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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

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Overview This comprehensive course on Essentials of Becoming a Manager and Managing Teams will deepen your understanding on this topic. After successful completion of this course you can acquire the required skills in this sector. This Essentials of Becoming a Manager and Managing Teams comes with accredited certification from CPD, which will enhance your CV and make you worthy in the job market. So enrol in this course today to fast track your career ladder. How will I get my certificate? You may have to take a quiz or a written test online during or after the course. After successfully completing the course, you will be eligible for the certificate. Who is This course for? There is no experience or previous qualifications required for enrolment on this Essentials of Becoming a Manager and Managing Teams. It is available to all students, of all academic backgrounds. Requirements Our Essentials of Becoming a Manager and Managing Teams is fully compatible with PC's, Mac's, Laptop, Tablet and Smartphone devices. This course has been designed to be fully compatible with tablets and smartphones so you can access your course on Wi-Fi, 3G or 4G. There is no time limit for completing this course, it can be studied in your own time at your own pace. Career Path Learning this new skill will help you to advance in your career. It will diversify your job options and help you develop new techniques to keep up with the fast-changing world. This skillset will help you to- Open doors of opportunities Increase your adaptability Keep you relevant Boost confidence And much more! Course Curriculum 8 sections • 144 lectures • 09:09:00 total length •What to Expect & About Me: 00:02:00 •Well Done!: 00:02:00 •It's a Different Job: 00:03:00 •You're Scared? Good!: 00:02:00 •The Manager Mindset: 00:03:00 •Set Expectations: 00:04:00 •Get Learning Leadership!: 00:03:00 •What is Culture?: 00:02:00 •Culture of Fairness: 00:08:00 •People Are Crazy: 00:02:00 •Mastering One To One Meetings: 00:05:00 •Manager to Coach: 00:07:00 •Me? A Psychologist?: 00:02:00 •Emotional Intelligence: 00:05:00 •Mastering Performance Evaluations: 00:07:00 •Welcoming New Starters: 00:07:00 •How to Hire a Diverse Workforce: 00:06:00 •Get the Basics Right Every Time: 00:02:00 •Conclusion: 00:02:00 •Introduction: 00:02:00 •The Importance of the Interview Process: 00:03:00 •What's Wrong With The Interview Process: 00:07:00 •Human Vs. Algorithm: 00:02:00 •Unconscious Interviewer Biases: 00:03:00 •Be Data Driven: 00:03:00 •Let's See You In Action: 00:02:00 •Keep it Relevant: 00:02:00 •Seriously Avoid These Topics: 00:03:00 •Benefits of a Diverse Workforce: 00:03:00 •How to Hire a Diverse Workforce: 00:06:00 •Hunger and Desire Over Skills: 00:03:00 •Culture Addition, Not Culture Fit: 00:03:00 •Compliment, Backup or Add To The Team: 00:05:00 •Hiring The Right Rank: 00:04:00 •What Are Your Location Restrictions: 00:01:00 •The Risk Of Delivering Less: 00:02:00 •The Risk Of Burnout: 00:02:00 •The Risk Of Losing The Headcount: 00:02:00 •Confirm The Job Is What They Think It Is: 00:02:00 •Sell Yourself, The Team & The Company: 00:03:00 •Don't Be A Jerk: 00:02:00 •It's Not About Making You Look Good: 00:02:00 •Managing Recruitment Agencies: 00:04:00 •Communications With The Candidate: 00:03:00 •Be Ready: 00:03:00 •Assign A Buddy: 00:02:00 •You Got It Wrong!: 00:02:00 •Conclusion: 00:03:00 •What To Expect From The Course: 00:02:00 •Why Even Bother?: 00:07:00 •What Learning Used To Be Like: 00:02:00 •Individual Learner: 00:01:00 •Everyone Says They Are A Self-Learner: 00:10:00 •Online Communities: 