460 Communication courses in Bristol

Our organisations are increasingly diverse and a cultural mix in training brings a fantastic variety of learning styles and sometimes barriers, too. Help managers and trainers understand the impact of different cultures and nationalities in the training room and make simple adjustments to ensure training is effective for all. Who are you training? Culture and its impact on learning Breaking down cultural learning barriers Intercultural communication Cultural competency and its importance in the training room Training techniques for the diverse classroom Effective questioning and concept checking Having a global mindset

VSAT training course description This 2 day training course examines what VSAT is, its usages and users. It then looks at the hardware required for VSAT. What will you learn Explain how VSAT is used Describe the hardware required for VSAT operation. VSAT training course details Who will benefit: Anyone working with VSAT. Prerequisites: None. Duration 2 days VSAT training course contents Introduction History of PMR VSAT Introduction A Brief History Satellite Services Satellite Communications Satellite Footprint Radio Frequency Bands ITU Definitions VSAT Users What is a VSAT? VSATs - Usage VSATs - Users VSAT Hardware Typical System Hardware VSAT ODU and IDU VSAT Station Equipment Diplexer and Feed Horn Typical Waveguide Element Polarisation VSAT Hub Antenna Pointing Outdoor Unit Outdoor (continued) VSAT Network Earth Stations Indoor Unit VSAT Network Earth Stations Indoor Unit Element Hub Station Hub Sub-station Hub Options Hub Options (2) Hub Options (3) Temporary Mount

LTE training course description This course is designed to give the delegate an understanding of the technologies used within a 3G UMTS mobile network. During the course we will investigate the UMTS air interface and the use of Wideband-Code Division Multiple Access (WCDMA) to facilitate high speed data access, together with HSPA to offer mobile broadband services. We will describe the use of soft handover rather than hard handover procedures and soft capacity sharing. The course includes a brief exploration of the UMTS protocol stack and the use of PDP Context and QoS support features. What will you learn Explain the 3G UMTS architecture. Describe the role of a Drifting & Serving RNC. Explain the use of ARQ & HARQ for mobile broadband. Describe how IMS integrates into the architecture. Describe the use of Media Gateway Controllers. Identify the temporary identities used within 3G UMTS. LTE training course details Who will benefit: Anyone working within the telecommunications area, especially within the mobile environment. Prerequisites: Mobile communications demystified Telecommunications Introduction Duration 2 days LTE training course contents LTE Introduction The path to LTE, 3GPP. LTE to LTE advanced. LTE Architecture The core, Access, roaming. Protocols: User plane, Control plane. Example information flows. Bearer management. Spectrum allocation. LTE technologies Transmission, reception, OFDMA, multiple antenna, MIMO. LTE Air interface Air interface protocol stack. Channels, Resource Grid, cell acquisition. Up and downlink controls. Layer 2 protocols. Cell acquisition Power on, selecting networks and cells. RRC connection. Attach procedure. Mobility management Roaming, RRC_IDLE, RRC_CONNECTED, cell reselection, handover, interoperation with UMTS and GSM networks. Voice and text IMS, QoS, policy and charging.

Copper cabling systems training course description A hands on training course covering installation, termination and testing of copper cables in an internal environment. The course covers all copper cabling but hands on sessions focus on unshielded Twisted Pair. What will you learn Recognise different copper cables and when to use them. Install and terminate UTP cables. Test and certify UTP cables. Copper cabling systems training course details Who will benefit: Professional cable installers. Prerequisites: None Duration 2 days Copper cabling systems training course contents Communications principles Use of cables in data networks, Use of cables in telephone networks, conductors and insulators, current, resistance, voltage and Ohms law. Copper cabling per cabling Coaxial versus twisted pair. UTP and STP. Cat 5, 5e, 6 and 7. Straight through, cross over, others. Hands on: Building a simple network. Cable termination Cable termination Preparing cables for termination, termination techniques, termination tools. Wiring standards, colour codes. Hands on: Making your own cables and using them in the simple network. Cable architectures Structure cabling system components, topologies, horizontal wiring, vertical wiring, telecomms rooms, server rooms. Hubs, switches and routers implications. Trunking. Cabling documentation, symbols and abbreviations. Hands on: punch blocks, testing continuity. Cable installation Site surveys: pathways and spaces, support structures, distance limitations. Recommended installation practices, laying and setup, retrofits. Health and safety factors, fire and building codes. Hands on: Performing a site survey, installing cable with floor boxes. Testing Basic testing, volt meters, tone set, Cat 5 testers, Cat 5e testers, Cat 6 testers. Certifying performance, Cat 5, 5e and 6 performance parameters. External factors. Common faults. Hands on: Testing an installation, troubleshooting faults. Other aspects Telephony cables, shielded cables. Hands on: installing telephone cable, testing continuity.

