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Course Library - Sales & Team Working

3.1 The Simon Edwards Way

* Course Overview
Course *

People come in all shapes and sizes, and our personalities are just as diverse. But while we all have our individual ways of looking at the world, our perspectives can be identified and categorised. Learn how to tailor the way you communicate to different perspectives and you'll be able to communicate more effectively. In a series of carefully structured study modules which feature the holiday adventures of four key characters, you will learn about the Simon Edwards Way and how to apply it in daily life. The potential benefits of doing this are remarkable and wide ranging.

* Course Duration

   6-9 minutes per module

* What you will learn

Module 1 - Meet the Holidaymakers
Module Overview: In this first module you will meet the four characters, and you will quickly see that each one has a distinct way of looking at the world. Learn about these unique perspectives, and why they are so important.
At the end of this module the learner will understand:

  • there are four different people types into which everyone fits to a greater or lesser degree
  • it's possible to spot people types by the language they use
  • each of the four different people types perceive things from a different perspective
  • the clues to look for to be able to identify people types

Module 2 - Thought and Behaviour
Module Overview: How do our thoughts affect our behaviour and the way we interact with other people? Is it really possible for four individuals as diverse as these to reach an agreement they're all going to be happy with? What clues do people give about the way they are likely to think about things?
At the end of this module the learner will understand:

  • the four categories are doers, watchers, sensibles and thinkers
  • each of these people types will remain true to type at work or at play
  • knowing how someone thinks, helps to understand how they will react to situations
  • the do's and don'ts of how to get the best from each type

Module 3 - Personalities in Detail
Module Overview: First impressions are good, but there's more to people than the kind of stuff you can recognise in the first sixty seconds of meeting them. The four have been giving clues about their personalities all along, but how many of them have you been able to spot so far? This is where to find out!
At the end of this module the learner will understand:

  • that individuals have been developing within a 'profile' since childhood
  • that learning what makes people tick, gives a valuable insight into why people buy
  • that recognising people types helps to know what words or approach works best with them
  • that listening carefully to what, and how something is said, helps to build rapport
  • customers and colleagues may not always fit one type but a combination of types

Module 4 - Personalities at Work
Module Overview: How does a fifth person see these four characters? Their boss, Ken, presents his own opinion on the different strengths of his employees.
At the end of this module the learner will understand:

  • that they can recognise the different types in the characters portrayed
  • that they can 'suss' how each is going to react in a given situation
  • that this is a skill which can be used in all aspects of life
  • that certain character traits make individuals particularly suitable for certain types of jobs

Module 5 - Being Different
Module Overview: Most of us try and get other people to change their behaviour and thought habits in order to accommodate us. We tend to think if everyone were more like us, the world would be a better place, and communication would be lot easier. Of course, the reality is that we're all different. We think differently, we act differently and we communicate differently. Instead of trying to pretend that we're all the same, we will get much better results if we learn to embrace the concept of difference and use it consciously.
At the end of this module the learner will understand:

  • some people like detail and some don't
  • some people work best on their own and others as part of a team
  • some people like to consider all aspects, others just want to get on with it
  • they'll be able to spot the character types if they look for the clues/signals people give

Module 6 - Applying the Principles
Module Overview: The four give their opinions on each other and then they find themselves facing a potentially tricky situation which requires them to put their new-found knowledge into action.
At the end of this module the learner will understand:

  • if they look for clues to the character type they'll be able to react more positively
  • having recognised the character type they'll be able to apply the principles
  • having applied the principals they'll be on their way to a successful conclusion

Module 7 - Personality and Learning
Module Overview: How do our personalities affect the way we learn? Boss Ken needs to train some temp agency workers to do the jobs of Adam, Sarah, Linda and James when they go on their holiday, and he knows from experience that different personalities are best trained in different ways.
At the end of this module the learner will understand:

  • learning is easier for people if they can learn in their preferred style
  • that lots of detail will bore a 'doer'
  • not to rush a 'thinker' on to something else before they've had a chance to consider
  • with something new, people don't know what they don't know

Module 8 - Social Interaction
Module Overview: Our four holiday makers get some valuable rest and relaxation, and begin to get to know one another in a social setting for perhaps the first time. How does this social interaction change their opinions of one another, if at all? And what do they learn from this experience that can benefit them when they get back to their normal daily lives?
At the end of this module the learner will understand:

  • everyone is different and should be treated accordingly
  • differing characters can get along well together if they make allowances for their differences
  • using the right approach gets results

Module 9 - Spot the Character
Module Overview: This final module of the course will explicitly demonstrate how the skills learnt can be used to spot the characters of Adam, Sarah, Linda and James in the people you meet in your own life. By being able to identify which kind of character you are dealing with, you can adjust your communication style accordingly to make it more effective. Not only will this help you to build rapport with people, but it will also help you to be more persuasive and influence. You will make people feel good, and as a result you will close more sales... both in the workplace and in your personal life!
At the end of this course the learner will understand - in a selling situation:

  • if a customer is a combination of types, look for the dominant characteristic
  • a thinker will want lots of detailed information before buying - and don't try to rush them
  • a doer probably won't need the detail but to know what the item does and is it the latest
  • a watcher might worry about something being the very latest, they'll want what's tried and tested
  • sensibles won't want to be bothered with 'bells and whistles' - does it do the job they want it to do
* Course Code

   SE01

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