463 Chartered Institute of Personnel Development (CIPD) courses delivered Online

Did you know that according to a recent study by the Chartered Institute of Marketing, businesses with a strong focus on Sales Administration Skills achieve a 15% higher sales growth compared to those who don't?Sales Administration Skills are the backbone of any successful sales operation, ensuring smooth processes and maximizing sales potential. Our extensive Sales Administration Skills course is designed to equip you with the theoretical knowledge and understanding to excel in a Sales Administration role. Through a series of engaging modules, you'll gain valuable insights into the world of sales, marketing, and customer interaction, all specifically tailored to the Sales Administration function. Learning Outcomes By the end of this Sales Administration Skills course, you will be able to: Demonstrate a strong understanding of the sales cycle and its various stages. Effectively manage customer inquiries and interactions. Utilize marketing principles to support sales efforts. Develop and maintain accurate sales records and data. Apply effective communication and negotiation skills in a Sales Administration setting. Contribute to the overall success of the sales team through strong administrative support. Why would you choose the Sales Administration Skills course from Compliance Central: Lifetime access to Sales Administration Skills course materials Full tutor support is available from Monday to Friday with the Sales Administration Skills course Learn Sales Administration Skills skills at your own pace from the comfort of your home Gain a complete understanding of Sales Administration Skills course Accessible, informative Sales Administration Skills learning modules designed by experts Get 24/7 help or advice from our email and live chat teams with the Sales Administration Skills Study in your own time through your computer, tablet or mobile device. A 100% learning satisfaction guarantee with your course This Sales Administration Skills course delves into 17 modules, each packed with valuable knowledge to enhance your Sales Administration Skills. Module 01: Introduction to Sales This module establishes the foundation of Sales Administration Skills by exploring the core concepts of sales, its role within a business, and the various career paths available. Module 02: Sales Growth Delve into the strategies and techniques employed to achieve sustainable sales growth. This module explores market analysis, lead generation, and effective sales pipeline management. Module 03: Sales Hypnosis Learn the fundamentals of ethical persuasion techniques used in sales. This module explores the psychology of influence and how to build rapport with potential customers. Module 04: Sales Presentation Master the art of crafting compelling sales presentations. This module equips you with the skills to present product features, address customer needs, and deliver a persuasive closing argument. Module 05: Basics of Marketing Gain a solid understanding of marketing principles and their impact on sales success. This module explores market segmentation, branding strategies, and the elements of the marketing mix. Module 06: The Marketing Process Uncover the various stages involved in the marketing process, from market research and product development to promotion and distribution. Module 07: Strategic Marketing Explore the development and implementation of strategic marketing plans. This module delves into competitor analysis, target market identification, and the creation of a winning marketing strategy. Module 08: Marketing Environment Gain insights into the internal and external factors influencing the marketing environment. This module explores economic, social, technological, legal, and environmental factors impacting marketing strategies. Module 09: Market Segmentation Learn how to effectively segment markets to identify and target specific customer groups. This module explores various segmentation methods and their application in sales administration. Module 10: Consumer Buying Behaviour Unravel the mysteries of consumer buying behavior. This module explores the psychological, social, and cultural factors that influence purchasing decisions. Module 11: Business Markets and Buying Behaviour Gain a deeper understanding of business-to-business (B2B) markets and buyer behavior. This module explores the unique characteristics of B2B sales and the decision-making process involved. Module 12: Marketing Research Discover the importance of market research in developing effective sales and marketing strategies. This module explores various research methodologies and data analysis techniques. Module 13: Sales and Marketing Explore the vital link between sales and marketing functions within a business. This module emphasizes collaboration and communication to achieve organizational goals. Module 14: Leverage and Limitations Gain insights into the leverage and limitations of various Sales Administration Skills techniques. This module explores ethical considerations and responsible sales practices. Module 15: Sales Negotiations Develop your negotiation skills to effectively close deals and secure favorable outcomes. This module explores negotiation strategies, tactics, and effective communication techniques. Module 16: Dealing with Customers Master the art of exceptional customer service in a sales environment. This module explores communication techniques, building rapport, and handling customer objections. Module 17: Communication Skills Develop strong communication skills that are essential for success in Sales Administration. This module emphasizes active listening, clear and concise communication, and persuasive writing techniques. