1604 Basic courses in Birmingham delivered Live Online

Duration 3 Days 18 CPD hours This course is intended for This course is intended for the following technical professionals who need to use advanced features of fiber optics technology: System installers System integrators System administrators Network administrators Solutions designers Overview After taking this course, you should be able to: Perform the ONS 15454 MSTP node turn-up procedure Describe first generation mesh topologies Describe the Optical Channel Network Connection (OCHNC) prerequisite requirements for provisioning circuits in an ONS 15454 MSTP network Describe the ONS MSTP advanced protocols Describe the OCHNC circuit provisioning for Single Module (SM) Reconfigurable Optical Add-Drop Multiplexer (ROADM) rings Describe the Any-Rate Muxponder Crossponder (AR MXP/XP) cards Describe how the Pseudo Command Line can be used to configure muxponder cards Identify the advantages G.709 encapsulation brings to optical transponder cards Install and provision the Any Rate cards Describe the 100-Gbps and 200-Gbps cards Describe the NCS 2000 400-Gbps Xponder line card and how it is configured Describe the SM ROADM (SMR)-based configurations Describe the 10-Gbps transponder and muxponder cards List the 10GE_XP and GE_XP card options Describe ingress policing and basic egress queuing strategies, and implement the customer QoS scheme into the ONS 15454 crossponder network Identify the principles of Ethernet related to the operation of Cisco optical networking products Configure the 10GE_XP/XPE and GE_XP/XPE cards, install Layer 1 circuits, and read the performance counters for Layer 1 Gigabit Ethernet circuits Turn up an encrypted network and test to ensure that information being passed is secure Add a node to an existing DWDM ring Describe problems with interconnecting circuits between rings, the ONS 15454 MSTP 80-channel manual Multiring feature, and hardware components Describe the ONS 15454 MSTP Troubleshooting Guide The Cisco Optical Technology Advanced (OPT300) v2.0 course gives you the skills you need to deploy advanced features of the Cisco© Optical Networking Services (ONS) 15454 Multiservice Transport Platform (MSTP) and Cisco Network Convergence System (NCS) 2000 Series. In this course you?ll learn to how to use the Cisco Transport Planner Design Tool to create network topologies and advanced network topologies. You will learn how to use advanced Dense Wavelength Division Multiplexing (DWDM) features such as G.709 encapsulation, generic framing protocol G.7041, Layer 1 circuits, Quality of Service (QoS), crossponder networks using T1 over Ethernet, and encryption. Course Outline Cisco Transport Planner Design Tool First-Generation Mesh Topologies Ochnc In A Mesh Network Advanced Protocols Any Rate Muxponder And Crossponders 100-Gbps And 200-Gbps Transponders And Muxponders Cisco Ncs 2000 400-Gbps Xponder Line Card Cisco 10G Web Security Essentials (Wse) Network Encryption Card Adding A New Location With Cisco Transport Planner (Ctp) And Cisco Transport Controller (Ctc) Crossponders And Layer 1 Networks Crossponders And Layer 2 Networks Troubleshooting

Duration 5 Days 30 CPD hours This course is intended for This is an intermediate course for anyone with system administrative duties implementing and managing an AIX operating system in a multiuser POWER (System p) partitioned environment. Overview Install and the AIX operating system, filesets, and RedHat Package Manager (RPM) packages Perform system startup and shutdown Discuss and use system management tools such as System Management Interface Tool (SMIT) and IBM systems director console for AIX Manage physical and logical devices Discuss the purpose of the logical volume manager Perform logical volume, paging space and file system management Create and manage user administration Manage AIX user security including enhanced RBAC and implement customized access of file and directories Perform and restore system backups Utilize administrative subsystems, including cron to schedule system tasks Configure TCP/IP networking Define and run basic Workload Partitions (WPAR) Learn to install, customize, and administer the AIX operating system in a POWER (System p) partitioned environment. This course is based on AIX 7.1 running on a Power7 system managed by HMC version 7. Day 1 Introduction to IBM POWER systems, AIX and system administration AIX system management tools System startup and shutdown AIX installation Day 2 AIX software installation and maintenance System configuration and devices System storage overview Working with the Logical Volume Manager Day 3 File systems administration Paging space Backup and restore Day 4 Security and user administration: Part 1 Security and user administration: Part 2 Scheduling and time TCP/IP networking Day 5 TCP/IP networking (continued) Introduction to workload partitions Additional course details: Nexus Humans AN12 IBM Power Systems for AIX II - AIX Implementation and Administration training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the AN12 IBM Power Systems for AIX II - AIX Implementation and Administration course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for Program / Project ManagerSystem ArchitectSystem Administrator Overview Learn about