IIBA provides Licensed Associates
with a comprehensive range of online seminars:
1. Know Yourself and Grow
Using the Personality-abc™ Test to analyze their personality, participants gain a thorough understanding of the reasons they communicate a certain way. They learn to use this knowledge to grow in their professional and personal lives and in relationships with others.
- The behavioral science background
- How coping strategies relate to personality types
- Exploring personality combinations
- Self analysis via the Personality-abc™ Test
- Your personality combination and its importance
- Understanding your previous behaviour
- Acceptance, Respect and Tolerance for others
- Personal growth based on self-knowledge
2. Recognize Personalities Around You
Participants learn how to recognize the 3 dominant personality types and the signals of those they are communicating with, without prejudging them.
- A brief refresher of ‘Know Yourself and Grow’
- Perception of others and our prejudgments
- Recognizing the three dominant personality types
- Body language, posture, gestures, other signals
- Voice, speech, diction and intonation
- Writing styles
3. Team Optimization
Apply the knowledge gained in the first two seminars to understand one another's personalities, discover sources of conflict/harmony within the team, gain commitment to improve team performance. Put old issues to rest without personal attacks and animosity, build team cohesion, move forward with a realistic team plan.
- Set realistic goals the team wants to achieve
- 'What I always wanted to tell my colleague'
- Move forward with a fresh start
- Set team's game plan for the next six months
- Establish whether your team is optimal and whether roles need to change
- Learn how to work more effectively and enjoyably and build team cohesion
- Effectively resolve conflicts between team members without personal attacks or animosity
4. Negotiation and Conflict Resolution
Apply the learning from the first two seminars to specific workplace challenges, discover areas of potential or actual conflict and harmony with one another and with third parties, and how to resolve conflicts effectively.
- Team leader and team members – potential for conflict and harmony – practical and relevant examples
- Recognize your own biases and how they may have influenced your behavior in the past
- Gain a true understanding of your colleagues' behavioural motives and stress factors
- Role playing and other practical exercises
- Discover the best approach to your colleagues based upon a correct understanding and acceptance of their personality differences
5. Leadership Seminar
Apply knowledge gained in the first two seminars to understand leadership strengths and weaknesses and those of team members. Improve communications internally and externally, delegating to the right team members, effectively manage organizational change and establish long term working relationships and structures.
- Know who your team members are and what motivates and stresses them
- Delegation and leadership techniques based on the above knowledge
- Improve all forms of communication with your team by understanding each member's personality
- How to employ your leadership strengths and deal with your leadership weaknesses and those of your team members
- Establish long term trusting relationships and build team cohesion
- Manage change within the team and optimize team performance
6. Sales Seminar
Apply knowledge gained in the first two seminars to determine customers real underlying motives to buy. Learn to adapt to a customer's personality, recognize buying signals, overcome objections, close more deals, improve post-sale customer care and develop long term customer relationships.
- Know your product's motivating qualities
- Employ needs based selling techniques
- Adapt to your customer's personality the right way
- Open vs. closed questions
- Additional open question techniques
- Is there an ‘Ideal Sales Story’?
- Sales techniques and body language
- Buying Signals and how to recognize them in relation to different personalities
- Overcoming objections
- Closing the deal and sealing the relationship
- Post-sale customer care
- Dealing with buyer's remorse
- Customer relations for the long term to garner trust, repeat business and referrals
7. The Effective Communication Seminar
Learn how to apply the knowledge gained from Personality-abc™ tests to overcome communication barriers in and outside of the workplace by utilizing various communication styles and techniques, the ideal composite seminar for smaller companies.
- The best approach for each personality type
- Effective use of mirror techniques
- Overcoming communication barriers
- Goal focused communication
- Dramatically improve listening skills
- Explore other conversational techniques
All seminars are adaptable to individual needs