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? This Sales Administration Skills course is ideal for: Individuals seeking a career in sales administration. Those looking to enhance their existing Sales Administration Skills. Business professionals seeking to understand the sales process. Anyone interested in developing strong communication and negotiation skills. Those who want to gain a competitive advantage in the job market. Individuals seeking to contribute to a successful sales and marketing team. Requirements To enrol in this Sales Administration Skills course, all you need is a basic understanding of the English Language and an internet connection. Career path A strong foundation in Sales Administration Skills can open doors to a variety of exciting career paths, including: Sales Administrator Sales Operations Specialist Customer Service Representative Account Manager Business Development Representative Marketing Coordinator Sales Manager (with further experience and qualifications) Certificates CPD Accredited PDF Certificate Digital certificate - Included CPD Accredited PDF Certificate CPD Accredited Hard Copy Certificate Hard copy certificate - £10.79 CPD Accredited Hard Copy Certificate Delivery Charge: Inside the UK: Free Outside of the UK: £9.99 each

Power Query and Power Pivot in Microsoft Excel:  A Quickstart Guide   Course Description   Copyright Ross Maynard 2022   Course Description Power Query and Power Pivot are two tools available in Microsoft Excel. If you are serious about data analysis, then you need to know how to use these tools. This Quickstart guide will give you the skills you need to get started with these powerful features. The Power Query tool allows you to import external data and then modify it to meet your needs, before loading it into Excel. These editing tasks are all things you can do manually in Excel, but Power Query greatly speeds things up when you have a large volume of data. The Power Pivot tool allows you to connect multiple data tables in an extended pivot table. Power Pivot also introduces new analysis and query tools to further enhance data analysis. If data analysis is your thing, then this course will help you get up to speed with these feature-filled tools. Through screen-capture video, the course provides a step-by-step guide to the foundation skills needed to use both Power Query and Power Pivot effectively. The course is designed to make your first steps into Power Query easy and to build your confidence to use them on your own. Both Power Query and Power Pivot are also available in Microsoft Power BI – the data visualisation suite. Once you have learned how to use Power Query and Power Pivot in Excel with this course, you’ll have a head start in getting to grips with Power BI Get up to speed with Power Query and Power Pivot in Microsoft Excel with this Quickstart guide.     Key Learning Points  On completion of the course, delegates will be able to: Use Power Query to load data from an external source into Microsoft Excel Clean and manipulate external data before loading it into Excel Consolidate separate files with Power Query Update Excel tables with new data in the same format Use Power Query to “unpivot” report tables to prepare the data for analysis Explain the core functionality of Power Pivot Link data tables together in the Power Pivot data model Create pivot tables that draw data from several source data tables Create performance measures and new analysis in the Power Pivot data model Use the most popular DAX query language functions in Power Pivot     Curriculum Lesson 1: Power Query Quickstart Lesson 2: Consolidating Files with Power Query Lesson 3: Unpivoting a Table Lesson 4: Power Pivot Quickstart Lesson 5: Power Pivot – Adding Data and Functionality Lesson 6: Key DAX Functions for Power Pivot Lesson 7: The DAX CALCULATE Function Lesson 8: Key Learning Points     Pre-Course Requirements There are no pre-course requirements     Additional Resources Starter spreadsheets for each lesson are provided so that learners can follow the steps presented.     Course Tutor Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses. Ross lives in Scotland with his wife, daughter and Cocker Spaniel     Questions What is the main feature of Power Query? The ability to link data tables together to create pivot tables that allow data to be drawn from any and all of the source tables The ability to clean and manipulate large volumes of external data efficiently and to load the result into Microsoft Excel The removal of Microsoft Excel’s restrictions on file sizes and the number of rows of data allowed The ability to visualise data in dashboards and management reports     What is the main feature of Power Pivot? The ability to link data tables together to create pivot tables that allow data to be drawn from any and all of the source tables The ability to clean and manipulate large volumes of external data efficiently and to load the result into Microsoft Excel The removal of Microsoft Excel’s restrictions on file sizes and the number of rows of data allowed The ability to visualise data in