00:02:00 •Embedding Learning Into Daily Life: 00:03:00 •Teach It To Learn It: 00:02:00 •Learning New Vs Becoming Expert: 00:01:00 •Listen Faster: 00:01:00 •Tom's Approach: 00:02:00 •The Paid Training Course Is History: 00:03:00 •Develop The Right Mental Habits: 00:06:00 •Make It Easier On Yourself: 00:02:00 •Manager Responsibilities: 00:01:00 •Are You Really A Centre Of Excellence?: 00:02:00 •Learning As Part Of Performance Evaluation: 00:02:00 •Don't Worry If People Leave: 00:01:00 •The Benefits Of A Skilled User Base: 00:02:00 •Push It, Push It, Push It: 00:01:00 •The Golden Hour: 00:09:00 •Internal Mobility: 00:03:00 •Team Secondment: 00:02:00 •Make People Good Enough To Quit: 00:03:00 •Lunch & Learns: 00:02:00 •Personalised Learning Plans: 00:02:00 •Use It Or Lose It: 00:02:00 •Certifiably Great: 00:02:00 •Get A Learning Buddy: 00:02:00 •Senior Leaders Responsibilities: 00:01:00 •Walk It From The Top: 00:02:00 •Learning Wherever, Whenever: 00:02:00 •Show Us The Data: 00:02:00 •Create Learning Champions: 00:02:00 •Gamification: 00:02:00 •Sell, Sell, Sell: 00:03:00 •Don't Block The Useful Sites: 00:03:00 •Create A Varied Library Of Resources: 00:02:00 •Encourage Conferences And Seminars: 00:04:00 •The Feedback Loop: 00:02:00 •Learning Is Expensive: 00:03:00 •Learning Takes Time: 00:02:00 •Concluding Remarks: 00:04:00 •Interview Masterclass - Maximize Your Chances of Success: 00:03:00 •Get Yourself Game Ready!: 00:08:00 •Final Prep Tips! 1-2 Days Before Interview: 00:03:00 •It's Interview Day! How to ACE the interview!: 00:07:00 •Positive Personality Traits Interviewers Are Desperate For: 00:07:00 •How to Engage & Impress in Conversation: 00:05:00 •The Art of Asking Questions: 00:08:00 •How to Answer Questions Using Skill & Psychological Tricks: 00:10:00 •After Interview - Still More You Can Do: 00:05:00 •Staying Professional: 00:02:00 •That Wasn't What You Expected!!: 00:03:00 •Waiting For The Answer: 00:02:00 •Let's Review The Tips - So Much To Consider: 00:04:00 •Introduction to Overcoming Burnout: 00:03:00 •The Problem of Burnout in Modern Workplaces: 00:06:00 •Symptoms of Burnout - Do You Have It?: 00:03:00 •How Individuals Can Fight Back Against Burnout: 00:12:00 •How Leaders Can Create A Burnout Free Culture: 00:10:00 •Let's Review The Advice - What's Important?: 00:03:00 •Characteristics of Great Leaders - Introduction: 00:02:00 •Honesty, Coaching & The Mission: 00:08:00 •Empathy, Togetherness & Feedback: 00:06:00 •Change, Authenticity & Enablement: 00:05:00 •Perspective, Empowerment & Emotional Intelligence: 00:05:00 •My Favourite Tips & Bonus!: 00:05:00 •What to Expect: 00:04:00 •What & Why?: 00:03:00 •The Cost of Meetings: 00:02:00 •Red Amber & Green Meetings: 00:06:00 •Do You Need A Meeting?: 00:04:00 •Timing Considerations: 00:07:00 •Contents of the Invite: 00:03:00 •Scheduling Etiquette: 00:07:00 •Considerations for Externals: 00:05:00 •The Meeting as an Opportunity: 00:02:00 •Chairing Meetings: 00:01:00 •Your Agenda: 00:08:00 •Kicking Off: 00:06:00 •During The Meeting: 00:08:00 •After Meeting Minutes: 00:06:00 •Considerations: 00:06:00 •Concluding Remarks: 00:02:00 •What To Expect & About Me: 00:02:00 •Management Vs. Coaching: 00:07:00 •What Is Culture?: 00:02:00 •Culture of Fairness: 00:08:00 •How To Be A Great Listener: 00:05:00 •Mastering Performance Evaluations: 00:07:00 •Welcoming New Starters: 00:07:00 •Stupid Things NOT To Say To Your Team: 00:07:00 •Your Team Made A Mistake: 00:06:00 •Mastering Crucial Conversations: 00:05:00 •When to Fire Someone: 00:06:00

Participants at this workshop will have the opportunity to develop their knowledge and skills using a coaching style technique and practice these skills in a conducive manner during the session.

