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GENUINE. ENERGETIC. CONVERTING POTENTIAL, EVERY DAY.
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Leadership DevelopmentManaging People 20
Leading Change 21
Maintaining Motivation 22
Courageous Conversations 24
Turn Your Shop into a Business 25
Team Building & ProfilingDISC Behavioural Styles 26
Myers Briggs Type Indicator 28
Herrmann Brain Dominance 29
The Auridian ExperienceAbout Us 6
The Auridian Experience 7
Sales & Service
Convert Your Sales Potential 8
Sales in the Information Age 9
Professional DevelopmentProductive Habitudes 11
Time and Self Management 12
Dealing with Conflict & Complaints 13
Presenting with Panache 14
Negotiation Skills 17
Design Your Destiny 19
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At Auridian, we believe that training is the transfer of energy and enthusiasm. Sure, you go to training courses to learn new skills and techniques in order to do your job better, but at Auridian we also strive to ensure participants of all levels go back to work full of energy, with renewed passion for the products and services they provide, and excited about developing themselves and the businesses they work in.
Our mission is to ensure that everyone we touch is converting their potential and making the most of every opportunity, and we are delighted to provide you with the following courses that will enable you and your people to do just that.
"I have used Auridian for a number of crucial training needs in the NSW business. They always find a novel approach to the outcome desired. They always have a solution whatever you throw at them. And they are fun to work with. Highly recommended.”
JOHN VEITCH, NSW EGM – FLIGHT CENTRE LIMITED
“I have been utilising Auridian for the last 5 years as our preferred training company. Not only do they deliver great subjects and training but they also work with you to formulate your needs. I have thrown many difficult challenges at Auridian to work with my team and strategise, and every time the outcome has been beyond my expectations."
PENNY SPENCER, MANAGING DIRECTOR – SPENCER TRAVEL
“Auridian is a company I have used a number of times, both for strategy and execution of development of different teams and companies I have been involved in. Meg and her team have listened carefully to the needs of the organisation and then developed and delivered a world-class professional program that is accountable for results. I recommend Meg and her team to any leader driving change.”
KEITH STANLEY, INDEPENDENT CONSULTANT
“I have had the pleasure of using Auridian for classroom, conference and workshop sessions and each one has not only met but exceeded my needs and expectations. Their ability to adapt and develop programs to meet individual needs makes them a worthy partner in education and inspiration.”
GAVIN MILLER, NATION LEADER – FLIGHT CENTRE LIMITED
“They found the trainer inspiring and engaging, and they found the course content incredibly helpful. Quite frankly, this course has been a huge success for us and we will be seeing the benefits on an ongoing basis. Thanks to Auridian – once again an outstanding outcome for us and money well spent!”
NIKKI TULLY, BRAND LEADER – ESCAPE TRAVEL
“Excellent presenter who combined both humour with a high level of professionalism. Kept the audience captivated for the full length of the four-hour activity. Succeeded in making the audience not only participate in self-analysis, but scrutinise it, for their day-to-day dealings with people.”
NSW RURAL FIRE SERVICE
The Auridian Experience
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DURATION Full day workshop
OVERVIEW
In society today, we are surrounded by information and we are constantly being sold to. With the advent of the internet and the constant bombardment of advertising, marketing calls and spam emails, customers’ attitudes towards buying and salespeople have changed drastically. As search engines become more sophisticated and online buying becomes mainstream, the role of the traditional salesperson needs to be redefined.
In order to maintain a sustainable business, now more than ever we need to be clever about how and what we sell and make the most of every opportunity that comes our way. We need to take our understanding of the psychology of sales to the next level and learn to appreciate the often irrational thought patterns that lead people to purchase. This workshop will enable all sales and service staff to deal more effectively with their clients, be less cynical about the changes in the market, and empower them with new skills that will enable them to meet the needs of the modern day buyer.
OUTCOMES
¡ Articulate the importance of creating and maintaining relationships. ¡ Add value to clients buying experience by moving from being an ‘information service’ to valuable asset and decision making coach. ¡ Increase margin by being able to explain products and illustrate value in a competitive manner.
TOPICS
¡ The changing market: new game, new rules ¡ Information overload: our new role as decision making coach ¡ A new Sales Process that respects customers needs ¡ Understanding the decision making process ¡ The ‘Value Equation’: costs versus benefits ¡ Illuminating value and directing comparisons ¡ Escaping the price driven sale ¡ Controlling the close (so that it isn’t a close)
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DURATION Full day workshop
OVERVIEW
This inspirational course is founded on the belief that sales consultants have the potential to generate far greater sales than they are currently achieving based on existing levels of enquiry.
