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Sales, Marketing and Procurement
A Song of Fire and Safety
When it comes to fire safety in the workplace, we might be tempted to think that it's not our concern, or that there's plenty of other things to worry about—until it's too late. However, it's everyone's responsibility to prevent fires. That...Show More
When it comes to fire safety in the workplace, we might be tempted to think that it's not our concern, or that there's plenty of other things to worry about—until it's too late. However, it's everyone's responsibility to prevent fires. That means we all have an important part to play in identifying and minimising the risks. Show Less
Mind over Splatter: Health and Safety Attitudes
Safety is more than warning signs and handrails - it is an attitude of the mind. There are many traps for those whose attitude is amiss. Whether you're surviving the zombie apocalypse or just surviving daily grind of the office, the consequences...Show More
Safety is more than warning signs and handrails - it is an attitude of the mind. There are many traps for those whose attitude is amiss. Whether you're surviving the zombie apocalypse or just surviving daily grind of the office, the consequences of having the wrong attitude to safety can be deadly! In this video, you'll meet the Zombusters team and see how complacency, rushing, distractions, and unfamiliarity can get the better of us, and how to avoid these mind-traps. Show Less
Handwashing and Cleaning Protocols
This short video will show you how to clean all kinds of things your hands, some countertops, and maybe even some other stuff! That might sound boring, which is why we decided to make the most hysterical video we could. You should also learn a...Show More
This short video will show you how to clean all kinds of things your hands, some countertops, and maybe even some other stuff! That might sound boring, which is why we decided to make the most hysterical video we could. You should also learn a new song that we're betting will be stuck in your head soon. Enjoy! Show Less
Controlling the Spread of Germs
What to do when you're sick, how to cough or sneeze, where to stand when you're talking to others - this video has it all. Plus a few more surprises like grammar lessons, fashion advice, and possibly a message everyone needs to hear that nobody...Show More
What to do when you're sick, how to cough or sneeze, where to stand when you're talking to others - this video has it all. Plus a few more surprises like grammar lessons, fashion advice, and possibly a message everyone needs to hear that nobody else has ever been willing to put on video. This is far and away the most entertaining hygiene training you'll ever see. Have fun! Show Less
How to Put on and Take off PPE
More of us are wearing personal protective equipment now than ever before, and most of us are doing so without having been trained in the proper ways to put it on and take it off. This short training video will walk you through the proper order...Show More
More of us are wearing personal protective equipment now than ever before, and most of us are doing so without having been trained in the proper ways to put it on and take it off. This short training video will walk you through the proper order for both putting on and removing PPE, and it also covers when to wash your hands (hint - it's not just when you're done). Since improper removal of PPE can negate the entire purpose of having put it on in the first place, this is probably important training for anybody who will be in a position to wear it. And don't worry, we made it as entertaining as we could because, well, that's what we do. Another training video from The Jeff Havens Company, where we offer serious solutions in a seriously funny way.
Learning Objectives:
- Steps for putting on and removing various forms of PPE
- Understanding when and how to practice good hand hygiene during the PPE removal process Show Less
Communicating with Difficult Customers
Conflict De-Escalation Techniques for Face Covering Policies
You've seen the news stories of customers getting into angry and sometimes violent confrontations over their refusal to wear face coverings, and you don't want that to happen to you. This video will help you avoid any problems by offering a...Show More
You've seen the news stories of customers getting into angry and sometimes violent confrontations over their refusal to wear face coverings, and you don't want that to happen to you. This video will help you avoid any problems by offering a step-by-step process for talking with anyone who doesn't want to follow your face covering policy. You'll also see several examples of how not to talk to them, since those ones are a lot of fun to film. Show Less
Communicating with Difficult Employees and Coworkers
Conflict De-Escalation Techniques for Face Covering Policies
Your face covering policies won't work very well if everyone isn't following them. This video will show you how to steer people toward compliance without devolving into any no-win arguments. Active listening, a solution mindset, a little bit of...Show More
Your face covering policies won't work very well if everyone isn't following them. This video will show you how to steer people toward compliance without devolving into any no-win arguments. Active listening, a solution mindset, a little bit of empathy, unhelpful insults, this video has it all! (Hint: the unhelpful insults aren't actually a good approach, in case you were wondering. But sometimes it helps to see things done wrong in order to learn how to do them right.) Show Less
Preparing Your Workplace for a Face Covering Mandate
Conflict De-Escalation Techniques for Face Covering Policies
It's no secret that face covering mandates are among the most controversial and contentious issues facing the modern workplace. This video will help ensure that your policies are adopted as smoothly and seamlessly as possible. You'll also see a...Show More
It's no secret that face covering mandates are among the most controversial and contentious issues facing the modern workplace. This video will help ensure that your policies are adopted as smoothly and seamlessly as possible. You'll also see a creative use for face coverings, and at least one option that you probably shouldn't let people wear. Just because this is a serious subject doesn't mean we can't have a little fun with it. Enjoy! Show Less