the elements, strategies, and tools of the SAP authorization conceptCreate and assign authorizations using the Role Administration / Profile GeneratorLearn about the principle usage of the NetWeaver Identity Management and Central User Administration (CUA) In this course, students will learn about the elements, strategies, and tools of the SAP authorization concept, create and assign authorizations using the Role Administration/Profile Generator, & learn about the Central User Administration role. Authorizations Describing Authorization Authorization Concepts for Compliant Identity Management Designing Authorization for an AS ABAP-Based System Implementing Authorization for an AS ABAP-Based System Authorization Terminology Defining the Authorization Elements and Terms Checking Authorizations in ABAP Systems User Maintenance Maintaining User Data Basic Role Maintenance Defining a Role Defining Authorizations in a Role Defining Customizing Roles Creating Composite Roles Creating Reference and Derived Roles Maintaining Roles for SAP NetWeaver Business Client Advanced Role Maintenance Applying the Special Functions of Authorization Maintenance Defining Authorizations for a System User Authorization Environment Configuration Installing and Upgrading Role Maintenance Configuring Role Maintenance Defining System Settings Analyzing Missing Authorizations Transporting Authorizations Integration of Authorization Systems into an Organization's Landscape Creating Users with the Central User Administration (CUA) Migrating the CUA into SAP NetWeaver Identity Management (ID Management) Identifying Non-Standard Authorization Concepts in the SAP Business Suite Integrating Authorization Assignments with Organizational Management SAP Systems for Identity Management Identifying Different User Sources Describing SAP NetWeaver Identity Management (ID Management) Planning SAP Governance, Risk, and Compliance (SAP GRC) Describing Compliant Identity Management (CIM) Additional course details: Nexus Humans ADM940 SAP AS ABAP - Authorization Concept training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the ADM940 SAP AS ABAP - Authorization Concept course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This is an intermediate course for people who need to write and maintain Rexx programs in the z/OS system environment. Overview The objectives of this course are as follows:- Write programs using the Rexx language- Use various data parsing techniques- Use built-in Rexx functions- Create user-defined internal and external functions and subroutines- Issue host commands from within Rexx execs- Code programs that read and write data sets- Use instructions and commands that manipulate the data stack- Use Rexx debugging tools- Write error-handling routines This course is designed to teach you the basic skills required to write programs using the REXX language in z/OS. The course covers the TSO extensions to REXX and interaction with other environments such as the MVS console. Day 1 Unit 1 - Introduction Unit 2 - Getting started with REXX (start) Lab exercise 1 Unit 2 - Getting started with REXX (finish) Lab exercise 2 Unit 3 - Programming in REXX (start) Day 2 Lab exercise 3 Unit 3 - Programming in REXX (finish) Lab exercise 4 Unit 4 - Functions and subroutines (start) Lab exercise 5 Day 3 Unit 4 - Functions and subroutines (finish) Lab exercise 6 Unit 5 - Debugging and error handling Lab exercise 7 Unit 6 - Executing host commands Lab exercise 8 Day 4 Unit 7 - Compound variables and the data stack Lab exercise 9 Unit 8 - Reading and writing data sets in REXX Lab exercise 10 Unit 9 - The parse instruction Day 5 Lab exercise 11 Unit 10 - Using REXX: REXX compiler, REXX in batch, MVS console commands Lab exercise 12 Additional course details: Nexus Humans ES52 IBM z/OS REXX Programming Workshop training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the ES52 IBM z/OS REXX Programming Workshop course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This course is designed for network and software engineers and hold job roles such as: Network administrator Network engineer Network manager System engineer Project manager Network designer Overview After taking this course, you should be able to: Describe network architectures, devices, and software used by service providers Describe the various Internet governance organizations, their roles, and tools available for governance information verification Configure Cisco Internetwork Operating System (Cisco IOS) and Cisco IOS XE routers Describe Cisco IOS XR software, perform initial configuration, and explain platform daily tasks Describe various access and core technologies used by service providers Describe various major switching technologies used by service providers Describe major overlay technologies and their usage, and configure Virtual Extensible LAN I (VxLAN) Describe various major routing protocols used by service providers Configure Layer 3 services used by service providers Describe Multiprotocol Label Switching (MPLS), components, protocols, and MPLS usage Describe usage of various services used and maintained by service providers Introduce Linux networking, Bourne Again Shell (BASH) scripting, and their usage within Cisco IOS XR software This course is designed to provide you