dashboards and management reports     Which of the following actions cannot be performed within Power Query? Split text into multiple columns Trimming text and removing spaces Creating calculated columns using DAX functions Make date based calculations   Which of the following statements is true? You can use Power Query to combine files that have the same format and open them all in the same spreadsheet You can use Power Query to link data tables and create pivot tables that pull data items from all the linked tables You can use Power Query to create interactive dashboard reports You can use Power Query to export data files to Microsoft Access and other databases     Which of the following provides a compelling case to use Power Pivot in Microsoft Excel? The data visualisation and presentation features of Power Pivot are much more powerful than those in Excel Power Pivot offers the ability to clean large files of data imported from other systems quickly Existing reports and tables can be “reverse engineered” (unpivoted) to create data tables for more advanced analysis Files sizes in Power Pivot are smaller than in Excel and there is no limit on the number of rows of data that can be stored. This makes it much faster and more efficient to use Power Pivot for large data sets     Power Pivot uses analysis functions from the DAX formula language. What does “DAX” stand for? Digital Architecture Extraction Data Arbitrage Extrapolation Display Analytics Extension Data Analysis Expressions Deeply Annoying Exercise   The DAX CALCULATE function is one of the most powerful and useful functions available in Power Pivot. Which statement best describes it? It performs row by row calculations defined by the user and adds the total of them all together for a specified table It performs row by row calculations defined by the user and displays the maximum result for a specified table It performs a defined calculation and then applies filters specified by the user It filters the data in a specified table according to criteria set by the user   As well as in Power Pivot in Microsoft Excel, in what application are DAX functions also available? Microsoft PowerPoint Microsoft Forms Microsoft Teams Microsoft Power BI   How do DAX functions differ from Microsoft Excel functions? DAX functions are designed specifically for use with SQL based data sources DAX functions are completely new and provide additional functionality within Microsoft Excel DAX functions never take a cell reference or a range as reference, but instead take a column or table as reference DAX date and time functions return a date as a serial number, whereas Excel date and time functions return a datetime data type  

Course Overview Learn how to hire the right person for the position with this HR & Recruitment Consultant Professional Diploma. The role of HR is quite a tough one. You have to select the right applicant from a list of hundreds of applicants, you have to hold interviews and evaluate each applicant, and make sure that you hire the correct person for the job. All this can be quite daunting if you don't have the right skills and knowledge, which is why we are offering you this fantastic course. Our HR & Recruitment Consultant Diploma can help you gain the skills of an expert HR manager and make the hiring process easier. The course is divided into three sections where you start with HR management, recruiting, interviews, retention, health & safety and much more. In the next section, you learn about recruitment through its selection process, goal setting, interviews questions, background checks and other key topics. In the final section of the course, you will learn how to lure in great candidates, filter the process for applications, deepening your knowledge of the selection and onboarding process.  The course will teach you how you can make the recruitment process amazingly easy and simple. If you're already working in HR or are working towards a career in HR, then this course will help you get significantly ahead of your competition.  Enrol today and get skilled! What You Will Learn This is one of the best courses on HR & Recruitment consulting you'll find and it'll give you vast knowledge about this topic. Recruiting and Interviewing Interview Questions Making Your Offer Retention and Orientation Workplace Health & Safety Disciplining Employees Terminating Employees and many more Why You Should Choose This Course From iStudy Study at your own pace Full Tutor support on weekdays (Monday - Friday) Fully compatible with any device Free Printable PDF Certificate immediately after completion No prior qualifications are needed to take this course No hidden fees or exam charges CPD Qualification Standards and IAO accredited Efficient exam system, assessment, and instant results Our customer support team is always ready to help you Gain professional skills and better earning potential Certification After completing the course you'll receive a free printable CPD accredited PDF certificate. Hard Copy certificate is also available, and you can get one for just £9! Accreditation This course is accredited by Continuing Professional Development (CPD). It is a recognised independent accreditation service. Enrol today and learn something new with iStudy. You'll find a full breakdown of the course curriculum down below, take a look and see just how much this course offers. We're sure you'll be satisfied with this course.

