<div id="course-pills-1">Duration<p>2 Days</p><p>12 CPD hours</p>This course is intended for<p>Application Consultants, Business Analysts, and Process Owners</p>Overview<p>Learn to navigate the catalog, create and approve requisitions, and receive against POs.</p><p>This course covers all of the functions of SAP Ariba Buying related to the creation of requisitions, the issuing of purchase orders, and receiving against purchase orders.</p></div><div id="course-pills-2"><h4>Course Outline</h4><ul><li>Introduction</li><li>The Dashboard</li><li>Catalogs</li><li>Requisitions</li><li>Accounting</li><li>Approval</li><li>Managing POs</li><li>Receiving</li><li>SAP Ariba Mobile</li><li>Searching and Reporting</li><li>Collaboration</li><li>Demand Aggregation</li></ul></div>

Duration
2 Days
12 CPD hours
This course is intended for
Application Consultants, Business Analysts, and Process Owners
Overview
Learn to navigate the catalog, create and approve requisitions, and receive against POs.
This course covers all of the functions of SAP Ariba Buying related to the creation of requisitions, the issuing of purchase orders, and receiving against purchase orders.
Course Outline
Introduction
The Dashboard
Catalogs
Requisitions
Accounting
Approval
Managing POs
Receiving
SAP Ariba Mobile
Searching and Reporting
Collaboration
Demand Aggregation

Nexus Human

Procurement & Supply

SAP Human Capital Management

SAP Materials Management

SAP Project

SAP Sales & Distribution

AR510 SAP Ariba Procurement - Buying

<h4>Overview</h4>
						<hr />
						<div></div>
							<p>
							</p><p>NLP Sales Training will help shape your confidence and charisma as your communication skills grow. You will gain the tools to understand your client's needs at a deeper level so you can communicate more clearly and directly, thus increasing your personal influence and encouragement during their buying experience. This training will help you feel confident, connect more with your prospective/ existing customers and increase your ability to influence and get your message across. </p>
<p>
							
							</p><div>
						
					</div>

Overview



 
NLP Sales Training will help shape your confidence and charisma as your communication skills grow. You will gain the tools to understand your client's needs at a deeper level so you can communicate more clearly and directly, thus increasing your personal influence and encouragement during their buying experience. This training will help you feel confident, connect more with your prospective/ existing customers and increase your ability to influence and get your message across. 
 

GBA Corporate

NLP Sales Techniques

Online

On Site

Greenhithe

<p fr-original-style="" style="font-size: 16px; color: var(--text); box-sizing: border-box;"><span fr-original-style="color: rgb(38, 38, 38);" id="isPasted" style="color: rgb(38, 38, 38); box-sizing: border-box;">I often buy clothes and accessories spontaneously. This results in a wardrobe full of pieces that don&rsquo;t pair with anything. &ldquo;I have nothing to wear&hellip;.&rdquo; I hear you say. A handful of treasures just hanging in there before progressing into a charity giveaway bag.</span><br style="color: rgb(38, 38, 38); box-sizing: border-box;" fr-original-style="color: rgb(38, 38, 38);"><br style="color: rgb(38, 38, 38); box-sizing: border-box;" fr-original-style="color: rgb(38, 38, 38);"><span fr-original-style="color: rgb(38, 38, 38);" style="color: rgb(38, 38, 38); box-sizing: border-box;">Not if you know your true colours that will elevate your look and mood as well as save money and the environment. Based on this colour analysis we can create a capsule wardrobe using your existing pieces and follow your colour chart to purchase matching items in future. Whatever fashion dictates, buying less and more consciously will reduce waste, save money and creates a wonderful wardrobe you can be proud of!</span><br style="color: rgb(38, 38, 38); box-sizing: border-box;" fr-original-style="color: rgb(38, 38, 38);"><br style="color: rgb(38, 38, 38); box-sizing: border-box;" fr-original-style="color: rgb(38, 38, 38);"><span fr-original-style="color: rgb(38, 38, 38);" style="color: rgb(38, 38, 38); box-sizing: border-box;">The analysis is based on inherited tones as well as personality. Based on 4 seasons: spring and autumn being warm and summer and winter cool in the colour spectrum.</span>
</p>

I often buy clothes and accessories spontaneously. This results in a wardrobe full of pieces that don’t pair with anything. “I have nothing to wear….” I hear you say. A handful of treasures just hanging in there before progressing into a charity giveaway bag.

Not if you know your true colours that will elevate your look and mood as well as save money and the environment. Based on this colour analysis we can create a capsule wardrobe using your existing pieces and follow your colour chart to purchase matching items in future. Whatever fashion dictates, buying less and more consciously will reduce waste, save money and creates a wonderful wardrobe you can be proud of!

The analysis is based on inherited tones as well as personality. Based on 4 seasons: spring and autumn being warm and summer and winter cool in the colour spectrum.


Ark Jewellery by Kristina Smith 

Fashion Styling

I often buy clothes and accessories spontaneously. This results in a wardrobe full of pieces that don’t pair with anything. “I have nothing to wear….” I hear you say. A handful of treasures just hanging in there before progressing into a charity giveaway bag.

Not if you know your true colours that will elevate your look and mood as well as save money and the environment. Based on this colour analysis we can create a capsule wardrobe using your existing pieces and follow your colour chart to purchase matching items in future. Whatever fashion dictates, buying less and more consciously will reduce waste, save money and creates a wonderful wardrobe you can be proud of!

The analysis is based on inherited tones as well as personality. Based on 4 seasons: spring and autumn being warm and summer and winter cool in the colour spectrum.