with the foundational knowledge for the suite of Cisco© CCNP© Service Provider courses. The course expands what you learned from the Cisco CCNA© course with a focus on theoretical and practical knowledge needed for the Service Provider environment. Through a combination of lessons and hands-on practice, you will learn about architectures, protocols, software and hardware platforms, and solutions within the Service Provider realm. While this course does not lead directly to a certification exam, it does cover foundational knowledge critical to the success in the Service Provider Technology track. Course Outline Introducing Service Provider Architectures Describing Internet Governance Organizations Configuring the Cisco IOS and Cisco IOS XE Router Configuring Cisco IOS XR Router Introducing Access and Core Technologies in the Service Provider Environment Introducing Routing Technologies in the Service Provider Environment Describing MPLS Implementing Layer 3 Services Introducing Switching Technologies in the Service Provider Environment Introducing Overlay Technologies Implementing Service Provider Services Introducing Programmability on Cisco IOS XR Routers Lab outline Review Lab Environment Examine Governance Data Perform an Initial Cisco Internetworking Operating System (IOS XE) Configuration Configure Connectivity and Connectivity Verification on Cisco IOS XE Devices Perform Initial Cisco IOS XR Configuration Configure and Verify Connectivity on Cisco IOS XR Configure Intermediate System to Intermediate System (IS-IS) Configure Routing Information Protocol (RIPv2) and RIP extension (RIPng) Configure Basic Border Gateway Protocol (BGP) Configure MPLS Configure Internet Protocol Service Level Agreement (IP SLA) Configure Hot Standby Router Protocol (HSRP) with Object Tracking Configure Virtual Routing and Forwarding (VRFs) Configure Network Time Protocol (NTP) Use Linux Command Line Interface Configure IOS XR Using a Bash Script

Duration 4 Days 24 CPD hours This course is intended for Systems Administrators and EngineersTechnical Solutions ArchitectsSystems IntegratorsChannel PartnersValue-Added Resellers Overview Understand the B-Series and C-Series product line similarities and differencesDescribe the C-Series standalone and UCS managed architectures Understand the process for upgrading B-Series and C-Series FirmwareAdministering service profiles, pools, and policiesUnderstanding RBAC with Active Directory integrationAdministering backup and restores in UCS ManagerLearn and discuss the various management tools for Cisco UCSPerform basic troubleshooting of B-Series and C-Series in normal operations Using real-world scenarios and examples, this course will explore all of the components of the UCS B-Series and C-Series solutions from a day to day administrative point of view. UCS Infrastructure Components Cisco UCS Servers and Components Exploring Cisco UCS User Interfaces Cisco UCS Management Framework and Features Administering Cisco C-Series Servers Describing Cisco UCS C-Series Servers Cisco UCS C-Series Integrated Management Controller Provisioning Monitoring and Logging on the Cisco UCS C-Series Server Provisioning Cisco UCS C-Series Server Integration in UCS Manager Updating Cisco UCS C-Series Firmware with the Host Upgrade Utility Troubleshooting C-Series Standalone and UCS Managed Environments Administering Cisco B-Series Servers RBAC, Organizations, and Active Directory Integration Configuring Compute Node LAN Connectivity Configuring Compute Node SAN Connectivity Creating Identity and Resource Pools Creating Service Profiles Creating Templates and Cloning Service Profiles Managing Service Profiles Operating System Installation Options Backing Up and Restoring UCSM Database Upgrading UCS B-Series Firmware Troubleshooting Cisco UCS B-Series Configuration Troubleshooting Cisco UCS B-Series Operation UCS Management Tools UCS Management Tool Overview Integrating UCS Manager with UCS Central Managing UCS Using the Cisco UCS PowerTool Additional course details: Nexus Humans Cisco Administering Cisco Data Center Unified Computing System (DCUCA) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Cisco Administering Cisco Data Center Unified Computing System (DCUCA) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for The primary audience for this course is as follows: System Engineers System Administrators Architects Channel Partners Overview Upon completing this course, the learner should be able to meet these overall objectives: Describe Cisco Webex Teams Comprehend Cisco Webex Meetings Understand Cisco Webex Messaging Recognize Cisco Webex Teams Calling Appreciate Cisco Webex Teams Care Explain Cisco Webex teams Management and Administration Describe Cisco Webex Teams Service Availability, Ordering, and Support Understand Cisco Webex Teams Board Cisco Webex Teams is an app-centric, cloud-based service that provides a complete collaboration suite for teams to create, meet, message, call, care, whiteboard, and share, regardless of whether they?re together or apart?in one continuous work stream before, during, and after meetings. Being able to understand how this works and what the features are is the key focus of this 2-day course. NterOne?s Webex Teams Collaboration Workshop should be taken by students who