Firewalls training course description A technical hands on training course covering firewall technologies. This focuses on the whys and hows of firewall technology rather than looking at manufacturer specific issues. What will you learn Design secure firewall protected networks. Test firewalls. Evaluate firewalls Configure firewalls Firewalls training course details Who will benefit: Technical staff wanting to learn about Filrewalls including: Technical network staff. Technical security staff. Prerequisites: IP security foundation for engineers Duration 2 days Firewalls training course contents Firewall introduction Security review, what is a firewall? What do firewalls do? Firewall benefits, concepts. Hands on Configuring the network to be used in later labs, launching various attacks on a target. Firewall types Packet filtering, SPI, Proxy, Personal. Software firewalls, hardware firewalls, blade based firewalls, personal firewalls, which firewall should you use? Firewall products. Hands on Configuring a simple firewall. Packet filtering firewalls Things to filter in the IP header, stateless vs. stateful filtering. ACLs. Advantages of packet filtering. Hands on Configuring packet filtering firewalls. Stateful packet filtering Stateful algorithms, packet-by-packet inspection, application content filtering, tracks, special handling (fragments, IP options), sessions with TCP and UDP. Firewall hacking detection: SYN attacks, SSL, SSH interception. Hands on Stateful packet inspection firewalls. Proxy firewalls Circuit level, application level, SOCKS. Proxy firewall advantages and disadvantages. Hands on Proxy firewalls. Personal firewalls The role of personal firewalls, Windows XP, Zonealarm. Hands on Configuring a personal firewall. Firewall architectures Home based, small office, enterprise, service provider, what is a DMZ? DMZ architectures, bastion hosts, multi DMZ. Virtual firewalls, transparent firewalls. Dual firewall design, high availability, load balancing, VRRP. Hands on Resilient firewall architecture. Securing communications VPNs, IPsec. Firewall configuration of VPNs, integration of dedicated VPN devices and firewalls. Hands on IPSec VPN configuration. Testing firewalls Configuration checklist, testing procedure, monitoring firewalls, logging, syslog. Hands on Testing firewalls.

Essential GEPON training course description Designed to benefit those requiring an in depth knowledge of the principles and applications of the IEEE Ten Gigabit Ethernet and Gigabit Ethernet Passive Optical Networking and Fibre to the X in NG network applications and their associated equipment, its flexibility and function within a modern transmission network. Using an effective mix of instruction and correlation to theory based learning the delegate will gain a complete understanding of the equipment and the tasks to be undertaken in a real life situation. What will you learn Compare FTTx networks. Compare PON variants. Recognise the GEPON architecture. Explain how GEPON works. Recognise GEPON issues. Essential GEPON training course details Who will benefit: Anyone requiring GEPON knowledge. Prerequisites: Introduction to data communications and networking. Duration 2 days Essential GEPON training course contents FTTN, FTTC, FTTH Single Mode Fibre (SMF) and various types, Multimode Fibre (MMF), Fibre Safety and properties (Dispersion/attenuation), Fibre Reel cables and types, Fibre installation and air blown fibre, Transmitters and receivers - power budget/laser classes, Fibre to the home (FTTH), FTTC (Fibre to the Cabinet), FTTN (Fibre to the node), FTTD (Fibre to the Desk), FFTH Topologies and wavelengths, Active or Passive Optical Network (PON). WDM equipment and GPON OSP design Wavelength considerations, WDM/DWDM/CWDM EDFA optical amplification, AWG (Arrayed Waveguide Grating) splitters, Couplers (splitters) and losses, Optical splitters 1x2, 1x4, 1x8, 1x16, 1x32, 1x64, 2x64. IEEE PON variants Gigabit Ethernet Passive Optical Network (GEPON), Time Division PON (TDM-PON), Wave Division Multiplexing PON (WDM-PON), 1Gbps, 10Gbps, 40Ggps, 100Gbps, Strategies for TDM-PON to WDM-PON migration, Architecture of NG-PON (hybrid WDM/TDM PON), Additional services than triple play. GEPON design GEPON OSP centralized design, GEPON OSP distributed design, GEPON PON splitters x4 x8 x32, Fibre splice trays / fibre cassette trays / fibre enclosures, GEPON field testing /GEPON field installation verification, GEPON physical layer testing, Optical Time Domain Reflectometer (OTDR), Optical power source /Optical power meter, Optical Return Loss (ORL), APON/BPON/GPON/EPON/GEPON/10-GEPON comparison. IEEE 802.3ah GEPON: Ethernet in the first mile IEEE 802.3 options, Optical Ethernet options, Ethernet in the first mile, 1000BASE-LX, 1000BASE-SX, IEEE 802.1Q VLANs, Q-in-Q and MAC-in-MAC. QofS Ethernet TOS and priority methods PCP and DiffServe, Reference model / terminology / architecture, Example of ONT functional blocks, Example of OLT functional blocks, FTTx scenarios, The four switching arrangements for external access network backup. IEEE 802.3av 10-GEPON Physical layer, 10GBASE-SR, 10GBASE-LX4, 10GBASE-ER, 10GBASE-LR, 10GBASESW, 10GBASE-LW, 10GBASE-EW, Enhancement band, Bit rate and wavelengths, Compatibility, Forward error correction. IEEE 802.3ca 25G, 50G and 100G NG-EPON MAC frame structure, Downstream multiplexing / Upstream multiplexing, Media access control and ONU registration, Alarm messages. IEEE 802.3bk extended EPON Laser Types PRX40 and PR40, Reference model. GEPON issues and standards GEPON components OLT / GEPON ONT and examples GEPON management, RG (Residential Gateway), HPNA (Home Phone Network Alliance), Power Line Carrier (PLC), GPON DLNI, G.hn or G.9960 MOCA, FTTH Council certification, Standard for network certification, Qualify for use of the fibre-connected home badge, GEPON frame synchronization to network timing, Direct clock synchronization interface (BITS), Multiservice Access Platform (MSAP), Software planning tool. Superconnected cities / voucher scheme. Ethernet OAM Link monitoring, remote failure indication, Remote loopback.