Colour Analysis and Personal Styling 

2 hours online on in person (depending on location)

Colour Analysis

Wardrobe Clear out 

Personal Shopping - half day or / hour 

Harpenden

<p>Customers are astute and well-practised in researching and seeking information, solutions and added value in the minimum number of clicks online. There's only so much time they're willing to spend carrying on clicking. This mentality isn't just restricted to the world of B2C. In our increasingly hectic world, where information is expected to be available instantly, it applies just as much to B2B.</p><p>In this workshop, we look at how putting yourself in the shoes of your customer and mapping their decision-making and buying journey is critical to ensuring that you provide what they perceive as fast solutions and added value.</p><p>You will learn all about the three pillars for creating competitive brand experiences:</p><p>Customer engagement planning puts you firmly in the shoes of your customer, helping you to build meaningful marketing communications delivered through the right resources at the right time to inspire your customers to engage with you.</p>This programme will help participants to:<p> </p><ul><li>Understand the evolution of the customer buying journey</li><li>Map a customer buying journey for your brand or solutions</li><li>Understand the customer micro-moments and signals indicating interest and buying intent, both online and offline</li><li>Apply the psychology of branding to build marketing communications with impact</li><li>Develop sales and marketing content that differentiates your brand(s) from the competition by demonstrating unique value and how you can meet your customer's needs</li></ul><section>
                    <h3>1 The evolution of the customer journey</h3><ul><li>Understand how the use of mobile has had an impact on the customer buying journey where today's customers can research and compare products and solutions whenever and wherever they like, making the purchase journey even less linear</li><li>Explore how marketers are adapting to this new customer behaviour and drawing upon various strategies to win the hearts and minds of their audiences</li></ul> <h3>2 The See-Think-Do-Care framework</h3><ul><li>Explore the many different frameworks used to track the customer journey</li><li>Understand and apply the modern marketing model, where the internet has enabled the customer to hop between multiple touchpoints before making a purchase decision</li></ul> <h3>3 Customer micro-moments and signals in their buying journey</h3><ul><li>Understand the online and offline moments when customers seek information to research and make buying decisions</li><li>Apply this understanding to build a marketing communication plan to reach customers at all stages of their buying journey</li></ul> <h3>4 The role of branding in the customer journey</h3><ul><li>Explore the psychology of branding</li><li>Learn how to ensure your branding is relevant to your target customer needs</li><li>Bring together your brand value and story to achieve brand loyalty</li></ul> <h3>5 The Why-How-What framework</h3><ul><li>Apply a systematic approach to build a successful and compelling brand</li><li>Understand how starting with 'why' will help build your brand purpose</li><li>Apply the content marketing matrix to communicate your brand's value</li><li>Apply the hero-help-hub model to build engaging content marketing</li></ul> <h3>Actionable outcomes</h3>We will use your brand examples to provide opportunities for practice:<ul><li>You will learn and reflect on best practice examples of customer engagement</li><li>You will discover your brand value, purpose and the 'sweet spot' to drive engagement with your customers</li><li>You will create a customer engagement plan that can be implemented immediately within your business</li><li>You will receive immediate feedback on your customer engagement plan</li><li>You will have the opportunity to share common issues and solutions with your colleagues in the group</li></ul> 


                </section>

Customers are astute and well-practised in researching and seeking information, solutions and added value in the minimum number of clicks online. There's only so much time they're willing to spend carrying on clicking. This mentality isn't just restricted to the world of B2C. In our increasingly hectic world, where information is expected to be available instantly, it applies just as much to B2B.
In this workshop, we look at how putting yourself in the shoes of your customer and mapping their decision-making and buying journey is critical to ensuring that you provide what they perceive as fast solutions and added value.
You will learn all about the three pillars for creating competitive brand experiences:
Customer engagement planning puts you firmly in the shoes of your customer, helping you to build meaningful marketing communications delivered through the right resources at the right time to inspire your customers to engage with you.
This programme will help participants to:
 
Understand the evolution of the customer buying journey
Map a customer buying journey for your brand or solutions
Understand the customer micro-moments and signals indicating interest and buying intent, both online and offline
Apply the psychology of branding to build marketing communications with impact
Develop sales and marketing content that differentiates your brand(s) from the competition by demonstrating unique value and how you can meet your customer's needs
1 The evolution of the customer journey
Understand how the use of mobile has had an impact on the customer buying journey where today's customers can research and compare products and solutions whenever and wherever they like, making the purchase journey even less linear
Explore how marketers are adapting to this new customer behaviour and drawing upon various strategies to win the hearts and minds of their audiences
2 The See-Think-Do-Care framework
Explore the many different frameworks used to track the customer journey
Understand and apply the modern marketing model, where the internet has enabled the customer to hop between multiple touchpoints before making a purchase decision
3 Customer micro-moments and signals in their buying journey
Understand the online and offline moments when customers seek information to research and make buying decisions
Apply this understanding to build a marketing communication plan to reach customers at all stages of their buying journey
4 The role of branding in the customer journey
Explore the psychology of branding
Learn how to ensure your branding is relevant to your target customer needs
Bring together your brand value and story to achieve brand loyalty
5 The Why-How-What framework
Apply a systematic approach to build a successful and compelling brand
Understand how starting with 'why' will help build your brand purpose
Apply the content marketing matrix to communicate your brand's value
Apply the hero-help-hub model to build engaging content marketing
Actionable outcomes
We will use your brand examples to provide opportunities for practice:
You will learn and reflect on best practice examples of customer engagement
You will discover your brand value, purpose and the 'sweet spot' to drive engagement with your customers
You will create a customer engagement plan that can be implemented immediately within your business
You will receive immediate feedback on your customer engagement plan
You will have the opportunity to share common issues and solutions with your colleagues in the group

The In House Training Company

Customer Experience

Online Course Marketing

Customer Journey

Business Branding

Corporate Marketing

Customer Experience Management

Customer engagement (In-House)