have a working understanding of Cisco Collaboration Products. This Cisco Webex Teams Workshop enables learners to describe Cisco Webex Teams, comprehend Cisco Webex Teams Meetings, and grasp Cisco Webex Teams Messaging, among much more. This workshop is intended to be taken by system engineers, system administrators, architects, and channel partners. Learn more below. Cisco Webex Teams Overview What is Cisco Webex Teams Webex Teams Delivery Webex Teams Security Webex Teams Collaboration Webex Teams API Meetings Messaging Calling Cisco Webex Teams Spaces Cisco Webex Teams Hybrid Services Cisco Webex Teams Benefits Cisco Webex Team Meetings Basic Meetings Instant Messages Schedule Meetings Cisco Webex Teams Advanced Meetings Overview Webex Integration Personal Room Cisco Webex Teams Desk and Room Devices and the Cisco Smart Board Cisco Webex Teams Conferencing Cisco Webex Teams Board and Room Device Setup and Use Three ways to enable pairing Cisco WebEx Teams Messaging Cisco Webex Teams Messaging Overview Key Benefits of Cisco Webex Teams Messaging Cisco Webex Teams Messaging Features Cisco Webex teams (feature in the app) Use Cases Cisco Webex Teams Board Advanced Interactive Whiteboard No Network, Bluetooth needed Microphones Voice-Tracking Technology Webex Teams Board Application Suite Camera Webex Teams APIs Any Board, anywhere Messaging Setup Cisco Webex Teams Calling Overview Traditional Calling Features in Cisco Webex Teams Features and Benefits of Cisco Webex Teams Calling Benefits of Mobility and Collaboration Features of Cisco Webex Teams PSTN Calling Phone Support Use Cases Cisco Webex Teams Care Overview Embedding Experience Cisco Webex Teams Management and Administration Overview Cisco Cloud Collaboration Management Features and Benefits Management Security Portal Cisco Webex Teams Service Availability, Ordering, and Support Country Availability Language Support Ordering Support Cisco Capital

Duration 5 Days 30 CPD hours This course is intended for The primary audience for this course are Application Consultants, Data Consultants/Managers, Developers, Program/Project Managers, and System Administrators. Overview This course is designed to give you the comprehensive skills needed to work with the Information Design Tool. The Information Design Tool enables designers to extract, define, and manipulate metadata from relational and OLAP sources to create and deploy SAP BusinessObjects universes.In this course you learn how to use data from different source systems (SAP and non-SAP) with the SAP BusinessObjects BI client tools. This five-day course is designed to give you the comprehensive skills and in-depth knowledge needed to create SAP BusinessObjects universes using the SAP BusinessObjects Information Design Tool. Basic SAP BusinessObjects Universe Design Describing Universes Defining the Components of a Universe Data Connections Defining connections Data Foundations Creating Data Foundations Using Joins Business Layers Accessing Data through the Business Layer Integrating the Business Layer Components Validating Objects Creating Measure Objects Creating Shortcut Joins Loops in a Data Foundation Resolving Loops with Joined Tables Resolving Loops Using Aliases Resolving Loops Using Contexts Detecting Contexts Editing Contexts Testing Contexts Resolving Recursive Loops Data Restrictions Defining Data Restrictions Applying Mandatory Data Restrictions Applying Optional Data Restrictions Lists of Values (LOV) Providing a List of Values Parameters Illustrating Runtime Parameters Object @functions Using Object @functions in Queries Applying the Aggregate Awareness Optimization Method Using Other @ Functions Navigation Paths Defining Drill Down Navigation Paths Derived Tables Creating Derived Tables Key Awareness Defining Numeric Keys Universe Management with Data Foundation and Business Layer Views Managing a Universe using the Data Foundation View Managing a Universe using the Business Layer View Universe Optimization Optimizing Universes Using Parameters Universe Deployment and Security Deploying a Universe Securing a Published Universe Creating Data Security Profiles Creating Business Security Profiles Assigning Security Profiles to Users Identifying the Priority of Security Settings Updating a Published Universe SQL Clause Processing Problems Determining How the Order of SQL Clauses Affects Data Returned Detecting Ambiguity Caused by SQL Requests Run Against Joined Tables Resolving Ambiguity Caused by SQL Requests Run Against Joined Tables Identifying Fan Traps Resolving Ambiguity Caused by SQL Requests Run Against Joined Tables Outer Join Problem Resolution Resolving an Ambiguous Outer Join Using @AggregateAware Universe Creation from Different Data Sources Identifying the Different Data Sources Creating an OLAP Universe Creating a Multi-source Universe Shared Projects Using Shared Projects Manipulating Other Designers' Resources Universe Conversion Converting Existing .unv Universes Translation Deploying Universes in Different Languages