By showing consultants how much work they are doing for free, focusing on their ‘unconversion rate’ and empowering them to pay themselves what they are worth, this workshop is guaranteed to motivate every sales person to achieve more.
OUTCOMES
¡ Dramatic and instant improvement in sales figures. ¡ The belief that it is possible to convert more sales. ¡ Ownership of their own performance and their role in the goals of the business.
TOPICS
¡ Making KPIs work in a business ¡ The dollar value of 100% conversion ¡ The concept of ‘working for free’ ¡ The secret ingredients to 100% conversion ¡ Pay yourself what you are worth
Convert Your Sales Potential Stop working for free
Sales in the Information Age Get control back
Sales & Service
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Sales & Service
AREA LEADER, FLIGHT CENTRE LIMITED
"YOU CERTAINLY TURNED OUR USUAL WAY OF THINKING
Productive Habitudes
DURATION Half day workshop
OVERVIEW
In today’s fast moving and demanding business environment, many people are faced with more responsibilities and less time to achieve them. With the only constant being change and interruptions fast becoming a way of life, it can be difficult to feel in control let alone be proactive.
Productive habits and attitudes are critical to the success of an individual, the sustainability of a business and the achievement of balance. This workshop will assist participants in gaining greater control, teach them skills to create effective routines and habits, encourage them to develop stronger self-discipline, and ultimately enable them to manage their time more productively.
OUTCOMES
¡ Learn powerful, practical strategies for improving organisation, efficiency and creativity in work and life. ¡ Cut through the clutter in your mind, on your desk and via technology in order to get a lot more done with less effort. ¡ Gain perspective on how to achieve more whilst maintaining work-life balance.
TOPICS
¡ The cycle of success ¡ The modern day dilemma: ‘Balance’ versus ‘Achievement’ ¡ Habitudes: the importance of blended habits and attitudes ¡ Your Return on Energy (ROE) ¡ Get Focused ¡ Get Organised ¡ Get Disciplined ¡ A formula for achievement ¡ Implementing changes
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Sales & ServiceProfessional Development
DURATION Half day or full day workshop
OVERVIEW
High achievers in all walks of life exhibit excellent organisational and prioritising abilities. They seem ‘in control’, do not succumb to procrastination, avoid distractions, and focus their energy on tasks and projects that they know will move them towards the achievement of goals. It is obvious that the flow-on effects of such virtuous behaviours will be more resilience, less stress, better balance, higher productivity and a more fulfilling life; so why don’t we all do these things?
When it comes to managing our time effectively, most of us know what to do in theory, but struggle to actually change our behaviours and habits. This course helps to close the gap between ‘knowing’ and ‘implementing’ and creates clarity around how to make the necessary permanent adjustments in both work and life.
Often described as “life changing”, this workshop provides practical tools and techniques that permit participants to become more productive and achieve immediate improvements in results.
OUTCOMES
¡ Recognise the effect of poor organization on performance. ¡ Analyse current time utilisation in order to identify time wasters. ¡ Apply prioritisation techniques. ¡ Create and implement a personalised time management system.
TOPICS
¡ Taking responsibility and control ¡ Creating balance ¡ Making the most of your energy cycles ¡ The importance of systems and routines ¡ Your time thieves ¡ Deciding and using priorities ¡ Procrastination bootcamp ¡ A commitment to change
Time and Self Management Create great habits
Dealing with Conflict and Complaints
DURATION Half day workshop
OVERVIEW
At some point or another, we are bound to experience conflict at work. Whether it be with a colleague, a leader, a client or supplier, it is always unpleasant and something most people try to avoid.
This workshop enables participants to realise that the conflict itself is not the problem; the issues result from the way people handle conflict. By learning skills to deal with difficult situations and behaviours in a direct but non-confrontational way, participants will leave this session with more confidence, will be more assertive in their approach, and will be able to deal with any conflict situation constructively.
OUTCOMES
¡ Ability to deal with conflict situations with maturity and sensitivity. ¡ Increased confidence and control when faced with conflict. ¡ Developed skills to turn conflict and complaints into relationship building opportunities.
TOPICS
¡ Common scenarios for conflict ¡ Understanding why conflict arises ¡ Eliminating the cause of conflict ¡ Styles for managing difficult situations and behaviours ¡ The 5 steps to dealing with complaints ¡ Turning complaints into opportunities ¡ The right intention: bringing out the best in people
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Presenting with Panache
DURATION Full day or two day workshop
OVERVIEW
The ability to present in an engaging manner is a vital business skill: whether you are presenting to a small or large group, it is usually the make or break component of effectively training, gaining buy-in when implementing a vision or business plan, closing a sale, or receiving approval for a new idea or venture.