Oldham

<p style="color: rgb(50, 74, 109); font-size: var(--font-size); box-sizing: border-box;" id="isPasted" fr-original-style=" color: rgb(50, 74, 109);"><strong fr-original-style="" style="font-weight: 700; box-sizing: border-box;">Level 4 Diploma<br fr-original-style="" style="box-sizing: border-box;"></strong>Includes all 15 modules, plus 3 assessments.</p><p style="color: rgb(50, 74, 109); font-size: var(--font-size); box-sizing: border-box;" fr-original-style=" color: rgb(50, 74, 109);">This bundle offers a fantastic, discounted price when compared to buying the modules separately, saving you &pound;3080!</p><p style="color: rgb(50, 74, 109); font-size: var(--font-size); box-sizing: border-box;" fr-original-style=" color: rgb(50, 74, 109);">After purchase, we will be in touch to discuss your module &amp; assessment options. Please see individual module pages for more details, as well as applicable dates &amp; times.</p><p style="color: rgb(50, 74, 109); font-size: var(--font-size); box-sizing: border-box;" fr-original-style=" color: rgb(50, 74, 109);">&nbsp;</p><p style="color: rgb(50, 74, 109); font-size: var(--font-size); box-sizing: border-box;" fr-original-style=" color: rgb(50, 74, 109);">This course includes a choice of 3 of the following assessments:</p><ul style="color: rgb(50, 74, 109); box-sizing: border-box;" fr-original-style=" color: rgb(50, 74, 109);"><li fr-original-style="" style="box-sizing: border-box;">Creating an Export Strategy</li><li fr-original-style="" style="box-sizing: border-box;">Creating an Import Strategy</li><li fr-original-style="" style="box-sizing: border-box;">Creating an Import Procedure Manual</li><li fr-original-style="" style="box-sizing: border-box;">Creating an Export Procedure Manual</li><li fr-original-style="" style="box-sizing: border-box;">Creating a Supply Chain Sustainability Report</li><li fr-original-style="" style="box-sizing: border-box;">Completing an Import CDS Customs Entry</li></ul>

Level 4 Endorsed Diploma - International Trade Qualification
Complete all 15 modules and 3 assessments, from a choice of 7 to earn a Level 4 Endorsed Diploma in International Trade.
This bundle offers a fantastic, discounted price when compared to buying the modules separately, saving you £3080!
After purchase, we will contact you to discuss your module & assessment options. Please see individual module pages for more details, as well as applicable dates & times.

Modules Include:
Module 1 - International Trade
A Journey Through Time & Trends This module aims to develop knowledge and understanding of the development and importance of international trade. The module explores the UK’s international trade strategy and its implementation. 
No. of Credits: 1 Workshop Length: 9:30-13:00

Module 2 - Supply Chain
This module aims to develop an understanding of supply chain management in international trade. This includes defining supply chain management, the relationship between supply chain and logistics, effective supply chain planning and responding to problems and issues associated with international trade. 
No. of Credits: 1 Workshop Length: 9:30-13:00 

Module 3 - Creating an International Strategy
This module aims to develop knowledge and understanding of how an organisation develops an international trade strategy. It includes establishing export goals, undertaking research into potential markets, developing an international pricing strategy, investigating shipping and logistics, marketing and promotion, documentation, distribution and review and monitoring. 
No. of Credits: 1 Workshop Length: 9:30-13:00

Module 4 - International Trade Research 
This module aims to develop knowledge from research activities to gain an understanding of international trade theory, global economic development and growth, currency and exchange rates, trade policies and their impact on an organisation, free trade agreements, direct investment from financial sources outside the UK, tariffs and no trade barriers, supply chain and logistics, intercultural management and international law and treaties. 
No. of Credits: 1 Workshop Length: 9:30-13:00 

Module 5 - Exporting & Procedures
Consists of 4 topics This module aims to develop knowledge and understanding of the exporting process used in international trade from novice to practitioner. It will cover four key modules, equipping you with the knowledge and skills you need to navigate the export process including documentation, incoterms, responsibilities of an exporter, commodity codes, origin and duties and taxes. 
No. of Credits: 5 Workshop Length: 9:30-13.30

Module 6 - Importing & Procedures
Consists of 4 topics This module is designed to provide a comprehensive overview of the import process for both novice and experienced importers. The workshop will cover four key modules, equipping you with the knowledge and skills you need to navigate the import process with confidence: covering all areas of Import Doc - documentation, Responsibilities, Customs, valuation, Incoterms and Commodity codes. 
No. of Credits: 5 Workshop Length: 9:30-13:30

Module 7 - Finding International & Global Opportunities 
This module aims to develop knowledge and understanding of the importance of research including social media to find opportunities in global trade. 
No. of Credits: 1 Workshop Length: 9:30-13:00

Module 8 - International Marketing
AI & Social Media This module aims to develop knowledge from research activities to gain an understanding of international trade using Marketing, Social Media and how AI plays a role in International Marketing. 
No. of Credits: 1 Workshop Length: 9:30-13:00 

Module 9 - Import & Export Customs Diagnostics
Creating a procedure manual This module aims to develop knowledge and practical skills in Import & Export Customs Diagnostics, enabling the learner to create a procedural manual to complete international trade operations. No. of Credits: 1 Workshop Length: 9:30-13:00

Module 10 - International Customs 
This module aims to develop knowledge and understanding of customs procedures associated with international trade. The module includes trade agreements, tariffs and taxes, immigration, intellectual property rights, clearance procedures, transport regulations, sanitary and Phyto-sanitary measures, customs valuation, preference systems and anti-dumping measures. 
No. of Credits: 1 Workshop Length: 9:30-13:00 

Module 11 - Importance of International Documentation 
This module aims to develop knowledge and understanding of the importance of customs documentation in the world of international trade to ensure both parties clearly understand the documentation that will be required in the import or export of goods or services. This includes evidence of delivery, proof of payment, export and import documentation, customs clearance, intellectual property rights, mitigating risk and dispute resolution. 
No. of Credits: 1 Workshop Length: 9:30-13:00

Module 12 - Logistics: Road, Sea, Air, Rail, Courier 
This module aims to develop knowledge and understanding of the role of logistics including an understanding of air, sea, road and rail freight and courier services. It will explore the advantages and disadvantages of using the different modes of transport in the world of international trade. This includes packaging and shipping, regulations, documentation, insurance, route optimisation, inventory management, warehousing, freight forwarding, tracking & monitoring shipments and risk management. 
No. of Credits: 4 Workshop Length: 9:30-14:00 

Module 13 - Customs Warehousing, Free Zones & Special Procedures 
This module aims to develop knowledge and understanding of the use of customs warehousing in the export and import of goods. This includes the use of duty deferral, temporary storage, the processing of merchandise, bonded stock, consolidation and special processes and services. Learners will develop knowledge and understanding of the use of special procedures in the export and import of goods. This includes the use of storage, processing, specific use procedures and transit and free zones. 
No. of Credits: 2 Workshop Length: 9:30-13:00 