The Horticulture - CPD Accredited Course is designed for those with a keen interest in plant science, landscaping, or garden design, looking to broaden their knowledge and advance their career. This course provides an in-depth exploration of the various aspects of horticulture, from plant care and soil management to sustainable gardening practices. By completing this course, you will gain a solid understanding of horticultural principles that can be applied to a wide range of roles within the sector, whether you’re a beginner or looking to expand your expertise. Throughout the course, you will engage with well-researched material that covers important topics such as plant identification, growth cycles, and the importance of environmental factors. The course is structured to be flexible, enabling you to learn at your own pace, without the need for physical attendance, while ensuring you are fully equipped with the necessary knowledge to excel in the field of horticulture. Whether you are pursuing a career in garden design, groundskeeping, or another horticultural profession, this course will enhance your credentials and give you the confidence to progress in the industry. Course Curriculum: Module 01: Introduction to Horticulture Module 02: Structure and Function of Horticulture Plants Module 03: Growth of Horticulture Plants Module 04: Impact of Temperature Module 05: Impact of Light Module 06: Impact of Soil and Water Module 07: Plant Propagation Module 08: Plant Nutrition Module 09: Harvesting, Training and Pruning Module 10: Growing Plant Indoors Module 11: Ornamental Horticulture and Garden Design Module 12: Cut Floral Design and Landscaping Module 13: Plant Pathology, Entomology and Weed Control Module 14: Permaculture and Arboriculture Module 15: Professional Opportunities in Horticulture Module 16: Biotechnology Applications in Horticulture Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing Horticulture - CPD Accredited course. For each test, the pass mark will be set to 60%. CPD 10 CPD hours / points Accredited by The CPD Certification Service Who is this course for? The Horticulture - CPD Accredited training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Horticulture - CPD Accredited training.

Diversity isn’t just a word—it’s the reality of every modern workplace. This CPD-accredited online course is designed to introduce learners to the true meaning and impact of diversity, with a focus on fostering respect, awareness, and understanding across teams. It explores how recognising different backgrounds, beliefs, and identities can lead to better collaboration, communication, and wellbeing across all sectors and industries. Whether you’re aiming to develop your personal insight or add value to your organisation, this course provides accessible, structured learning at your pace, on your terms. With clear explanations, interactive content, and a strong foundation in current UK equality legislation, it delivers both relevance and clarity. Gain the confidence to navigate diverse environments respectfully—and learn why appreciating difference is far more than good manners; it’s good sense. Additionally, you get: Free exam Free assessment Free certificate Free Tutor support Hurry up and enrol, before the offer expires! Course Curriculum: Module 01: Introduction to Diversity Module 02: Factors that Create Diversity Module 03: Prejudice, Stereotyping & Discrimination Module 04: Unconscious Biases Module 05: Avoiding Unconscious Biases at the Workplace Module 06: New Paradigms in Workplace Diversity Module 07: Diversity Training & Its Limitations Module 08: Dealing with Diversity Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. CPD 10 CPD hours / points Accredited by The CPD Certification Service Who is this course for? The Diversity - CPD Accredited training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Diversity - CPD Accredited training.