During this practical workshop, competence levels will be significantly improved by learning the elements of a successful presentation, techniques to engage an audience, and the confidence to overcome the usual nerves associated with presenting to others. Participants will leave this course with the ability to plan and prepare exceptional presentations, and deliver them with the energy and enthusiasm required to ensure their message is not only heard, but remembered.
OUTCOMES
¡ Apply engaging presentation techniques. ¡ Ensure any content can be presented with energy and enthusiasm. ¡ Ability to deliver your message in a way that will be understood and remembered. ¡ Learn techniques for understanding, condensing and memorising content and avoid reliance on notes.
TOPICS
Preparing to Present ¡ Preparation checklist ¡ Environmental basics: making the most of the room ¡ Tips and tricks of the trade: whiteboards, flipcharts, powerpoints and handouts
Welcome and Building Rapport ¡ Dealing with nerves ¡ Getting your intention right ¡ 4MAT ¡ The MUD model ¡ Introducing yourself and your topic ¡ Gaining audience trust and establishing relevance ¡ Engaging an audience of any size
Your Voice and Body ¡ Motivational and inspirational delivery ¡ Voice fundamentals: rhythm, volume, projection and pitch ¡ The physiology of confidence ¡ Generating energy ¡ The power of gestures
Making Information Interesting ¡ Organising your flow: mind mapping and CPD’s ¡ Storytelling and using humour ¡ The art of debriefing, summarizing and linking
Encouraging Engagement ¡ Running effective activities and games ¡ Skills practice and role plays that work
SKILLS PRACTICE
This workshop will include an impromptu presentation plus one other planned presentations in order to practice new skills in a safe environment amongst peers, gain experience in delivering content, and obtain honest feedback on style and energy.
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Negotiation Skills
DURATION Full day or two day workshop
OVERVIEW
We negotiate all the time: at work and at home, with customers, colleagues, partners and friends. It is a central process in conflict resolution, problem solving, persuasion and communication.
An understanding of fundamental negotiation skills will make this essential ability more advantageous and less stressful for all parties, and taking the time to develop your personal skillset will ensure you get what you want more often.
OUTCOMES
¡ Learn skills to negotiation with a ‘win-win’ intention ¡ Develop confidence to deal with power and status ¡ Leave with systems and checklists to plan and prepare effectively
TOPICS
¡ Negotiation styles ¡ Win-win intention ¡ Planning and preparing for negotiations ¡ The importance of questioning and listening well ¡ Proposing and bargaining ¡ The power game: understanding power and status in negotiation ¡ How to read what someone is thinking ¡ Negotiation skills practice and case studies
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HEAD OF DIGITAL ACCOUNTS, LOVES DATA
“The preparation and research is immediately obvious to the audience, allowing them to get
and this is evident in the growth I have experienced."SALES CONSULTANT, FLIGHT CENTRE
“The course instills a sense of belief that
POSSIBILITIES ARE
Design Your Destiny
DURATION Half day or full day workshop
OVERVIEW
The message is simple: what you think and how you feel influences what happens to you. Yet, somehow we continue to rely on external circumstances for our enjoyment and happiness. We often refuse to look within, and continue to defend our right to be miserable by blaming our partners, employees, politicians, parents, the economy and everything else that makes us feel angry, frustrated, guilty and sad.
This course will challenge you to look within and change your outdated beliefs, resolve your inner conflict, and encourage you to become the person you want to be. By learning effective goal setting techniques, participants leave this workshop with the ability to take responsibility for their present, seize control and of their future, and truly set out on the path to achieving what they have always hoped to.
OUTCOMES
¡ Ownership over and understanding of beliefs and their role in your life. ¡ Belief systems that create the life you want to lead. ¡ Effective short and long term goal setting techniques.
TOPICS
¡ The effects of beliefs and attitudes in your life ¡ The functions of our conscious and subconscious brain ¡ Creating maps and filters in your world ¡ Goal setting and goal mapping ¡ Removing the ceiling on what you can achieve
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Managing People
DURATION Two day workshop
OVERVIEW
Managing people is not easy, and there is no doubt that people-related issues take up too much of a manager’s time and energy. With the ultimate responsibility for guiding and managing the performance of employees, both as individuals and as a team, leaders need to ensure they have a strong understanding of relevant principles of management, and know when and how to apply them appropriately in their business.