Module 14 - Authorised Economic Operator (AEO) 
This module aims to develop knowledge and understanding of the status of an authorised economic operator in the export and import of goods. This includes the advantages of the status, trusted traders, and the process of securing the authorised economic operator status. 
No. of Credits: 1 Workshop Length: 9:30-13:00 

Module 15 - Sustainability in Supply Chain 
This module aims to develop knowledge and understanding of the impact of freight movement on the environment and the opportunities available to organisations to use sustainable options. 
No. of Credits: 3 Workshop Length: 9:30-13:30

Assessments:
• Creating an Export Strategy 
• Creating an Export Procedure Manual 
• Creating an Import Strategy 
• Creating an Import Procedure Manual 
• Creating a Warehouse Management Manual 
• Completing an Import CDS Customs Entry 
• Creating a Supply Chain Sustainability Report

Export Unlocked Limited

Cert Iv

Certified Supply Chain Professional (CSCP)

Export Management

Diploma in Professional Studies (DPS)

Certified in Data Protection (CDP)

Level 4 Endorsed Diploma - International Trade Qualification
Complete all 15 modules and 3 assessments, from a choice of 7 to earn a Level 4 Diploma in International Trade.

LEVEL 4 ENDORSED CERTIFICATION DIPLOMA

General Admission

<p>If you have received a complaint, the temptation may be to rush to &lsquo;close complaints down&rsquo;. This will leave customers feeling that they are being &lsquo;handled&rsquo; rather than dealt with &ndash; and feel valued as individuals. It is important to remember that your aim is always to give the highest standard of customer service possible &ndash; and this should never change, regardless of whether a complaint has been made.&nbsp;</p>
<p>This course will help participants learn how to handle complaints and negative online reviews with confidence and professionalism. The course will enable them to communicate effectively with customers experiencing frustration, stress, and anxiety from the complicated processes of buying products or services and will equip them with the skills necessary to defuse emotionally charged people and regain their trust. The course will allow them to investigate customer frustrations without furthering their dissatisfaction, formulate sustainable solutions, and effectively manage customer expectations during the process. Participants will be able to apply the knowledge gained in daily communications with customers, enabling them to engage more effectively as they do so. In this workshop we will look at:</p>
<p><strong>Receiving Complaints: Ownership, Preferences &amp; Attitudes&nbsp;</strong></p>
<p><strong>Learning Objectives:</strong></p>
<ul class="elementor-icon-list-items">
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Understand the psychology and expectations of a complaining customer.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">View complaints as an opportunity to retain customers, learn and improve.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Understand your own behavioural style and adapt responses to build trust and rapport.</span></li>
</ul>
<p><strong><span class="elementor-icon-list-text">Engaging Complainants: Listening, Empathising &amp; Connecting</span></strong></p>
<p><span class="elementor-icon-list-text"><strong>Learning Outcomes</strong></span></p>
<ul class="elementor-icon-list-items">
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Recognise customer emotions and select the correct level of empathy.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Defuse emotionally charged customers by neutralising negativity.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Engage with customers and build natural rapport &ndash; helping to remain in control of conversations.</span></li>
</ul>
<p><strong>Validating Complaints: Questioning &amp; Root Cause Analysis</strong></p>
<p><strong>Learning Outcomes</strong></p>
<ul class="elementor-icon-list-items">
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Validate complaints and respectfully align invalid complaints.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Know when to provide an immediate fix vs. conducting more detailed investigations.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Pinpoint reasons for the complaint &ndash; Root Causes &amp; Drivers.</span></li>
</ul>
<p><strong>Resolving Complaints: Redress &amp; Expectation Management</strong></p>
<p><strong>Learning Outcomes</strong></p>
<ul class="elementor-icon-list-items">
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Ensure the value of solutions reflects the nature/seriousness of the complaint.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Link decisions with desired outcomes so customers feel listened to and treated fairly.</span></li>
<li class="elementor-icon-list-item"><span class="elementor-icon-list-text">Reduce the likelihood of being challenged when delivering unfavourable outcomes.</span></li>
</ul>

If you have received a complaint, the temptation may be to rush to ‘close complaints down’. This will leave customers feeling that they are being ‘handled’ rather than dealt with – and feel valued as individuals. It is important to remember that your aim is always to give the highest standard of customer service possible – and this should never change, regardless of whether a complaint has been made. 
This course will help participants learn how to handle complaints and negative online reviews with confidence and professionalism. The course will enable them to communicate effectively with customers experiencing frustration, stress, and anxiety from the complicated processes of buying products or services and will equip them with the skills necessary to defuse emotionally charged people and regain their trust. The course will allow them to investigate customer frustrations without furthering their dissatisfaction, formulate sustainable solutions, and effectively manage customer expectations during the process. Participants will be able to apply the knowledge gained in daily communications with customers, enabling them to engage more effectively as they do so. In this workshop we will look at:
Receiving Complaints: Ownership, Preferences & Attitudes 
Learning Objectives:
Understand the psychology and expectations of a complaining customer.
View complaints as an opportunity to retain customers, learn and improve.
Understand your own behavioural style and adapt responses to build trust and rapport.
Engaging Complainants: Listening, Empathising & Connecting
Learning Outcomes
Recognise customer emotions and select the correct level of empathy.
Defuse emotionally charged customers by neutralising negativity.
Engage with customers and build natural rapport – helping to remain in control of conversations.
Validating Complaints: Questioning & Root Cause Analysis
Learning Outcomes
Validate complaints and respectfully align invalid complaints.
Know when to provide an immediate fix vs. conducting more detailed investigations.
Pinpoint reasons for the complaint – Root Causes & Drivers.
Resolving Complaints: Redress & Expectation Management
Learning Outcomes
Ensure the value of solutions reflects the nature/seriousness of the complaint.
Link decisions with desired outcomes so customers feel listened to and treated fairly.
Reduce the likelihood of being challenged when delivering unfavourable outcomes.

Own Your Success

Complaint Handling

Participants learn how to handle complaints and negative online reviews with confidence and professionalism. For customer service professionals looking to develop.