The Recruitment Consultant course offers a detailed journey through the essentials of effective hiring, tailored for professionals seeking to refine their talent acquisition capabilities. This programme delves into every phase of recruitment—from clearly defining roles and crafting strategic hiring plans to attracting and assessing top candidates with confidence. Alongside mastering the interview and selection processes, learners will gain insights into making successful offers and understanding the legal framework that governs recruitment practices in the UK. Beyond recruitment, this course also explores the critical stages of employment contracts, onboarding, and fostering ongoing employee development. It concludes with guidance on motivation and counselling techniques, helping consultants support both candidates and employers in achieving lasting, productive relationships. Delivered entirely online, this course is ideal for individuals aiming to elevate their recruitment expertise in a flexible, accessible format designed to fit modern professional demands. Learning Outcomes: Demonstrate an excellent understanding of the recruitment process Develop a solid recruitment and hiring strategy for your company Understand best practices to lure in great candidates and attract talent Look after candidate welfare and assess the competition Review job applications, resumes and cover letters Conduct phone and face-to-face candidate interviews Carry out background checks on candidates and check references Explain the difference between education and experience Discuss the key principles of the Equality Act 2010 and the legal recruitment process It's your chance to start with our Office Skills course and give your resume the stamp of approval that employers are looking for. So, pick up your card now and fill up your virtual basket with this highly-rated Recruitment Consultant - CPD Accredited online training program from Training Express Still not convinced? Take a glimpse of the key benefits you'll get with - Lessons prepared in collaboration with Professionals User-friendly Learner Management System (LMS) Syllabus designed in line with the standards of the UK Education System Updated Study Materials focusing both on Knowledge and Skill based training Guidance to expand in 'a' territory and move forward with HR , Recruit Officer profession Free Assessment to test learners' knowledge and skills Course Curriculum: Module 01: Defining and Knowing the Position Module 02: Hiring Strategy Module 03: Lure in Great Candidates Module 04: Filtering Applicants to Interview Module 05: The Interview (I) Module 06: The Interview (II) Module 07: Selection Process (I) Module 08: Selection Process (II) Module 09: Making an Offer Module 10: Legal Recruitment Process Module 11: Employment Contracts Module 12: Onboarding Module 13: Employee Training and Development Process Module 14: Motivation and Counselling Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing the Recruitment Consultant - CPD Accredited course. For each test, the pass mark will be set to 60%. Accredited Certificate After successfully completing this Recruitment Consultant - CPD Accredited course, you will qualify for the CPD Quality Standards (CPD QS) certified certificate from Training Express. CPD 10 CPD hours / points Accredited by The CPD Quality Standards (CPD QS) Who is this course for? The Recruitment Consultant - CPD Accredited training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Recruitment Consultant - CPD Accredited training.

24-Hour Knowledge Knockdown! Prices Reduced Like Never Before Ever wondered how many employment law tribunals there are in the UK each year? The answer is a staggering 120,000. This highlights the crucial role HR professionals play in ensuring legal compliance and fostering positive workplace environments. But do you have the skills and knowledge to excel in this dynamic field? If you're looking to develop your expertise in both recruitment and employment law, this Employment Law & Recruitment Consultant bundle is your perfect launchpad. This Employment Law & Recruitment Bundle Contains Following Courses: Course 01: Diploma in Employment Law at QLS Level 5 Course 02: Recruitment Consultant Diploma Course 03: HR Management Diploma Course 04: Payroll Administrator Training This Employment Law & Recruitment Consultant diploma equips you with the legal and practical expertise to excel in HR and recruitment. Master employment law, become a recruitment consultant pro, gain HR management skills, and champion diversity & equality in the workplace. This Employment Law & Recruitment Consultant Diploma bundle covers essential aspects in order to progress in your chosen career. Why Choose Our Employment Law & Recruitment Consultant Bundle? Get a Free CPD Accredited Certificate upon completion of Employment Law & Recruitment Consultant Get a free student ID card with Employment Law & Recruitment Consultant Training Get instant access to this Employment Law & Recruitment Consultant course. The Employment Law & Recruitment Consultant is affordable and simple to understand This course is an entirely online, interactive lesson with voiceover audio Lifetime access to the Employment Law & Recruitment Consultant course materials The Employment Law & Recruitment Consultant comes with 24/7 tutor support Take control of your HR and recruitment future. Enrol today in Employment Law & Recruitment Consultant! Start your learning journey straightaway! This Employment Law & Recruitment Consultant Diploma's curriculum has been designed by Employment Law & Recruitment Consultant Diploma experts with years of experience behind them. This course is extremely dynamic and well-paced to help you understand Employment Law & Recruitment Consultant Diploma with ease. Assessment Process Once you have completed all the courses in the Employment Law & Recruitment Consultant Diploma bundle, you can assess your skills and knowledge with an optional assignment. CPD 200 CPD hours / points Accredited by CPD Quality Standards Who is this course for? Employment Law & Recruitment Consultant This Employment Law & Recruitment Consultant Diploma bundle is suitable for everyone. Requirements Employment Law & Recruitment Consultant You will not need any prior background or expertise in this Employment Law & Recruitment Consultant Diploma. Career path Employment Law & Recruitment Consultant This Employment Law & Recruitment Consultant Diploma bundle will allow you to kickstart or take your career in the related sector to the next stage. Certificates Digital certificate Digital certificate - Included You can order other PDF certificates at the cost of £10 (for each course). PDF certificates for the title course is Free. Hard copy certificate Hard copy certificate - £29 You can order your hard copy certificates at the cost of £29 (for each course).

