In House Seminars and Workshops
Philip’s whole career history is steeped in Business Development. From Procter & Gamble and Tyne Tees Television, to his own advertising agency; his track record of getting new clients is, to use a client’s expression, ‘World Class’.
He has learned what clients want and what they don’t. He has learned what works and what doesn’t. In building a business from zero to £48m he made many, many mistakes. And he claims to have learned more from the mistakes than from the many successful pitches to blue chip companies. His in-house programmes usually form a trilogy over three half days with the focus very much on how to develop relationships and become more persuasive and influential through understanding the whole psychology of why we do what we do. This is a typical format but each course is bespoke to each client:
Day One ~ The Psychology of Persuasion and Influence
- First impressions ~ how they're formed and how to form a good one
- Reading body language, tone of voice and the 'tells'
- The three most persuasive expressions you can use
- The 'Facts, Feelings and After Effects' of every conversation
- The difference between persuasion and influence
- Our seven psychological drivers
- The top ten 'Killer Questions' that guarantee to help your relationships
- The five keys to persuasion and influence
- The seven psychological R.E.A.S.O.N.S. people buy
- How to close the sale without sounding like a salesman
Day Two ~ The Sigmoid Curve and how to be a ‘Trusted Advisor’
- How to develop ‘Intellectual Trust’ and how to measure it
- The seven reasons people don’t buy and how to counteract them
- Ten more ‘Killer Questions’ that allow you be more persuasive and influential
- All you need to know about time management
- Why The Beatles, The Titanic, the Roman Empire and Gerald Ratner really failed
- How to understand, manage and exceed expectations
- How to handle difficult questions, objections and difficult situations
- How to tell when people are lying and what to do about it
- How to build your reputation and gain credibility
- All you need to know about customer service
- How to increase average order value
Day Three ~ The Psychology of Emotional Negotiation, Learning, Memory and Efficacy
- How people buy emotionally and justify logically and what to do about it
- Negotiation – and the real meanings of ‘Value’ and ‘WIN-WIN’
- Five proven techniques to save money and make money
- Ten more ‘Killer Questions’ that allow you to negotiate more successfully
- The ‘Rules’ for discounting and how to hold a high price
- The psychology behind ‘Do you want something with that?’
- How memory works and how to get people to remember what you said
- Why PowerPoint doesn’t work and what to do about it
- Why setting S.M.A.R.T. goals doesn’t work and what to do about it
- How to influence behaviour in the long term
“You distilled a lifetime's knowledge and experience into one day. I can't think of a more enjoyable way to cover such important content. Excellent.”
Ged Shields - Marketing Director, Ronseal
As part of the 75 days that Philip speaks on The Psychology of Persuasion and Influence each year he runs a maximum of five in-house days on how to be a better presenter. These are highly interactive one or two day programmes for up to eight people. Whether for one-to-one presentations or learning the skills to speak to 200+, whether with or without PowerPoint, this is the best one-day presentation skills course you will ever attend.
The seven key learnings from this programme are:
- How to be a top presenter and really engage your audience
- How learning, memory and communication really work
- How to make sure you audience is listening and 'gets it'
- How to build your own credibility and authority so that your audience believe you
- Emotional engagement and the role of the deeply embedded multiple metaphor
- How to open a talk and how to close
- How to prepare fully, overcome nerves and sparkle
'Phil, normally at family celebrations I am asked to do the speaking; weddings, grandma’s 70th, silver wedding dinners etc. Imagine my shock when at my sister’s 21st, my brother Edward made a five minute, hilarious speech to around 50 people.
Last time I checked, he had a phobia of speaking in public and couldn’t even ask his tutor questions in a seminar. I hear it may have something to do with you.....
Thanks, we were all very proud of him. He was so pleased he pulled it off. One of my sister’s favourite presents.'
Ben Coates - Equity Sales Trading - Deutsche Bank