Handshake Alternatives
The handshake has been our go-to greeting for several centuries, but there are times when you might not be willing or able to offer one. This short training offers several alternative greetings to the handshake and helps alleviate any confusion...Show More
The handshake has been our go-to greeting for several centuries, but there are times when you might not be willing or able to offer one. This short training offers several alternative greetings to the handshake and helps alleviate any confusion or embarrassment that might result from offering a greeting different from the one others are expecting. As we work to establish new norms in a post-pandemic world, this simple training should help everyone move forward quickly and comfortably. You'll also see a handful of failed attempts at greeting others, because there's no reason we can't have some fun with this. Another training offering from The Jeff Havens Company, where we provide serious solutions in a seriously funny way. Show Less
Returning to Work Protocols and Guidelines
As restrictions across the world begin easing and people start returning to work, how best to do that is a new and important question; after all, none of us has ever had to do this before. This short training video offers several simple...Show More
As restrictions across the world begin easing and people start returning to work, how best to do that is a new and important question; after all, none of us has ever had to do this before. This short training video offers several simple strategies to make your return to work as seamless and comfortable as possible. It also mentions burritos and inflatable pool toys, which means you might end up enjoying this training more than you maybe thought possible. Another training video from The Jeff Havens Company, where we offer serious solutions in a seriously funny way.
Learning Objectives
- Emphasise the importance of staying home if you are feeling unwell
- Develop respect for people who see this situation differently than you do
- How to view your company's return to work policies in a positive light, rather than as a collection of punitive measures. Show Less
What to Do If You Test Positive for COVID-19
None of us wants to test positive for COVID-19. However, if it does happen, it's important to know what to do next. This short training video will walk you through all the important steps to take in the event of a positive diagnosis, from...Show More
None of us wants to test positive for COVID-19. However, if it does happen, it's important to know what to do next. This short training video will walk you through all the important steps to take in the event of a positive diagnosis, from self-isolation all the way through to recovery. This might be information you'd think every one of us would know by now, but it can't hurt to make sure that's true. Besides, we managed to put a few things in here that might actually make you smile a little. Another training course from The Jeff Havens Company, where we provide serious solutions in a seriously funny way.
Learning Objectives:
- Strategies for reducing the chance of infecting others
- Understanding when it will be safe to resume normal activities following a positive diagnosis
- Knowing which symptoms should prompt a call or visit to a medical professional Show Less
SWOT Analysis
In business, a thorough understanding of an organisation’s strengths, weaknesses, opportunities and threats in both internal and external environments is crucial. This video introduces the SWOT analysis and how it can be a helpful evaluative...Show More
In business, a thorough understanding of an organisation’s strengths, weaknesses, opportunities and threats in both internal and external environments is crucial. This video introduces the SWOT analysis and how it can be a helpful evaluative tool for businesses. Through real-life examples, students will see how a SWOT analysis can be applied in practice and why it is beneficial for strategic planning. Show Less
Lewin's Force Field Analysis
Successful businesses must continually adapt, and change requires a deep understanding of driving and restraining forces. This video examines Lewin’s Force Field analysis and how it can be used to evaluate whether change is feasible. Through a...Show More
Successful businesses must continually adapt, and change requires a deep understanding of driving and restraining forces. This video examines Lewin’s Force Field analysis and how it can be used to evaluate whether change is feasible. Through a case study of British Airways, students will understand how Lewin’s Force Field can be applied to real-life businesses and why it is useful for implementing and managing change. Show Less
PESTLE Analysis
Although external factors are outside of a business’ control, it is still important for them to consider political, economic, social, technological, legal and environmental/ethical factors. This video explores the PESTLE analysis and how it can...Show More
Although external factors are outside of a business’ control, it is still important for them to consider political, economic, social, technological, legal and environmental/ethical factors. This video explores the PESTLE analysis and how it can be a helpful tool for business. Through real case studies, students will understand how PESTLE can be applied in practice and its usefulness in strategic decision-making. Show Less
Porter's Generic Strategies
A competitive advantage is highly valuable in business and choosing between a cost/differentiation or leadership/focus strategy can be a way of achieving this. This video introduces Porter’s Generic Strategies and how they are helpful for...Show More
A competitive advantage is highly valuable in business and choosing between a cost/differentiation or leadership/focus strategy can be a way of achieving this. This video introduces Porter’s Generic Strategies and how they are helpful for evaluating business strategy. Using real-life case studies, students will learn how different businesses implement different strategies and the effect this has on their position within their industries. Show Less
Needs and Objections
Chapter 1: Ask Questions
Ask open questions. Keep control of the interview.