About this Training Course In context of trade, seamless supply chains and dependence on international resources, world is becoming one single market. Even though because of internet and widespread access to legal resources, business managers tend to share the common legal principles, but unfortunately, the legal framework and national laws of different countries still maintain a certain degree of uniqueness and protectionism. Thus, the success of an international contract will depend on the 'know how' in identifying the differences in legal regimes, diversity of legislature, scoping, contract drafting, negotiation and execution competencies in each context. It is getting not only important but crucial to consider risks from remote and unforeseen events, sanctions, and proxy wars. As a contract gets bigger in monetary value and wider in scope, more attention is needed in drafting and interpreting terms and conditions of any contract before signing on the last page or accepting it online. This 2 full-day course endeavours to enable the participants gain an understanding of the essential ingredients of contracts and mastering the international contracting principles. This course will equip participants to identify vague and ambiguous clauses, avoid dangerous and often hidden terms, and better understand the controlling position in a project. The participants will learn from the Case Law Reports and analysis to take home lessons learned from bitter experiences of peers in the industry. It is designed to help those who need a solution to manage current contractual issues or those who execute international contracts regularly and want to be more proficient in managing their contracts and projects, with changing contexts. Training Objectives On completion of this course, the participants will have learnt: Project management strictly in accordance with the contract and the corporate strategies How to ensure that Variations Order claims are appropriately managed in turnkey and lump-sum contracts Manage contemporary challenges and market factors with direct or indirect impact on the contracts Managing all members of the Supply Chain from vendors to logistics services providers Cost Engineering and Performance Management How to manage Consortium Partners, Contractors and Owners representatives When and how to obtain / grant extension of time (EOT) and costs Ability to identify rights and obligations of each party to a contract instead of making subjective decisions Ability to be firm in negotiations without violating the terms of the agreements Ability to spot different legal systems, contract laws and arbitration rules Ability to negotiate and avoid disputes and resolution in an amicable manner, in accordance with the provisions of the contract Competency in developing and maintaining documentary evidence and traceability for all works executed during the project Target Audience This course is intended for professionals from the Oil & Gas Industry, Heavy Engineering & Construction Industries, Terminals, Shipping and Maritime Logistics Services Providers. This course is not to be missed by, especially those who are involved in Contract Management and with roles related to Contracts e.g. Commercial Managers, Engineers, Procurement Managers and Finance Managers, with a non-legal background and Para-legal executives. Course Level Intermediate Trainer Principal Management Consultant Chartered Valuer and Appraiser (CVA) FACICA | FAMTAC | FAIADR | M.S.I.D | Member, AIEN LL.M. (IP Law), M. Sc. (Maritime Studies), M. Tech (Knowledge Engineering), MBA, First Class CoC (MCA, UK), B. E. (Elect) Your expert course leader, during the last 47 year period, has worked and consulted in the industry verticals encompassing: Technology, Oil & Gas Exploration & Production, Petrochemical Process Plants and Power Plant Construction Projects, Logistics & Warehousing, Marine, Offshore, Oil & Gas Pipelines, Infrastructure Development Projects (Ports, Offshore Supply Bases, Oil & Gas Terminals and Airports etc), EPCIC Contracts, and Shipyards, in South East Asia, Africa, Middle East, Americas and Europe. He serves as the Principal Management Consultant with a management consultancy in Hong Kong and Singapore, specialising in the fields of corporate management consultancy, international contracts reviews and alternative dispute resolutions services. He undertakes special assignments for conducting audits and valuation of intangible properties involving proprietary processes for licensed production, and licensing of intellectual property rights (IP Rights) in patents, trademarks, and industrial designs. He is frequently engaged for assignments like due diligence, acquisitions, mergers, resolving various operational issues, technology transfer and agency services contracts reviews, cost controls, and enhancement of Supply Chain Management. He has been conferred the credentials of Chartered Valuer & Appraiser (CVA) by SAC and IVAS, in accordance with the international valuation standards setting body IVSC. His consulting experience includes Charterparty Management, Business Process Re-engineering, Diversifications, Corporate Development, Marketing, Complex Project Management, Feasibility Studies, Dispute Resolutions and Market Research. He has successfully assisted Marine and offshore E & P clients in managing contractual disputes arising from various international contracts for upgrading & conversion projects. He continues to be actively engaged in claims reviews, mediation, arbitration, litigation, and expert witness related assignments, arising from international contracts and Charterparty Agreements. He graduated with a Bachelor's degree in Electrical Engineering, MBA in General Management, Master of Technology in Knowledge Engineering, Master of Science in Maritime Studies, and LL.M. (IP Law). He also holds professional qualifications in Business Valuations and Appraisers for CVA, arbitration, law, and marine engineering, including the Chief Engineer's First-Class Certificate of Competency (MCA, UK). He is further qualified and accredited as Certified International Arbitrator, Chartered Arbitrator, Sports arbitrator under CAS Rules, WIPO Neutral, Australian Communications and Media Authority (ACMA) Bargaining Code Arbitrator, Accredited Adjudicator and Accredited Mediator (Malaysia). He is admitted to the international panels of arbitrators and neutrals with WIPO, Geneva; ACICA, AMTAC and ACMA, Australia; BVIAC (British Virgin Islands); JIAC (Jamaica); HKIAC Hong Kong; AIAC, Malaysia; AIADR, Malaysia; KCAB, Seoul, South Korea; ICA, Delhi, India; ICC (Singapore); SISV, Singapore; SCMA, Singapore; SCCA, Saudi Arabia; VIAC Vienna, Austria; Thailand Arbitration Centre (THAC), and Mediator with AIAC Malaysia, CMC, and SIMI Singapore. 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

