420 Coaching & Consulting Business courses

Forklift Training Gloucestershire Counter Balance Training Crane Training MEWP Training

Novice Forklift Training Counter Balance Training Forklift Training Crane Training MEWP Training

Novice Forklift Training Counter Balance Training Forklift Training Crane Training MEWP Training

We'll revisit the essentials, update on new policies, and give people space to remember and practise applying their knowledge

Duco Digital Training's Practitioner course in BCS Requirements Engineering develops your skills in the understanding and application of elicitation, analysis and management of business analysis requirements.

This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won't commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting 'face time' can be tricky. This practical workshop can help. Participants will acquire essential tools, skills and methods; discuss specific organisational issues; and identify areas for improvement. They will discover how to: Increase their effectiveness through proper preparation Construct attention-grabbing opening statements Help potential clients feel comfortable agreeing to a meeting Develop tactics for responding to difficult excuses and objections Stress the benefits of a face-to-face consultation Develop and enhance their questioning and listening skills Prevent customers cancelling booked appointments 1 Introduction to appointment setting Key trends that have changed the way people buy today - and will buy tomorrow Why many sales people avoid picking up the phone The difference that makes a difference - what makes a good appointment-maker? 2 Before you pick up the telephone It all starts with a plan... Who and what to focus our attention How much research should we undertake and why? Setting primary and secondary objectives 3 Making your approach Key considerations Every call is an opportunity - creating a positive mind-set Using a structured approach Using partnership language 4 Gaining an insight into the customer's needs How to quickly 'tune in' to your customers, so that you can serve them more easily Developing speech patterns that put customers at their ease Using effective questioning and listening skills Finding and building pain points 5 Dealing with excuses and objections Pre-empting potential excuses Developing techniques for responding to client objections Keeping the door open for future contact 6 Securing the appointment Selling the benefits of a consultancy meeting Techniques for avoiding cancelled appointments Gaining commitment 7 Action plans Course summary and presentation of action plans

Cultivating Positive Vibes Ready to shift your mindset, language, and habits to attract positivity into your life? Join Sarah on a transformative journey to embracing the good, focusing on the bright, and manifesting joy every day! This course is designed for those who are ready to break free from negativity and bring more balance, light, and positivity into their daily lives. Through five powerful lessons, Sarah guides you on how to cultivate a mindset that welcomes joy, confidence, and energy, ultimately enabling you to embrace, attract, and manifest a positive life. By making small but impactful shifts in the way you think, speak, and behave, you’ll start to see the world in a new light—one that’s filled with opportunities, gratitude, and endless positive vibes. Whether it’s reducing negativity, adjusting your language, or taking control of your own narrative, this course will equip you with practical tools to create lasting change. Course Breakdown: Lesson 1: Mindful Media Consumption Learn how to limit the negative media entering your life and embrace content that uplifts and inspires you. Lesson 2: Controlling Your Narrative Discover the power of your words and how they shape your reality. Speak and think in ways that serve your highest good. Lesson 3: Shifting Your Perspective Change how you view challenges and setbacks. See every situation as an opportunity for growth and positivity. Lesson 4: Energy Exchange Understand how your energy impacts the world around you—and how you can cultivate an environment that fosters positivity. Lesson 5: Celebrate Focus on gratitude and the power of celebration. Learn to celebrate even the smallest victories to keep the positive energy flowing. Student Testimonials: "Enjoyed very much. An excellent reminder of watching and becoming more aware of how we are thinking, speaking, and writing about life. Focusing on the positive makes for a more satisfying existence for all." – Betty "Such powerful and helpful reminders and insights! I'm glad I found you and your positive vibes!" – MV "Fantastic course! I'm now a follower of all you do xx." – Theresa "This course has reminded me how we are in control of the positivity in our daily lives. There is ALWAYS something to be happy about." – Rochelle "Your course is a whirlwind of positivity! I have stopped watching the news all the time because it was skewing my view of the world. You provide the hopeful, the bright, and the joyful!" – Christine What You'll Gain: A more positive mindset that radiates joy and confidence Practical tools to reduce negativity and curate a positive media environment Insight into controlling your language and shifting your perspective Tips for cultivating a joyful, gratitude-filled life Whether you're just starting on your personal growth journey or you’re looking to amplify your existing positive practices, Cultivating Positive Vibes is the perfect place to begin. Join thousands of others who’ve already experienced the positive impact of this course, and step into your own vibrant, fulfilling life. Course Duration The course consists of 5 lessons, each with an audio, quiz, and reflective exercises. On average, you can expect to spend around 20–30 minutes per lesson completing the audio and quiz. The workbook can be worked on at your own pace and is designed to support your learning after each lesson. Depending on how deeply you engage with the reflections and journaling, the overall time to complete the course may vary – typically around 4 hours of high-impact learning and mindset shifts. You’ll have lifetime access to the material, so you can revisit the lessons and workbook anytime you need a boost to fully absorb, implement, and refresh your positive energy.

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample Exercise – Red & White  There is a specific time managed agenda and itinerary, which puts the group under pressure.  The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.

Our digital course, The Agile Speaker, is a comprehensive and complete communication and presentation programme delivered by renowned communication expert Maryanne Johnston, packed with invaluable teachings, resources and templates.

The Art Of Spiritual Combat is something that is within humanity since the day we started thinking. It’s inside us, outside us, part of society and in every human activity. It’s the choice between making decisions that are progressive or regressive – get us forwards or backwards. The polarities of positive and negative, light and dark, love and hate, good and evil – this is all part of the spiritual combat within us as human beings and the universe we live in. This audio training is about winning the internal conflict of awareness in preparation for winning the external conflict of social change.