Chapter 2: Research
The customer. The product. The relationship.
Chapter 3: Set Objectives
Prepare alternatives. Look for other customers for your products. Look for...Show More
Chapter 1: Ask Questions
Ask open questions. Keep control of the interview.
Chapter 2: Research
The customer. The product. The relationship.
Chapter 3: Set Objectives
Prepare alternatives. Look for other customers for your products. Look for other products for your customer. Show Less
Control and Close
Chapter 1: Closing the Sale
Watch for buying signals. Ask for the order. Then keep your mouth shut.
Chapter 2: Explain the Benefits
Sell the benefits, not features. Relate the product to the customer's needs.
Chapter 3: Meet...Show More
Chapter 1: Closing the Sale
Watch for buying signals. Ask for the order. Then keep your mouth shut.
Chapter 2: Explain the Benefits
Sell the benefits, not features. Relate the product to the customer's needs.
Chapter 3: Meet Objections
Objections can be a good sign. Make objections specific. Put them into perspective and give compensating factors. Show Less
Difficult Sales
Chapter 1: The Dictator
Dictators hold strong opinions that you’re not going to change. Encourage them to talk. Don’t interrupt – let them reveal their prejudices. Their vanity can be used to close a sale.
Chapter 2: The Ditherer
The key...Show More
Chapter 1: The Dictator
Dictators hold strong opinions that you’re not going to change. Encourage them to talk. Don’t interrupt – let them reveal their prejudices. Their vanity can be used to close a sale.
Chapter 2: The Ditherer
The key to the ditherer is mental laziness – not bothering to plan things or see them through. So organise them. Listen to objections and restate them as positive requirements by saying ‘so what you’re saying is…’. The ditherer will worry about extra effort, so take the effort away from them.
Chapter 3: The Ducker
Duckers are anxious. They don’t want to take responsibility for making a decision. So test their objections by side stepping them – it will help you uncover any real hidden objections. Use their anxiety and sell them on the risks of not buying. Show Less
Consultant Selling
Chapter 1: Being a Consultant
When you’re selling a service rather than a product, it’s even more important to build confidence and trust with your client. Try to identify their uncertainties, and help remove them through information and...Show More
Chapter 1: Being a Consultant
When you’re selling a service rather than a product, it’s even more important to build confidence and trust with your client. Try to identify their uncertainties, and help remove them through information and advice.
Chapter 2: Being a Problem Solver
When things aren’t working out, take time and identify the client’s real problem. Then help solve it by providing the means and taking the right action. People always remember good advice, even if it doesn’t lead to an immediate sale.
Chapter 3: Being a Business Partner
When you’re developing a relationship with a client, identify the mutual benefits arising from the relationship. Look for opportunities to join the client in a long-term professional alliance. Show Less
Closing Sales
Chapter 1: Keep Trying
Know what you’re going to say when you close – prepare your closes. If your first close fails, use recovery lines to get back on track. Persist by chasing up opportunities, expanding offers and keep the door open to new...Show More
Chapter 1: Keep Trying
Know what you’re going to say when you close – prepare your closes. If your first close fails, use recovery lines to get back on track. Persist by chasing up opportunities, expanding offers and keep the door open to new business.
Chapter 2: Think Bigger
When closing, be a salesperson, not a collecting agent. Widen your horizons and look for the upsell opportunities. Think of all the positive reasons the client should say yes.
Chapter 3: Ask for the Order
Try for an early close. It could save your time or teach you more about the customer’s needs. Build an agreement staircase towards closing the deal. Then use silence – let the customer speak first. Show Less
Making Your Case
Chapter 1: Three Charms; But Four Alarms.
If you don’t have enough arguments to support your case you risk coming across as half-hearted. But too many arguments can actually undermine your success. Remember: three claims will charm, but four...Show More
Chapter 1: Three Charms; But Four Alarms.
If you don’t have enough arguments to support your case you risk coming across as half-hearted. But too many arguments can actually undermine your success. Remember: three claims will charm, but four can alarm!
Chapter 2: Admit Your Weakness
Demonstrate trustworthiness by acknowledging a small weakness in your proposal. People are more likely to say ‘Yes’ to those they see as trustworthy and credible. So admit your weakness at the start of your pitch, not at the end. And immediately counter it with your strongest argument.
