MASTERCLASSES, WORKSHOPS AND CONSULTATION
Getting Granular On High Performance, Collaboration, Leadership and Influencing Others
Are You Ready to Turn Your Sense of Urgency Into a Sense of Excitement?
High performance coach, leading authority on Influence and Persuasion, behavioural psychologist and coach to some of the worlds most recognisable teams and leaders, Duncan Stevens has consistently helped brands and organisations outperform their competitors, conquer markets, and realise their full potential.
These workshops and masterclasses offer clear and definitive road maps for clients and businesses both on what to do and what to say to increase their effectiveness, performance, collaboration, and negotiation / communication skills through the actionable strategies that can be applied and employed immediately to move the needle.
For years Duncan had turned away requests from clients to take a deeper diver into high performance leadership, self-awareness, objection handling and converting more leads.
Until now. For the last 8 years, Duncan has been offering bespoke, workshops which gets to the very heart of you ‘sticking points’ and laser focuses his model and practices on your objectives.
A workshop is the perfect opportunity for your group to have a two way dialogue to address their specific needs and requirements and fulfil their leadership potential or accelerate their influence, negotiation or communication abilities. Often as managers, and leaders we know that our teams have these skills, they just need a change in perception to realise and maximise their full potential.
WORKSHOP NUMBER 1
"TURNING MORE MAYBES INTO YESSES "
Negotiation, influence and persuasion is not just reserved for sales people but also for professional teams looking to influence internal and external stakeholders. This workshop will give you the tools and skills to hear yes more often and give you the edge in a negotiation. Whether you work in real estate, professional services, online retail, or indeed any customer facing organisation when you need to influence, persuade or turn more maybes into yesses, then this is the workshop for you.
From my experience, the job of a any sales professional is to expertly guide their customers through an important, emotional, and complex process. This is equally true when influencing internal and external stakeholders to move them round to your way of thinking.
For professional sales people, this workshop will give you the tools and ideas to stay relevant to the purchaser. Nowadays, the modern consumer is more educated and has more choices than ever before. However, this has led to more confusion, doubt and frustration in their purchasing journey, and therein lie the opportunity for skilled influencers. As a professional communicator, you will have the skills needed to stand out above the competition with your ability to provide clarity and instil confidence.
This is where you add value and justify your fee. Throughout the whole of the customer journey, you are under constant pressure to overcome objections. Eg. I am already happy with what I have, I already have a supplier / agent / software, I’m going to wait until the spring, I’m going to sell my house without an agent / I’m going to wait until there are discounts offered, I’ll cope without anything to support me etc etc.
In this workshop customised for professionals looking to hear yes more often, either in person, through online leads, or working with internal and external stakeholders, I provide influence-based phrases, questions, and suggestions all underpinned by behavioural psychology that will help you with the most common critical and difficult conversations you have every day.
In this highly interactive workshop, Duncan shares his 9 step process that is being used by some of the highest performing sales organisations / real estate brokers / suppliers, support functions and leaders around the world.
These same skills can be used to communicate with impact to internal and external stakeholders to increase impact and efficacy.
BY THE END OF THE WORKSHOP PARTICIPANTS WILL BE ABLE TO:
- Use Duncan’s 9 step process to convert more online leads
- Demonstrate a more human-focussed, curiosity-driven, soft approach to replying to leads to demonstrate the difference between you and others.
- Understand specific question structure to understand your clients needs to be able to serve them better.
- Understand the structure and logic behind conceptually pre-closing a sale and how to lead your client there
- Understand the strategies to increase your leads off the back of one enquiry and maintain an ongoing conversation
- Learn the most common mistakes people make speaking with potential prospects which significantly hampers their closure or conversion rate.
This ‘Turn more maybe’s into yesses’ workshop can be conducted either in person or virtually. It can be spread over the course of the year as a development/continuity program or as a one-hour, half-day or full-day workshop and is always tailored to your organisation with your challenges in mind.
Please speak to Duncan or a member of his team to discuss options, availability investment level etc.
To learn more about Duncan’s continuity program, workshop or masterclass, either in-person or virtually contact Duncan on duncan@duncanstevens.com
WORKSHOP NUMBER 2
"OBJECTION HANDLING - NAVIGATE OBJECTIONS WITH ELEGANCE AND POISE"
Whether you are the world’s foremost hostage, business, supplier or marriage negotiator, you will without a doubt come up against objections. The reasons could vary from either it doesn’t feel right to them, they don’t have enough information, now is not the right time, they don’t have enough budget and all manner of other reasons.
The reality is that people do things for their reason and not yours.
In this objection handling masterclass, Duncan draws on his 15 years experience working with some of the worlds leading sales people, negotiators, managers and behavioural psychologists, together with his own research and insights to give you a ‘plug and play’ suite of objection handling strategies to help you hear yes more often.