***24 Hour Limited Time Flash Sale*** Leadership, Supervisor and Line Management Admission Gifts FREE PDF & Hard Copy Certificate| PDF Transcripts| FREE Student ID| Assessment| Lifetime Access| Enrolment Letter Leadership, Supervisor and Line Management Discover the power of effective leadership with our exclusive bundle of 8 courses - Leadership, Supervisor, and Line Management. This comprehensive package is designed to equip you with the essential knowledge and skills needed to excel in leadership roles. With 3 QLS-endorsed courses and 5 relevant CPD QS-accredited courses, this bundle offers a well-rounded learning experience. Unleash your leadership potential with our QLS-endorsed courses. Gain in-depth insights into Leadership Training, Supervisor Training, and Line Management, and receive hardcopy certificates upon completion. These courses provide you with the foundational understanding of leadership principles and practices, enabling you to make a positive impact in your professional journey. Expand your expertise further with our 5 CPD QS-accredited courses. These courses are carefully curated to enhance your understanding of crucial topics relevant to leadership and management, equipping you with the knowledge to navigate complex workplace scenarios. Key Features of the Leadership, Supervisor and Line Management Bundle: 3 QLS-Endorsed Courses: We proudly offer 3 QLS-endorsed courses within our Leadership, Supervisor and Line Management bundle, providing you with industry-recognized qualifications. Plus, you'll receive a free hardcopy certificate for each of these courses. QLS Course 01: Leadership Training QLS Course 02: Supervisor Training QLS Course 03: Line Management 5 CPD QS Accredited Courses: Additionally, our bundle includes 5 relevant CPD QS accredited courses, ensuring that you stay up-to-date with the latest industry standards and practices. Course 01: Motivational Leadership Course 02: Workplace Diversity Course 03: Equality, Diversity and Discrimination Course 04: Conflict Resolution Course 05: Dealing With Difficult People Training In Addition, you'll get Five Career Boosting Courses absolutely FREE with this Bundle. Course 01: Professional CV Writing Course 02: Job Search Skills Course 03: Self Esteem & Confidence Building Course 04: Professional Diploma in Stress Management Course 05: Complete Communication Skills Master Class Convenient Online Learning: Our Leadership, Supervisor and Line Management courses are accessible online, allowing you to learn at your own pace and from the comfort of your own home. Unlock a world of opportunities with our Leadership, Supervisor, and Line Management bundle. Embark on a fulfilling career path, where you can contribute to organizational growth and inspire others to reach their full potential. Join us today and elevate your leadership capabilities to new heights. Learning Outcomes: Develop a comprehensive understanding of leadership theories and principles Acquire practical strategies for effective supervision and line management Cultivate motivational leadership skills to inspire and lead teams Enhance awareness and appreciation of workplace diversity and inclusion Acquire conflict resolution techniques for fostering a harmonious work environment Develop effective communication and interpersonal skills to deal with difficult individuals Gain a holistic understanding of equality, diversity, and discrimination issues in the workplace Immerse yourself in the world of leadership, supervisor, and line management with our comprehensive bundle. With a unique combination of 3 QLS-endorsed courses and 5 relevant CPD QS-accredited courses, this package offers a transformative learning experience. Discover the principles, techniques, and strategies that will empower you to become a successful leader in any industry. From understanding leadership theories to navigating workplace diversity, conflict resolution, and dealing with difficult people, this bundle covers it all. Embark on a rewarding journey of personal and professional growth as you unlock your leadership potential. CPD 250 CPD hours / points Accredited by CPD Quality Standards Who is this course for? Aspiring leaders looking to develop a strong foundation in leadership principles Supervisors seeking to enhance their management and supervisory skills Professionals aspiring to advance their careers in line management Individuals who want to gain knowledge and insights into workplace diversity, conflict resolution, and dealing with difficult people Career path Team Leader: £25,000 - £40,000 per year Supervisor: £30,000 - £45,000 per year Line Manager: £35,000 - £60,000 per year Operations Manager: £40,000 - £70,000 per year Director of Operations: £60,000 - £100,000 per year Chief Executive Officer (CEO): £100,000+ per year Certificates Digital certificate Digital certificate - Included Hard copy certificate Hard copy certificate - Included