Efficient and robust Complaint Handling Workshop

<p>The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind.</p><p>Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome.</p>The programme will help participants:<ul><li>Understand the professional business development approach and the style that is appropriate for their business and their clients</li><li>Follow a process to guide their conversations and business development meetings</li><li>Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results</li><li>Create a great first impression and professional opening to a conversation</li><li>Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity</li><li>Identify and understand buying and decision-making processes and criteria</li><li>Skilfully and confidently handle questions and objections</li><li>Sell the benefits of their services and approach over those of their competitors</li><li>Progress the sale by agreeing next steps and gaining commitment appropriately</li></ul><section>
                    <h3>1 Introduction</h3><ul><li>Aims and objectives of the programme</li><li>Personal introductions and objectives</li><li>Workshop overview</li></ul> <h3>2 An introduction to business development and selling for professionals</h3><ul><li>What is selling?</li><li>Who are you selling to?</li><li>The buying experience</li><li>What clients want</li><li>The four-step business development process</li><li>The business development cycle and pipeline management</li><li>Upselling and cross-selling as well as winning new clients</li></ul> <h3>3 Networking and generating leads</h3><ul><li>What is networking?</li><li>Networking objectives</li><li>It's not what you know but who you know</li><li>Asking for referrals and introductions</li><li>Making appointments from networking activity</li></ul> <h3>4 Opening the sales relationship/sales meeting</h3><ul><li>What potential customers are thinking</li><li>Judging first impressions</li><li>Creating positive first impressions</li><li>Building rapport and creating interest and impact</li><li>Earning the right</li></ul> <h3>5 Core communication skills for professional selling</h3><ul><li>Overcoming barriers to listening</li><li>The art of listening</li><li>Questioning refresher</li><li>Types of questions</li><li>Questioning funnel</li></ul> <h3>6 Understanding and identifying needs and opportunities</h3><ul><li>Identifying the questions to ask to identify needs and opportunities</li><li>Questions to move us through the buying and selling process</li><li>Understanding their buying processes</li><li>Asking questions that position you as a 'trusted adviser'</li><li>The questions that give you a competitive advantage</li><li>Knowing when you have asked enough questions</li></ul> <h3>7 Introducing solutions</h3><ul><li>Tailoring your 'pitch' to the client</li><li>Speaking the client's language</li><li>Using features and benefits</li><li>Applying the benefit cycle</li></ul> <h3>8 Handling objections and concerns</h3><ul><li>Identifying the typical objections and concerns</li><li>Understanding why clients raise objections and concerns</li><li>Following a structure for handling objections</li><li>Handling the price objection</li></ul> <h3>9 Gaining commitment</h3><ul><li>Knowing when to close</li><li>The art of checking</li><li>Recognising buying signals</li><li>Small c and big C</li></ul> <h3>10 Putting it all together</h3><ul><li>Personal learning summary and action plans</li></ul> 


                </section>

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind.
Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome.
The programme will help participants:
Understand the professional business development approach and the style that is appropriate for their business and their clients
Follow a process to guide their conversations and business development meetings
Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results
Create a great first impression and professional opening to a conversation
Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity
Identify and understand buying and decision-making processes and criteria
Skilfully and confidently handle questions and objections
Sell the benefits of their services and approach over those of their competitors
Progress the sale by agreeing next steps and gaining commitment appropriately
1 Introduction
Aims and objectives of the programme
Personal introductions and objectives
Workshop overview
2 An introduction to business development and selling for professionals
What is selling?
Who are you selling to?
The buying experience
What clients want
The four-step business development process
The business development cycle and pipeline management
Upselling and cross-selling as well as winning new clients
3 Networking and generating leads
What is networking?
Networking objectives
It's not what you know but who you know
Asking for referrals and introductions
Making appointments from networking activity
4 Opening the sales relationship/sales meeting
What potential customers are thinking
Judging first impressions
Creating positive first impressions
Building rapport and creating interest and impact
Earning the right
5 Core communication skills for professional selling
Overcoming barriers to listening
The art of listening
Questioning refresher
Types of questions
Questioning funnel
6 Understanding and identifying needs and opportunities
Identifying the questions to ask to identify needs and opportunities
Questions to move us through the buying and selling process
Understanding their buying processes
Asking questions that position you as a 'trusted adviser'
The questions that give you a competitive advantage
Knowing when you have asked enough questions
7 Introducing solutions
Tailoring your 'pitch' to the client
Speaking the client's language
Using features and benefits
Applying the benefit cycle
8 Handling objections and concerns
Identifying the typical objections and concerns
Understanding why clients raise objections and concerns
Following a structure for handling objections
Handling the price objection
9 Gaining commitment
Knowing when to close
The art of checking
Recognising buying signals
Small c and big C
10 Putting it all together
Personal learning summary and action plans

Coaching & Consulting Business

Professional Selling Skills (PSS)

Counselling Skills

Business Development

Business Case Development

Business Development Manager

Business development for professional services (In-House)

<div>
</div>
<section>
<div>
<h2><strong>About this Course</strong></h2>
<p>Batteries are going to play an increasingly important role in the energy grid. An increasing number of developers are looking to add battery storage systems (BESS) into their existing projects. However future cash flows are highly uncertain and they are often unsure exactly how battery technology can be monetised. A strong revenue model requires stacking of different revenue sources.</p>
<p>As the share of variable renewable sources in electricity systems further increase, battery systems are expected to play a growing role by providing frequency control and operational reserves as well as for wholesale arbitrage, while helping reduce grid integration costs. The more volatile electricity prices are, the greater the earning potential of batteries trading electricity on various electricity markets.</p>
<p>BESS can generate revenue streams in several different ways; through a frequency response contract with the TSO, by providing grid services in other ways or by arbitrage through buying cheap power and selling power for a higher price in a liquid wholesale market.</p>
<p>Because batteries are efficient, the round trip efficiency is also high. They can spread arbitrage trading much better than other storage types and in many cases, other asset classes.</p>
<p>For companies that combine a battery with other tasks, for example to store power from their own panels, or to avoid a costly heavy power connection, the investment is less risky than for those that purely focus on arbitrage trading. It is uncertain whether electricity prices will fluctuate more violently in the coming years, or whether the peaks will actually level off.</p>
<p>During this highly interactive training, the trainer will provide you with the latest insights and best practices on how to obtain the maximum economic beneï¬ts when participating with BESS in the electricity market.</p>
</div>
</section>
<section>
<div id="accordion">
<div>
<div>