There is no ‘one size fits all’ approach and successful people management is not about ticking boxes and following systems and procedures. This course is a practical resource to help leaders with the full range of performance management activities, and achieve measurable improvements by ensuring that all staff are making an effective contribution to the business.
OUTCOMES
¡ Gain clarity around the role of an effective leader and role model. ¡ Understand the importance of personal integrity. ¡ Create a list of behavioural expectations and consequences. ¡ Learn how to create a high performance culture in line with company values. ¡ Develop skills and templates to allow implementation of effective team communication systems.
TOPICS
¡ Building a high performance team ¡ Understanding the reasons for underperformance ¡ When to coach, when to train, when to motivate and when to discipline ¡ Encouraging accountability and responsibility ¡ Creating clear expectations and consequences ¡ The importance of team vision ¡ Creating culture: determining team values ¡ Team communication systems ¡ Effective team meetings ¡ Valuable performance appraisals ¡ 90 day business improvement plan
Leading Change
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DURATION Half day or full day workshop
OVERVIEW
Most major change initiatives, whether intended to boost productivity, improve customer service levels, or increase business sustainability, are poorly received by those expected to live and breathe the new system or policy, and often fail miserably. Organisations often try to accelerate the process by cutting corners or having unreasonable expectations and timeframes, and most leaders don’t truly understand the effect of change on both performance and culture.
John P Kotter maintains that too many leaders don’t realise that change is a process rather than an event, and as a result do not allocate the required resources in the planning stages of a rollout to ensure its success. This workshop enables leaders to understand the psychological effects of change on their people, and appreciate each stage of the change process in order to create a system for the future to boost their chances of a success.
OUTCOMES
¡ Recognize the inevitability and ultimate benefits of change. ¡ Gain an understanding of the psychology of change and why humans find it difficult. ¡ Ensure all leaders have a good understanding of Kotters 8 Steps of Change and how to apply it in their area or team. ¡ Create a system for future rollouts and ensure everyone understands and takes accountability for their role in the plan.
TOPICS
¡ The psychology of change: seven irrational truths ¡ The five stages of change ¡ The effects of change on performance ¡ Leading Change: Kotters 8 Steps ¡ Putting the Theory into Practice: Change Process Audit ¡ A system for the future
Maintaining Motivation
DURATION Half day workshop
OVERVIEW
Why do your team members come to work? If it’s just about pay, then chances are they won’t hang around for long. Motivation is not just about rewards; you have to know how to inspire people to motivate themselves, because motivation from within is more powerful than any external incentive.
Imagine a team which buzzes with excitement and positivity, where people come to work because they want to excel. You can create this team by igniting – and maintaining – motivation.
OUTCOMES
¡ Improve staff retention by creating a work environment in which people want to stay and are encouraged to excel ¡ Encourage team members to always express an optimistic outlook ¡ Provide tools with which you can foster a positive and meaningful atmosphere within your team
TOPICS
¡ Creating a positive and meaningful workplace ¡ The seven dimensions of a positive workplace ¡ Types of motivation: Intrinsic vs. Extrinsic ¡ Four main motivational orientations ¡ Directing motivation towards an achievable goal ¡ Ignite intrinsic motivation ¡ Identifying individual motivators
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Leadership Development
and we walked away with practical and simple tools to use day to day.”
AREA LEADER, 99 BIKES
THE SESSION WAS HIGH ENERGY
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Turn Your ‘Shop’ Into a ‘Business’
DURATION Half day or full day workshop
OVERVIEW
Are your current business results due to the fact you are running a well-oiled machine, where every person understands exactly what is expected of them and takes responsibility for their own performance? Or do you feel like you are doing all the right things, but still feel that you have little control over your business results and are surviving in fickle market?
This practical workshop will teach you the strategies and approaches you need to implement in order to create a high performance culture and a motivated team of people who are accountable for their own contribution to the bottom line.
Leaders will leave this session with a renewed energy and passion to run a profitable business. They will know exactly what needs to be done in order to capitalise on the existing talent in their team, and will learn techniques to ensure that their team members are truly on board and accountable for their own performance.
And most importantly, they will be committed to making it happen.
OUTCOMES
¡ A ‘profit’ focus and ownership over team’s performance. ¡ Clear list of expectations and consequences. ¡ Increased skill and confidence to deal with underperformance effectively.
TOPICS
¡ Is your store a ‘shop’, ‘consultancy’ or ‘business’ ¡ Why underperformance occurs ¡ ‘Excuses’ versus ‘Belief’ ¡ When to coach, when to train, when to discipline and when to motivate ¡ Creating accountability ¡ Setting and communicating expectations ¡ Creating consequences
Courageous Conversations
DURATION Half day or full day workshop
OVERVIEW
It is one thing to have communication systems in place within a business, but another altogether to ensure that these one on one and team conversations are honest, effective and addressing the right topics and concerns. As leaders when we fail to engage and say what we honestly think and feel, our business performance will inevitably suffer.