Business Communication Skills: Communicating effectively in the workplace   Course Description   Course Description Poor communication and presentation of business information breeds poor decisions. We may be masters of the spreadsheet and wizards with a project plan, but we are not always brilliant at communicating or presenting the results of our work Management meetings can, sometimes, be tedious and uninspiring, where managers compete for excuses to avoid attending! A good manager is someone who understands performance and can present information in a way that enables others to understand what the issues are and make correct decisions. A good manager can cut through the fog of numbers to make a clear point and assist others to make effective decisions. In “Business Communication Skills” we present tools and structures that will help you plan and deliver your message effectively and facilitate group meetings to achieve a useful outcome. Topics covered include the principles of good communication; planning your communication; structuring your message; and facilitating business meetings, including online meetings. We hope you enjoy it.   Key Learning Participants in this course will learn: The principles of effective communication Planning your communication – message, audience, medium, structure, call to action. How to structure your communication Language patterns to help get your message across How to facilitate Business Meetings The Skills of a good facilitator The rules for a well-structured meeting Planning your meeting agenda How to facilitate an online meeting What to look for when facilitating a session Tools you can use in facilitation. Evaluating your Facilitation   Curriculum L1 Effective Communication L2 Planning your Communication 1 L3 Planning your Communication 2 L4 Planning your Communication 3 L5 Exercise: Stakeholder Analysis L6 Facilitating Business Meetings L7 Planning your Meeting Agenda L8 As a facilitator what should I look for? L9 Tools you can use in facilitation L10 Facilitation Tools L11 Exercise: Planning your Agenda Resource: Tools to help you communicate and facilitate     Pre-Course Requirements None     Additional Resources None     Course Tutor Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses. Ross lives in Scotland with his wife, daughter and Cocker Spaniel

Selling Skills for Professionals: Part 1 Prospecting   Course Description   Copyright Ross Maynard 2021   Course Description Welcome to Selling Skills for Professionals: Part 1 Prospecting. If you are an accountant, a lawyer, a consulting engineer, a surveyor, an actuary, a management consultant, an events organiser, an HR professional or any other form of professional businessperson, and you need to identify and develop new clients, then this course is for you This is part 1 of a two-part course on selling skills for professionals. In Part 1 I cover prospecting, that is identifying potential future clients and making the initial approach. In Part 2 of Selling Skills for Professionals I cover the sales process once you have a make contact with a potential client. Selling Skills for Professionals covers high involvement purchases where the commitment is a significant one for the purchaser. This covers relatively expensive business investments, but also purchase agreements which the purchaser feels will have a significant impact on their business – for example engaging an accountant or a lawyer, or a management consultant, and so on. With a high involvement purchase, the client typically will consider a range of alternatives; will review a variety of information sources; and will evaluate product and service attributes in detail. This means that there is a relatively high barrier to surmount to get the potential client’s attention. A solid approach to prospecting and a well-structured sales process can increase that conversion rate and enhance your success in securing clients who will remain with you for the long term. That is the purpose of this course.   I hope you enjoy the course.     