Training Objectives 

</div>
<div id="collapseOne">
<div>
<p><span>By the end of this course, the participants will be able to:</span></p>
<ul>
<li><span>Discover the different BESS battery technologies and their impact on the grid</span></li>
<li><span>Understand the role of storage in providing flexibility to the power system</span></li>
<li><span>Examine the potential revenue streams from BESS models</span></li>
<li><span>Learn how profit can generated with BESS trading strategies</span></li>
<li><span>Determine how to optimize the value from BESS projects</span></li>
<li><span>Find out how to combine BESS with renewable PPAs</span></li>
</ul>
</div>
</div>
</div>
<div>
<div>

Target Audience 

</div>
<div id="collapseTwo">
<div>
<p><span>Professionals and executives from Power Utilities, Energy Companies, Financial &amp; Investment Banks, Renewable Power Project Developers, Transmission System Operators and Energy Industry Regulators will find this training course useful.</span></p>
<ul>
<li><span>Electricity Marketing and Traders</span></li>
<li><span>New Venture or Business Development Executives</span></li>
<li><span>Corporate Finance and Treasury Executives</span></li>
<li><span>Audit and Risk Management Executives</span></li>
<li><span>Power or Utility Market Research Analysts</span></li>
<li><span>Investment Managers for Renewable Power Projects</span></li>
<li><span>Origination Professionals</span></li>
<li><span>Regulation, Compliance and Documentation Officers</span></li>
<li><span>Lawyers and Accountants</span></li>
<li><span>Power Transmission and Distributions Engineers</span></li>
</ul>
</div>
</div>
</div>
<div>
<div>

Trainer

</div>
<div id="collapseFive">
<div>
<p><span>Our key expert is a skilled and accomplished professional with over 25 years' of extensive senior management / board level experience in the energy markets worldwide. Next to advising energy companies, banks, consultants and regulators regarding PPAs, our key expert has also conducted several highly successful training courses about Power Purchase Agreements, Power Project Finance, IPPs, and Project Risk Management to over 1,000 high level participants from Asia, Africa, Europe and Middle East.</span></p>
<p><span>He was a member of the expert commission of the Dutch Government for 2 offshore wind parks, Hollandse Kust (zuid) Wind Farm Zone Sites 3 and 4 that advised on which of the 5 applicants did provide the best security and solutions associated with the electricity and green certificate prices, the construction and</span> <span>operational risks of the project.</span></p>
</div>
</div>
</div>
<div>
<div>

POST TRAINING COACHING SUPPORT (OPTIONAL)

</div>
<div id="collapseCS">
<div>
<p>To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster.<br />
Request for further information post training support and fees applicable</p>
</div>
</div>
</div>
<div>
<div>

Accreditions And Affliations

</div>
<div id="collapseSeven">
<div>
               </div>
</div>
</div>
</div>
</section>

About this Course
Batteries are going to play an increasingly important role in the energy grid. An increasing number of developers are looking to add battery storage systems (BESS) into their existing projects. However future cash flows are highly uncertain and they are often unsure exactly how battery technology can be monetised. A strong revenue model requires stacking of different revenue sources.
As the share of variable renewable sources in electricity systems further increase, battery systems are expected to play a growing role by providing frequency control and operational reserves as well as for wholesale arbitrage, while helping reduce grid integration costs. The more volatile electricity prices are, the greater the earning potential of batteries trading electricity on various electricity markets.
BESS can generate revenue streams in several different ways; through a frequency response contract with the TSO, by providing grid services in other ways or by arbitrage through buying cheap power and selling power for a higher price in a liquid wholesale market.
Because batteries are efficient, the round trip efficiency is also high. They can spread arbitrage trading much better than other storage types and in many cases, other asset classes.
For companies that combine a battery with other tasks, for example to store power from their own panels, or to avoid a costly heavy power connection, the investment is less risky than for those that purely focus on arbitrage trading. It is uncertain whether electricity prices will fluctuate more violently in the coming years, or whether the peaks will actually level off.
During this highly interactive training, the trainer will provide you with the latest insights and best practices on how to obtain the maximum economic beneï¬ts when participating with BESS in the electricity market.
Training Objectives
By the end of this course, the participants will be able to:
Discover the different BESS battery technologies and their impact on the grid
Understand the role of storage in providing flexibility to the power system
Examine the potential revenue streams from BESS models
Learn how profit can generated with BESS trading strategies
Determine how to optimize the value from BESS projects
Find out how to combine BESS with renewable PPAs
Target Audience
Professionals and executives from Power Utilities, Energy Companies, Financial & Investment Banks, Renewable Power Project Developers, Transmission System Operators and Energy Industry Regulators will find this training course useful.
Electricity Marketing and Traders
New Venture or Business Development Executives
Corporate Finance and Treasury Executives
Audit and Risk Management Executives
Power or Utility Market Research Analysts
Investment Managers for Renewable Power Projects
Origination Professionals
Regulation, Compliance and Documentation Officers
Lawyers and Accountants
Power Transmission and Distributions Engineers
Trainer
Our key expert is a skilled and accomplished professional with over 25 years' of extensive senior management / board level experience in the energy markets worldwide. Next to advising energy companies, banks, consultants and regulators regarding PPAs, our key expert has also conducted several highly successful training courses about Power Purchase Agreements, Power Project Finance, IPPs, and Project Risk Management to over 1,000 high level participants from Asia, Africa, Europe and Middle East.
He was a member of the expert commission of the Dutch Government for 2 offshore wind parks, Hollandse Kust (zuid) Wind Farm Zone Sites 3 and 4 that advised on which of the 5 applicants did provide the best security and solutions associated with the electricity and green certificate prices, the construction and operational risks of the project.
POST TRAINING COACHING SUPPORT (OPTIONAL)
To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster.