This programme has been specifically designed to help experienced trainers, facilitators and coaches use Everything DiSC and the Five Behaviours assessments, and deliver workshops, with their own clients and in-house teams.

9-week life coaching programm to get rid of all that clutter in your life. Here is a fantastic coaching program to declutter, refocus and freshen up your life! Have a clear head, and feel lighter and more focused.

A sales manager's role has more to do with the ability to lead, mentor, and motivate a sales team to achieve or exceed an organisation's sales goals. This programme concentrates on these skills and behaviours enhancing their existing skills to new levels through the sales management process.

Join the Scrum.org accredited Live Virtual Class - Professional Scrum Master 2 (PSM II). This is an advanced scrum master training course - designed for experienced Scrum Masters seeking professional growth. Course Description This advanced Professional Scrum Master (PSM II) qualification is designed to elevate you to a level of total Scrum mastery. Deepen your understanding of the Scrum framework and Agile practices while transforming your team into an Agile powerhouse. Gain the skills to teach Agile and support your organisation, regardless of your role. Whether you aim to lead Agile transformation within your organisation or progress your Agile career, this advanced Scrum mastery course is your ideal opportunity. Our Scrum.org certified advanced professional scrum master training course is delivered by industry experts with unrivalled interactivity. We combine real world experience with industry leading practicals that embed key principles. The PSM 2 course if focussed on developing practical skillsets and best practice implementation to achieve tangible results. Through these tried and tested learning techniques, Fractal Systems delivers a 98% first-time pass rate. Learn how to become an advanced Scrum Master: Understand how Scrum principles and values guide decision-making. Enhance servant-leadership abilities. Support Development Teams and Product Owners to improve effectiveness. Foster a conducive environment for successful Scrum Teams with greater agility. Gain tips and techniques for collaboration with the organisation. Improve overall organisational impact as a successful Scrum Master. Address team conflict and remove impediments. Communicate the significance of a "Done" Increment. Grasp how to support the Scrum Team and navigate middle management challenges. Why Train With Us? This immersive two day PSM II course prioritises your growth and success in the industry. We believe in hands-on learning experiences that deliver practical applications that are specific to your individual workplace challenges. This not only helps to frame key principles of an advanced Scrum Master but also enables you to have a more immediate impact in your role. The PSM II training course is led by our Scrum Trainers, all of which have real world industry experience. Gain a deep understanding of advanced Scrum theory, empower your Scrum teams with best practices and be supported by industry professionals throughout - from passing test to implementing learnings into your role. Who Should Attend This Course? The Professional Scrum Master II course is an advanced program tailored for experienced Scrum Masters with a deep understanding of the Scrum framework. We recommend this to individuals with at least one year of Scrum Master experience. Your Professional Scrum Trainer Meet Jay, the founder of Fractal Systems and an experienced Professional Scrum Trainer. With over 20 years in leadership and team roles, Jay excels in delivering practical value. He adopts an interactive teaching style, avoiding PowerPoint in favour of engaging, experience-based learning, using techniques from Liberating Structures and Neuro-Linguistic Programming. Jay specialises in business transformations, providing training, mentoring, coaching, and consulting to drive success through teamwork. For those pursuing the Professional Scrum Master II (PSM II) certification, Jay and the Fractal team are committed to supporting your learning journey with a range of valuable resources: Complimentary Scrum Resource Bundle Access to a PSM Exam Simulator Free PSM II Exam Coaching Sessions Personalised 1:1 Coaching At Fractal Systems, our goal is to ensure you have the support and resources needed for a successful PSM II learning experience. Our Clients Our Testimonials

Gain the skills and credentials to kickstart a successful career and learn from the experts with this step-by-step