Duration 2 Days 12 CPD hours This course is intended for The course is targeted at professionals who have never worked with Microsoft 365 before, or who have yet to move beyond its basic functions. The target audience typically includes individuals, professionals, and organizations who are looking to improve their productivity, collaboration, and communication using the suite of applications and services provided by Microsoft 365. This could include office workers, project managers, IT professionals, and small to large-scale businesses who want to maximize the benefits of cloud-based solutions for their daily operations.  Overview Upon successfully completing this course, students will have confidence in using the Microsoft 365 applications. Students will increase their work productivity and decrease time on completing tasks. In this course, students will learn how to use different tools of Microsoft 365 for better online collaboration, including OneDrive, SharePoint, Teams, Excel, Outlook, Word, and PowerPoint. First Steps in Office 365 The Difference Between Office 365 and Microsoft 365 Pros and cons of Microsoft 365 First Steps on mobile devices OneDrive Introduction - What is Microsoft OneDrive? How To Access Microsoft OneDrive? Upload Files Share Files Sync Files Recycle Bin Using OneDrive How To Access Onedrive On Phone? Teams - Simplify Collaboration within Companies Discover new ways to collaborate and communicate An introduction to your central place in Office 365 How to launch and install Teams The Interface of Microsoft Teams Use the Teams window to structure your organization Use Channels to structure the Teams window Use Tabs to access tools and information Communicate with others via Chat Keep track of activities Meetings, video conferencing and screen sharing Share files effectively Manage teams and permissions for organizational structuring Use Teams effectively on mobile devices Final remarks SharePoint Sites Introduction First Steps Document Library - First Steps Document Library - Set and Manage Alerts Document Library - Understanding Versioning Sync Libraries Share a Site Picture Library Lists Calendar Tasks Discussion Board Outlook First Steps in Mail Improved Search Function Work with Folders Settings Working with the Mail App Calendar People Tasks Excel Online Introduction Open and Edit an Excel Online Workbook Limitations of Excel Online Create a New Workbook with Excel Online Edit a Workbook Simultaneously with another Person Working with the Excel AppUse Excel effectively on mobile devices PowerPoint Online Introduction Open a PowerPoint Online Presentation Edit a Presentation Online Limitations of PowerPoint Online Create a Presentation with PowerPoint Online Working with the PowerPoint App Use Power Point effectively on mobile devices Word Online Introduction Open and Edit a Word Document Online Limitations of Word Online Create a New Document Edit a Document Simultaneously Working with the Word App

When staff are new to sales it can seem daunting, especially when they have targets to meet. If the staff you need to promote your products and services get it wrong then it can knock their confidence and negatively impact how your customers see you as an organisation. This programme provides staff with the basic skills they need to sell. This course will help participants: Profile customers Research and identify potential new customers Use the consultative sales process Build effective rapport with customers Identify customer needs through effective questioning and listening Position products and services effectively Close the sale or gain commitment to further action Manage their customer portfolio to maximise sales 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Knowing your customers Who are your customers, and what do they want from you? What are your strengths, compared to your competitors? Who are your new potential customers? How do you communicate with new customers? What do you need to know about your customers before you start to sell? Making the initial approach Planning your pipeline - keeping the customers coming 3 The four-step sales process Overview of the consultative sales process Key benefits of using the consultative sales process Focusing on behaviours not targets The behaviours of a good salesperson Common pitfalls and mistakes Personal strengths and weaknesses 4 Building rapport First impressions - Mehrabian theory of communication Short cuts to building rapport Looking out for clues as to how the customer is thinking Looping back to keep the conversation flowing Acknowledging past communication Dealing with emotions such as anger Setting the agenda to keep control Getting past gatekeepers 5 Questioning and listening How to ask open questions to uncover information Left brain questions When closed question can be useful What stops us listening? The four levels of listening How to develop your listening skills 6 Presenting products and services to customers When to present Using benefits not features Making it personal Using reciprocity The tendency towards the middle Using consistency 7 Gaining commitment Testing the water Dealing with objections using ACLEO Asking for the business Getting referrals Ending with a personalised close Following-up 8 Managing your customer pipeline Spotting opportunities for cross-sales Managing your portfolio Maximising sales proactively Review meetings Customer satisfaction measures and surveys Mystery shopping 9 Putting it all together Skills practice Personal learning summary and action plans