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Project Managers - We're All in Sales Workshop


Fri 10 Aug 2012, 8:45am–4:45pm

Where: Waipuna Hotel & Conference Centre, 58 Waipuna Rd, Mt Wellington, Auckland

Restrictions: All Ages

Ticket Information:

  • Registration cost: $603.75
  • Additional fees may apply

Learn essential sales skills to sell your ideas and suggestions successfully to your team, sponsor/customer and other project stakeholders.

The essence of selling is to initiate a relationship, identify others' needs, suggest a course of action, obtain agreement and then "close" the sale. This process needs to also be applied to the management of projects. Unfortunately this skill is often overlooked in project training. Attend this workshop to learn how to apply sales skills to project management.

This workshop will examine three different “salesman hats” you need to wear, when “selling” to the project team, your management and customers/sponsors.

Based on best practice sales techniques, this workshop uses personality profiles (Myers Briggs) to identify your preferred approach to sales. It will help you recognise techniques that work best in different situations, and with a variety of project stakeholders. You will also learn good presentation skills and techniques.

The workshop uses an interactive approach with short drills and project environment based role plays to practice new skills and identify your personal style. The facilitators will use accelerated adult learning methods that are fast paced and fun. This approach focuses on the premise that “what I do I understand”.

We’re All in Sales Project Manager takeaways:
- The fundamentals of selling applied to project management;
- How to get a “yes” response;
- Mental preparation for project management sales;
- When to sell what on your project and how;
- How to sell to different personalities using your style;
- Body language tips in sales;
- A toolkit of tips, hints and techniques to use in your everyday life as a project manager (including giving presentations);
- Wearing the right hats at the right times;
- Your Myers Briggs profile report (Note: your online test needs to be completed by 3 August to enable your personalised report to be completed).

Earn 8 PDU’s:
PMI members can claim 8 PDU's under category 4 (we will provide certificates for all workshop attendees). If you are applying for PMP eligibility you can use these hours to count towards your project management education.

Workshop facilitators:
Angela Brown:
With over 35,000 hours of breathing the world of project and change management, Angela is internationally sought-after as a consultant and trainer, having worked in over 14 countries. She trains in project management (NZ Diploma in PM, PMI and PRINCE2 methodologies), and also specialises in people behaviour, utilising tools such as Myers Briggs, Lominger and change models such as John Kotter. Angela has a BSc (chemistry) and a Post Graduate Certificate in Career Development.

Mark Herbstein (PMP, PRINCE2):
Mark has over a decade of successful project management experience in New Zealand and abroad with an outstanding reputation of delivering outcome based projects. He has also been a top sales person, significantly surpassing sales targets. His industry experience includes telecommunications, banking, broadcasting, IT services, insurance, manufacturing and sports. Mark is an energetic trainer, coach and mentor for other project managers, specialising in soft skills with a focus on sales.

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