasting satisfaction and deep down happiness in life will come from knowing that you are making a real, positive difference in the lives of other people.
In this lesson, you will learn the key concepts of service and how to “integrate” these ideas into everything you do.
Achieving Balance In Life
One of your primary goals should be to live a long, healthy, happy life. This requires that you achieve balance among the various elements and pressures of your life that pull you in different directions.
Your ability to achieve balance is a key measure of how well you are doing with your time and your life. But balance is like walking a tight rope. It requires continuous adjustments, every hour of every day. You never fully attain it. You merely strive toward it.
Fortunately, there is a series of attitudes and behaviours you can practice on a regular basis that will enable you to achieve a far higher level of balance and coordination in your life. In this lesson, you will learn some of the most valuable principles ever discovered about how you can live a highly effective, fully balanced, fully functioning life in the midst of the daily pressures of the modern world.
Eat That Frog!
21 Great Ways to Stop Procrastinating and Get More Done in Less Time
Time management is really management of your life. It is the ability to determine the sequence of events—what you do first, what you do second, and what you don’t do at all.
In this fast-moving, one-day workshop, you learn how to apply the most important personal management principles ever discovered to every area of your life.
The goal of Eat That Frog! is to enable you to double your productivity, performance and output.
The Benefits
- Decide exactly what you want
- Determine your most important goals
- Set priorities in each area of your life
- Unlock your mental powers
- Focus on your most valuable tasks
- Eliminate low-value, no-value activities
- Apply “Zero Based Thinking” to every area of your life
- Downsize, delegate or eliminate non-essential work
- Double your productivity and double your free time
Speaking and Keynote Engagements
Our international team includes talented speakers on many topics, all able to bring the message from Brian Tracy to your organisation in tailored training events or seminars. Contact us about rates and availability of Brian and his team.
Hiring & Performance Appraisal Tools
Data trumps hunches and prevents bias from corrupting important decisions. Throughout the latter half of the 20th Century, Fortune 500s relied on behavioural & cognitive assessments to inform all aspects of their personnel decisions— from an employee’s initial selection and training to their team role and eventual promotion. These paper based assessments had to be individually calculated by a highly trained professional, making them too expensive for most organizations to afford. However with the advancement of new computer technologies and algorithms, the cost of such assessments has dropped measurably, leveling the playing field for businesses of all sizes.
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