Request for further information post training support and fees applicable
Accreditions And Affliations

EnergyEdge - Training for a Sustainable Energy Future

Renewable Energy

Oil & Gas

Battery Energy Storage Systems (BESS) in Electricity Markets and Trading

Team of 10, pp

Normal Fee, pp

<p>The Sales Toolkit workshop has been designed to help you increase your sales performance and skill level. The content is presented in a way that is both fun and interactive. In short, it will give you the confidence and tools you need to improve your sales performance. Topics Covered on the Sales Course include:&nbsp;</p>
<ul>
<li>Understanding the importance of emotional intelligence for salespeople.</li>
<li>How to become more persuasive in conversation?</li>
<li>How to know what your customer's decision-making process is?</li>
<li>What products/services are most likely to succeed in a sale for your customer/client.</li>
</ul>
<p><br />Ultimately, The Sales Toolkit workshop aims to get you to elevate your sales process and honing in your skillset whilst getting closer to your KPI deliverables.&nbsp;</p>
<p><strong>Topics covered:</strong></p>
<ul>
<li><strong>Introduction, the 80:20 Rule</strong>&nbsp;&ndash; Why 20% of salespeople produce 80% of the business</li>
<li><strong>The&nbsp;</strong><strong>Perfect Salesperson</strong> &ndash; What makes a perfect salesperson, and how do the participants individually compare? An exercise that helps the participants appreciate that they need to develop further</li>
<li><strong>Goal Setting</strong> &ndash; Why and how to set personal performance goals.&nbsp;</li>
<li><strong>Build Trust</strong>&nbsp;&ndash; Developing trust and rapport with a prospect and understanding why this is crucial to their success.</li>
<li><strong>Ask the Right Questions at the right time </strong>&ndash; Developing questioning skills and realising that it is often questions that will develop sales rather than just a good pitch. Understand that asking questions at certain times is crucial to the sale success.</li>
<li><strong>Engage the Customer</strong>&nbsp;&ndash; Understanding the lifetime value of a customer, serving them better and ensuring they perceive the value of the relationship</li>
<li><strong>Be Specific</strong> &ndash; Adapting their approach to suit the individual customer with an activity related to identifying the specific benefits to the customer. Looking at mirroring and matching and how to adapt your tonality to each specific client/customer.&nbsp;</li>
<li><strong>Make Your Customer Smarter</strong> &ndash; Realising that customers are now more willing to be educated on products and services and often have already researched prior to the sales conversation. How to deal with this regarding the participant's specific products/service.</li>
<li><strong>Maximise Your Efficiency</strong> &ndash; Learning from missed sales and developing further skills to overcome this. Looking at your weekly action plan to be more efficient whilst getting the right results for you, the customer and the organisation.&nbsp;</li>
<li><strong>Catch Yourself Doing it Right</strong> &ndash; You can learn from good stuff too! Listening back to previous success and how to map out time to make sure you listen to the successes each week and how to act on them.&nbsp;</li>
<li><strong>Know Your Products</strong> &ndash; An in-depth look at specific products and how to educate themselves in order to maximise sales through product knowledge. Becoming the expert for your customer/client and knowing when to loop in other stakeholders to help secure the sale.&nbsp;</li>
<li><strong>Handle Objections</strong>&nbsp;&ndash; Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set of techniques to overcome objections</li>
<li><strong>Ask for the Business&nbsp;</strong>&ndash; Ensuring you/delegates can spot buying signals and know how to respond to them in order to lead the prospect to close. Looking at the closing framework and what type of close you can use in certain situations.&nbsp;</li>
<li><strong>Follow Up After the Sale&nbsp;</strong>&ndash; Ensuring that the complete sales process is seamless, and the participants understand their responsibilities with regard to creating an exceptional customer experience.&nbsp;</li>
<li><strong>Apply the Skills in Your Role</strong> &ndash; A re-cap session on ensuring the learning from the session is practically applied in the participants' role.</li>
</ul>

The Sales Toolkit workshop has been designed to help you increase your sales performance and skill level. The content is presented in a way that is both fun and interactive. In short, it will give you the confidence and tools you need to improve your sales performance. Topics Covered on the Sales Course include: 
Understanding the importance of emotional intelligence for salespeople.
How to become more persuasive in conversation?
How to know what your customer's decision-making process is?
What products/services are most likely to succeed in a sale for your customer/client.

Ultimately, The Sales Toolkit workshop aims to get you to elevate your sales process and honing in your skillset whilst getting closer to your KPI deliverables. 
Topics covered:
Introduction, the 80:20 Rule – Why 20% of salespeople produce 80% of the business
The Perfect Salesperson – What makes a perfect salesperson, and how do the participants individually compare? An exercise that helps the participants appreciate that they need to develop further
Goal Setting – Why and how to set personal performance goals.
Build Trust – Developing trust and rapport with a prospect and understanding why this is crucial to their success.
Ask the Right Questions at the right time – Developing questioning skills and realising that it is often questions that will develop sales rather than just a good pitch. Understand that asking questions at certain times is crucial to the sale success.
Engage the Customer – Understanding the lifetime value of a customer, serving them better and ensuring they perceive the value of the relationship
Be Specific – Adapting their approach to suit the individual customer with an activity related to identifying the specific benefits to the customer. Looking at mirroring and matching and how to adapt your tonality to each specific client/customer.
Make Your Customer Smarter – Realising that customers are now more willing to be educated on products and services and often have already researched prior to the sales conversation. How to deal with this regarding the participant's specific products/service.
Maximise Your Efficiency – Learning from missed sales and developing further skills to overcome this. Looking at your weekly action plan to be more efficient whilst getting the right results for you, the customer and the organisation.
Catch Yourself Doing it Right – You can learn from good stuff too! Listening back to previous success and how to map out time to make sure you listen to the successes each week and how to act on them.
Know Your Products – An in-depth look at specific products and how to educate themselves in order to maximise sales through product knowledge. Becoming the expert for your customer/client and knowing when to loop in other stakeholders to help secure the sale.
Handle Objections – Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set of techniques to overcome objections
Ask for the Business – Ensuring you/delegates can spot buying signals and know how to respond to them in order to lead the prospect to close. Looking at the closing framework and what type of close you can use in certain situations.
Follow Up After the Sale – Ensuring that the complete sales process is seamless, and the participants understand their responsibilities with regard to creating an exceptional customer experience.
Apply the Skills in Your Role – A re-cap session on ensuring the learning from the session is practically applied in the participants' role.