Courageous Conversations has proven to be one of the most practical, thought provoking and relevant programs we offer. All participants will leave with the confidence and framework required to participate in important discussions with authenticity, maturity and grace.
This workshop will change the way leaders look at communicating with their team, and teach them strategies to have the necessary conversations to bring about positive and productive working relationships. It will enable them to be more honest and balanced, and as a result, gain the respect of their team and achieve sustainable results.
OUTCOMES
¡ Analyse and understand why some conversations are confronting. ¡ Identify people and topics that need to be addressed in order to achieve business goals. ¡ Understand the framework for effective conversations, and avoid common errors and pitfalls. ¡ Prepare one issue for discussion, practice it in a safe environment and commit to having it on return to the business.
TOPICS
¡ What’s confronting about conversations ¡ Understanding and respecting emotions ¡ Personal integrity scan and team integrity check ¡ Preparing an issue for discussion ¡ Common mistakes made during important conversations ¡ Effective questions for exploring issues ¡ The confrontation model: Preparing the conversation ¡ A contract with yourself
Leadership Development
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DISC Behavioural Styles
OVERVIEW
The DISC model allows participants to develop a better understanding of their own needs and behaviours, and how these affect others. It enables people to build deep understanding of the people they interact with, their basic needs and why they behave the way they do.
Using this model effectively in a team or organization promotes an honest and open working environment in which people work well together towards achieving the best outcome, rather than getting stuck bickering about differences of opinions or different ways of approaching a task. DISC enables colleagues to build trusting relationships, and allows individuals within a team to communicate efficiently and effectively. DISC gives participants the skills to adapt their thinking and behaviour in order to be more flexible in a team environment.
If you want your staff to work well together, have self awareness, be conscious of the effects of their behaviour on others, and be able to adapt their tendencies to be more effective in a team environment, DISC is for you.
OUTCOMES
¡ Develop an understanding of natural behavioural tendencies, and an awareness of how behaviour affects others. ¡ Learn to respect, appreciate, understand and value individual differences. ¡ Improve ability to build trust with clients and colleagues.
EXCELLENT FOR
¡ Teams who need to work better together. ¡ People who want to develop more effective communication strategies. ¡ Organisations who wish to create an improved customer experience.
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Team Building & Profiling
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"Auridian always think outside the square,
NATION LEADER, FLIGHT CENTRE LIMITED
THEY ARE FLEXIBLEAND SO MUCH FUN.
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Team
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Myers Briggs Type Indicator
Herrmann Brain Dominance
OVERVIEW
This workshop will change the way you look at yourself and others by giving you an unparalleled understanding of why people are different. Based on Jungian theory, this personality profiling workshop will help you understand and appreciate your preference for taking in information, making decisions and orienting your life.
The information in this workshop will deepen self-awareness, reduce interpersonal conflict, and allow participants to build stronger relationships with friends, partners, customers and colleagues based on appreciation and respect.
OUTCOMES
¡ Understand the role of ‘personality’ and how it shapes your life. ¡ Understand the source of your energy and how to increase it. ¡ Understand your own decision making process. ¡ Develop a genuine appreciation for differences in others.
EXCELLENT FOR
¡ Team bonding. ¡ Personal development and self awareness. ¡ Creating greater acceptance and more considerate attitudes towards others.
OVERVIEW
HBDI is the world’s leading thinking styles assessment tool, which evaluates and describes the degree of preference individuals have for thinking in each of the four brain quadrants.
The theory behind Whole Brain Thinking and the HBDI instrument teaches participants how to communicate effectively with those who think the same as you and those who think differently than you. Once an individual understands his or her thinking style preferences, the door is open to improved teamwork, leadership, customer relationships, creativity, problem solving and many other aspects of personal and interpersonal development.
OUTCOMES
¡ Understand the benefits of Whole Brain Thinking. ¡ Understand how thinking preferences affect behaviours in planning, work and communication. ¡ Learn strategies to help you think more freely and openly.
EXCELLENT FOR
¡ Building strong teams. ¡ Eliminating barriers that extinguish creativity. ¡ Navigating thinking obstacles that affect efficiency.
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AURIDIAN TRAINING & CONSULTING.YOUR POTENTIAL.1300 206 637
[email protected] www.auridian.com.au