Chapter 3: Get Introduced
The way you’re introduced often matters more than the idea you are introducing.Ensure that the people you wish to influence know about your qualifications and experience. But avoid coming across like a boaster by asking a colleague or another customer to introduce you.
Chapter 4: Always Ask..."Compared to What?"
People rely on comparisons to determine how attractive an option is. What people experience first has an important influence over their evaluation of the next thing they see. Be sure to tell people about the alternatives that are not quite right for them, before making your recommendation. Show Less
Using Similarity
Chapter 1: Highlight Similarities First
People prefer to be persuaded by people who are like them and who do like them. People are much more likely to say ‘yes’ to people that they share similar backgrounds, experiences and values with. Look...Show More
Chapter 1: Highlight Similarities First
People prefer to be persuaded by people who are like them and who do like them. People are much more likely to say ‘yes’ to people that they share similar backgrounds, experiences and values with. Look for genuine similarities that you share with someone before you attempt to influence them.
Chapter 2: Influence through Others
When people are unsure what to do they look to those around them to guide their decisions. Be sure to tell prospective customers and colleagues how other people like them have behaved. Have a range of testimonials and use the one that most closely matches the profile of your audience.
Chapter 3: Use the Same Language
Demonstrate greater understanding by using the same words that the person you want to influence uses. The technique is called ‘parrot-phrasing’ and it helps create feelings of similarity and understanding. Similarity and understanding increases liking and improves your subsequent influence attempts. Show Less
Negotiating Tactics
Chapter 1: The Home Team Advantage
Negotiating in familiar surroundings can boost your confidence.But negotiating in unfamiliar surroundings (like your opponent’s office) can reduce it. One way to improve your negotiation outcomes is to suggest...Show More
Chapter 1: The Home Team Advantage
Negotiating in familiar surroundings can boost your confidence.But negotiating in unfamiliar surroundings (like your opponent’s office) can reduce it. One way to improve your negotiation outcomes is to suggest meeting in a neutral location. Or better still, ask people to come to you.
Chapter 2: Turning 'No' into 'Yes'
People are more likely to say ‘Yes’ to a smaller request immediately after they have said ‘No’ to a larger one. Make sure your first request is realistic. And make sure your subsequent request is made immediately after the rejection of your first.
Chapter 3: Make the First Move
All else being equal, those who make the opening offer in a negotiation end up with a better outcome than those who wait. An offer that is given first anchors a negotiation partner to that figure. When making an offer use precise rather than rounded numbers. It makes it seem like you have a strong justification for your offer. Compile a list of reasons why your ideal outcome is justified – in case your opponent beats you to the opening offer. Show Less
Negotiating: Tying the Knot
Chapter 1: See-Saws and Trade-Offs
When you start your negotiation, pitch high. Don’t give anything away without gaining something in return – in other words, trade, don’t concede. When you’re hearing terms, don’t agree to separate...Show More
Chapter 1: See-Saws and Trade-Offs
When you start your negotiation, pitch high. Don’t give anything away without gaining something in return – in other words, trade, don’t concede. When you’re hearing terms, don’t agree to separate parts.
Chapter 2: When Things Go Wrong
As negotiations come to fruition, avoid threats and ultimatums. Instead, ask what if questions to find alternatives. You’re not looking to win, you’re looking for a fair deal for both sides.
Chapter 3: The Groundwork
When you’re negotiating, don’t assume, ask. If you have a bottom line conflict, then look for variables. Avoid emotional negotiations – stay neutral, stick to the facts. Finally, before you make a proposal – get the whole list. Show Less
Less Is More
Chapter 1: The Rule of the Rare
People want more of the things that seem less attainable. Focus on the features of your offer that are genuinely unique or rare. Limiting the number of options or availability signals scarcity and increases...Show More
Chapter 1: The Rule of the Rare
People want more of the things that seem less attainable. Focus on the features of your offer that are genuinely unique or rare. Limiting the number of options or availability signals scarcity and increases people’s motivation to take action.
Chapter 2: Reduce Choice. Increase Influence.
People can find the decision-making process too difficult and will often disengage if they are offered too many choices. Although it appears counter-intuitive, you can actually increase your influence by reducing rather than increasing the options you provide. When presenting to people who aren’t experts limit the choices you offer to three or four.
Chapter 3: Use Loss Not Gain to Persuade Others
People are generally more likely to take actions to avoid losses than they are to accrue gains. Most people find it far more painful to lose £50 than they find it pleasurable to find £50. Always communicate the benefits that your audience will potentially lose if they say no to your proposal – as much as what they stand to gain. Show Less