The Sales Toolkit workshop has been designed to help you increase your sales performance and skill level for you or your sales team.

The Sales Toolkit Workshop

<p>Bad news - people don't buy your product.</p><p>Better news - they don't buy anyone else's product either.</p><p>Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'.</p><p>So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap.</p>This course will help participants:<ul><li>Build rapport with authenticity</li><li>Use open questions, listening and summary to properly understand the prospect</li><li>Use 'impact' questions to 'stack the pain' of remaining with the status quo</li><li>Convert features into personalised benefits that reflect stated needs</li><li>Handle objections with calm confidence</li><li>Identify buying signals</li><li>Close effectively</li><li>Convey credible urgency centred on the prospect's - not the salesperson's - interests</li></ul><section>
                    <h3>1 What makes a customer buy any product?</h3><ul><li>Moving towards 'pleasure'</li><li>Moving away from 'pain'</li><li>Robert Cialdini's Psychology of Influence - buying motives</li><li>Understanding what your product does for customers</li><li>Why there is never a 'one size fits all' approach</li><li>What are the real 'unique selling points' and why the salesperson is the real 'USP'</li><li>At what point does the customer emotionally buy your product?</li></ul> <h3>2 Getting past gatekeepers</h3><ul><li>What gatekeepers' motivations are</li><li>How to make them your friend rather than your enemy</li><li>How to make your call harder to block than to put through</li><li>How to control the gatekeeper with questions, not answers</li><li>Using Cialdini's 'reciprocity' law to get put through more often</li><li>Practical exercise in which the trainer poses as gatekeeper</li></ul> <h3>3 Questioning and listening skills</h3><ul><li>How to use open questions to get the customer talking</li><li>What questions to avoid and why</li><li>How to 'stack the pain' of the status quo with 'impact questions'</li><li>Practical 'pain stacking' exercise in pairs</li><li>What listening is and what it isn't</li><li>Question funnelling - how to earn deeper disclosure through probing</li><li>Practical funnelling exercise in pairs</li><li>The power of summary</li></ul> <h3>4 How to create tailored benefits and not 'dive into solution'</h3><ul><li>What is 'diving into solution'? Examples and analogies</li><li>Why it is to be avoided</li><li>Practical exercise in pairs - how it feels to have solutions offered up too early</li><li>How to avoid 'feature-dumping'</li><li>What is 'value selling'?</li><li>How to create tailored benefits</li><li>How to convert product features into benefits</li><li>How to deal with the prospect's competitor allegiance</li></ul> <h3>5 Handling objections and testing the water</h3><ul><li>How to overcome the price objection by selling value</li><li>Common objections the participants encounter and answers that work</li><li>The objections salespeople carry in their own heads</li><li>The 'A-C-E' objection-handling model</li><li>How to uncover objections</li><li>When - and when not - to trial close</li></ul> <h3>6 Closing skills</h3><ul><li>Why salespeople often close too early</li><li>How to identify buying signals</li><li>How to use urgency with skill and effectiveness</li><li>Four killer closing techniques that work</li><li>How to avoid buying the product back by careless post-sale talk</li><li>How to ask for referrals for your product</li><li>How to 'farm' the account for future opportunities</li></ul> <h3>7 Wrap-up</h3><ul><li>Key learnings from each participant</li><li>Individual action planning - steps that can and will be implemented in the workplace</li></ul> 


                </section>

Bad news - people don't buy your product.
Better news - they don't buy anyone else's product either.
Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'.
So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap.
This course will help participants:
Build rapport with authenticity
Use open questions, listening and summary to properly understand the prospect
Use 'impact' questions to 'stack the pain' of remaining with the status quo
Convert features into personalised benefits that reflect stated needs
Handle objections with calm confidence
Identify buying signals
Close effectively
Convey credible urgency centred on the prospect's - not the salesperson's - interests
1 What makes a customer buy any product?
Moving towards 'pleasure'
Moving away from 'pain'
Robert Cialdini's Psychology of Influence - buying motives
Understanding what your product does for customers
Why there is never a 'one size fits all' approach
What are the real 'unique selling points' and why the salesperson is the real 'USP'
At what point does the customer emotionally buy your product?
2 Getting past gatekeepers
What gatekeepers' motivations are
How to make them your friend rather than your enemy
How to make your call harder to block than to put through
How to control the gatekeeper with questions, not answers
Using Cialdini's 'reciprocity' law to get put through more often
Practical exercise in which the trainer poses as gatekeeper
3 Questioning and listening skills
How to use open questions to get the customer talking
What questions to avoid and why
How to 'stack the pain' of the status quo with 'impact questions'
Practical 'pain stacking' exercise in pairs
What listening is and what it isn't
Question funnelling - how to earn deeper disclosure through probing
Practical funnelling exercise in pairs
The power of summary
4 How to create tailored benefits and not 'dive into solution'
What is 'diving into solution'? Examples and analogies
Why it is to be avoided
Practical exercise in pairs - how it feels to have solutions offered up too early
How to avoid 'feature-dumping'
What is 'value selling'?
How to create tailored benefits
How to convert product features into benefits
How to deal with the prospect's competitor allegiance
5 Handling objections and testing the water
How to overcome the price objection by selling value
Common objections the participants encounter and answers that work
The objections salespeople carry in their own heads
The 'A-C-E' objection-handling model
How to uncover objections
When - and when not - to trial close
6 Closing skills
Why salespeople often close too early
How to identify buying signals
How to use urgency with skill and effectiveness
Four killer closing techniques that work
How to avoid buying the product back by careless post-sale talk
How to ask for referrals for your product
How to 'farm' the account for future opportunities
7 Wrap-up
Key learnings from each participant
Individual action planning - steps that can and will be implemented in the workplace

Educators providing Buying courses in Wrexham delivered Live Online