Key Learning Points  On completion of the course, delegates will be able to: Describe the scope and purpose of sales prospecting for professional services Understand the five rules of selling professional services Develop a branding statement for themselves and their organisation Define the criteria for the clients they wish to target Appreciate the importance of client pain points and how to identify them Prepare materials for prospecting Create a cold calling script for prospecting Write a cold email or LinkedIn message to prospects including a strong subject line Understand the sorts of questions they can use to stimulate client engagement in a discussion Move prospects onto the next stage of the selling process     Curriculum Module 1: First Principles in Selling Professional Services Lesson 1: The Five Rules of Selling Professional Services Lesson 2: The Five Rules of Selling Professional Services Lesson 3: Branding   Module 2: Getting Ready to Prospect Lesson 4: Identifying Prospects Lesson 5: Client Pain Points and the Purpose of Prospecting Lesson 6: Preparing to Prospect   Module 3: Making the Approach Lesson 7: Seven Seconds to make an Impact Lesson 8: Crafting the Message: Cold Calling Lesson 9: Crafting the Message: Cold Email Lesson 10: Sample Scripts for Cold Email  Lesson 11: Trigger Questions Lesson 12: Getting Ready to Sell: The Next Stage  Lesson 13: Key Learning Points in Prospecting     Pre-Course Requirements There are no pre-course requirements     Additional Resources None     Course Tutor Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses. Ross lives in Scotland with his wife, daughter and Cocker Spaniel

Selling Skills for Professionals: Part 2 Making the Sale   Course Description   Copyright Ross Maynard 2021   Course Description Welcome to Selling Skills for Professionals: Part 2 Making the Sale.   In Part 1 of Selling Skills for Professionals I covered prospecting, that is identifying potential future clients and making the initial approach. In this course, Part 2 of Selling Skills for Professionals, I cover the sales process – converting a prospect into a client. In Selling Skills for Professionals: Part 2 Making the Sale, I look at the skills you need for selling professional services and how to create a series of webinars to build prospects’ interest. I then cover a five-step sales process in detail: Understand the current situation Surface the pain points Exploring the impacts of the pain points Shape the future state Close the sale   The course also covers why people buy professional services, and why they might not buy; and it shows how to deal with objections.   Selling professional services is not like selling a car, or solar panels. It’s about building a relationship with a prospect as a professional advisor; coaching them through the challenges facing them; and offering services tailored to their needs which will help the prospect make tangible improvements.   If you want to know how to sell professional services successfully, this is the course for you.   I hope you enjoy the course.     Key Learning Points  On completion of the course, delegates will be able to: Describe a five-stage sales process for professional services Identify the core skillset needed for selling professional services Deploy best practice when creating webinars to engage prospects Explore a prospect’s current situation on an online video call Identify a prospect’s pain points and explore their root causes and impacts Coach a prospect to visualise the future state they would like to get to be resolving the problems identified Handle objections surfaced as the prospect moves towards closing the sale Understand why people buy professional services, and why they don’t buy Reduce buyer’s remorse and plan to develop the client relationship after the sale     Curriculum Module 1: The Foundations for Selling Professional Services Lesson 1: The Purpose of Prospecting Lesson 2: The Selling Professional Services Skillset Lesson 3: Moving Beyond Prospecting Lesson 4: Script for the Webinar Follow-Up Call   Module 2: Building a Case for the Sale Lesson 5: No Pain No Gain Lesson 6: Building a Case: Initial Diagnosis Lesson 7: Building a Case: Root Causes Lesson 8: Building a Case: Impacts Lesson 9: Building a Case: Shaping the Future State Lesson 10: Building a Case: The Gap   Module 3: Closing the Sale Lesson 11: Selling is about Change Lesson 12: A Time to Close  Lesson 13: Closing (At Last)   Module 4: Evasion and Objections Lesson 14: Evasion Lesson 15: Handling Objections Lesson 16: Specific Example of Objections Part 1 Lesson 17: Specific Example of Objections Part 2   Module 5: After the Sale Lesson 18: Aftercare Lesson 19: Key Learning Points     Pre-Course Requirements There are no pre-course requirements     Additional Resources None     Course Tutor Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses. Ross lives in Scotland with his wife, daughter and Cocker Spaniel