You learn the language, the phrases, the words to inject into your daily conversations to get more of what you want, more often without compromising your values, your sales scripts and actually enhancing your relationships with your clients, customers, stakeholders and leadership team.
Before every workshop Duncan collates some of your most difficult conversations and objections you are experiencing in your organisation so he comes fully prepared to give you a huge return on investment. This is highly interactive where not only does Duncan share his insights and methodolgies and frameworks but also gives you a sneak peek behind how these work from a behavioural psychology perspective.
These sessions are highly interactive, completely customised to you and lots of fun so you can feel confident using these strategies and learning from one another after the workshop has finished.
BY THE END OF THE WORKSHOP PARTICIPANTS WILL BE ABLE TO:
- Use Duncan’s Effective Influence Model to position yourself to hear less objections.
- Apply Duncan’s powerful CROW framework for opening resistant conversations.
- Learn a powerful 9 step process for overcoming objections much earlier on and therefore making the final objection far easier to manage.
- Use Duncan’s highly powerful Tree Of Change to ensure more people are open to change to secure far more commitments to change.
- Tailor Duncan’s powerful CELLO framework to navigate indecision and overcome objections.
- Learn the powerful words, phrases, and words and their positioning in your currently scripts or language to overcome more objections more easily.
- All of these are tailored to your organisation, using your language with your biggest challenges in mind.
This ‘Objection Handling – Navigate Objections With Elegance and Poise” workshop can be conducted either in person or virtually. It can be spread over the course of the year as a development/continuity program or as a one-hour, half-day or full-day workshop and is always tailored to your organisation with your challenges in mind.
Please speak to Duncan or a member of his team to discuss options, availability investment level etc.
To learn more about Duncan’s continuity program, workshop or masterclass, either in-person or virtually contact Duncan on duncan@duncanstevens.com
WORKSHOP NUMBER 3
"THE ONE-QUESTION LEADERSHIP WORKSHOP TOPICS AND OUTCOMES"
Duncan’s Leadership program detailed adjacent is a perfect continuity program which can be conducted over the course of the year or broken down into modules or just the highlights. Each element is modular and can be mixed and matched dependent on your requirements. Each workshop, much like my keynote (and even more so here) can be tailored to your organization and requirements to make it contextually sound.
Underpinned by extensive individual and collaborative original research and data from hundreds of leaders around the world, Duncan’s ONE question leadership program is a comprehensive workshop proven to cultivate and unlock the leadership potential in every leader or aspiring leader in every organization. This leadership workshop delivers tools and strategies that are learnable, measurable, and teachable including actions and behaviors that are relevant in today’s modern organizations.
Combining development tools, group and individual exercises and activities and best practices, Duncan’s One Question Leadership Program unlocks the leadership potential in aspiring and accomplished leaders to move them from good to great.
THE WORKSHOP FOCUSES ON 5 CORE MODULES MADE UP OF 10 ELEMENTS
1. LEAD WITH DIRECTION
- Clarify values by finding your voice and affirming shared ideals
- Set the example by aligning actions with shared values
2. INSPIRE A SHARED VISION
- Envision the future by imagining exciting possibilities
- Enlist others in a common vision by appealing to shared aspirations
3. CHALLENGE THE PROCESS
- Search for opportunities by seizing the initiative and by looking outward for innovative ways to improve.
- Experiment and take risks by constantly generating small wins and learning from experience.
4. EMPOWER OTHERS TO ACT
- Foster collaboration by building trust and facilitating relationships.
- Strengthen others by increasing self-determination and developing competence
5. USE EMOTIONAL INTELLIGENCE TO APPRECIATE, RECOGNISE AND ENCOURAGE
- Recognize contributions by showing appreciation for individual excellence
- Celebrate the values and victories by creating a spirit of community.
BY THE END OF THE WORKSHOP PARTICIPANTS WILL BE ABLE TO:
- Identify their leadership strength and weaknesses and have a framework to improve upon their weaknesses
- Define and communicate their values and beliefs
- Align their actions with their shared values
- Inspire, educate and motivate others to share a unified vision
- Articulate their vision of the future
- Explore, identify and execute opportunities to evolve and improve
- Experiment and trial innovative ideas with conviction and confidence in the process and learn from associated mistakes
- Build collaborative teams with a foundation of trust
- Empower others to find their purpose and excel
- Appreciate, recognize and reward accomplishments in others
- Apply and employ the takeaways from the workshop in their teams and organization
- Work with challenging individuals to maximize their potential
- Apply the 5 critical leadership principles Duncan has shared with every leader he has ever taught.
This can be conducted either in person or virtually. It can be spread over the course of the year as a development/continuity program or as a one-hour, half-day or full-day workshop.
Please speak to Duncan or a member of his team to discuss options, availability investment level etc.
To learn more about Duncan’s continuity program, workshop or masterclass, either in-person or virtually contact Duncan on duncan@duncanstevens.com
