In-House Courses

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, 'Premiership Standard'.

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 0 to £48m he made many, many mistakes. And he claims to have learned more from the mistakes (but less money) than from the many successful pitches to blue chip companies. During his In-House Business Development Courses, Philip focuses on two key areas; how to develop business and how to develop business relationships.

In-House Course ~ The Psychology of Persuasion and Influence ~ How to develop relationships

This is a highly interactive one or two day programme that provides delegates at all levels, ages and range of experience with real, 'can-use-tomorrow' techniques to be more persuasive and influential in developing new business. The key learnings are:

• The difference between persuasion and influence
• The seven psychological REASONS we buy and how to use them
• The Facts, Feelings and After Effects of every conversation
• How to get commitment without sounding like a salesman
• How to build and measure 'Intellectual Trust' and gain co-operation through consent

In-House Course ~ How To Win New Business By Understanding What Clients Really, Really Want

From finding and meeting the potential client or customer to developing trust and 'likeability' so that when the 'pitch' comes you are ahead of the competition. Some of the keys to winning business are:

• Don't tell them what you want to tell them; tell them what they want to know
  (At the very start of a relationship people think you're a great conversationalist when they're doing the talking)
• Different strokes for different folks
  (or 'What's the most important thing to you about…?')
• Think about their future
  (or as the legendary Harvard Business School marketing professor Theodore Levitt put it, 'People don't want to buy a quarter-inch drill. They want a quarter-inch hole.')
• Build up indebtedness
  (Build obligation and find the clients' compelling emotional reason)
• Everything matters
  (Clients are looking for an edge over their competitors and it's usually marginal)

In-House Course ~ 'Presentation Skills'

As part of the 100 days that Philip speaks on The Psychology of Persuasion he runs a maximum of ten 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

See Philip Speaking Who is... Philip Hesketh? < Read More