DWDM training course description A concise overview of Wave Division Multiplexing (WDM) with both Coarse Wave Division Multiplexing (CWDM) and Dense Wave Division Multiplexing (DWDM) being covered. The course starts with a review of the relevant elements of fibre transmission and multiplexing before then studying WDM components and architectures. Reliability, resilience and management are then followed by WDM services and futures. What will you learn Explain the benefits of WDM. Describe Dispersion and four way mixing. Describe the different WDM equipment components. Describe different WDM architectures. Explain How DWDM works. DWDM training course details Who will benefit: Anyone working with CWDM/DWDM. Prerequisites: Telecommunications Introduction Duration 2 days DWDM training course contents Fibre communications review Optical transmission, Fibre characteristics, Fibre component parts. Multi Mode Fibre (MMF). Single Mode Fibre (SMF). Fibre connections. Lasers. Attenuations, dispersion, optical signal noise ratios (OSNR) and their effects. Channel Spacing and Signal Direction. Limiting factors to single wavelength. WDM overview Multiplexing, TDM, WDM benefits. WDM standards. CWDM vs. DWDM. Four Wave Mixing (FWM). Impact and countermeasures to FWM on WDM. CWDM ITU G.694.2, channels, channel spacing. DWDM ITU G.694.1, channels, channel spacing. WDM Equipment Components Equipment components and building blocks. Optical Terminal Multiplexers (OTM). Optical Add/Drop Multiplexers (OADM). Adding versus dropping. Optical Amplifiers. Erbium Doped Fibre Amplifiers (EDFA). Transponders and Combiners. WDM/DWDM Hubs. Optical and Electrical Cross Connects (OXCs/DXCs). Types of Cross Connects (Transparent/Opaque). Advantages and disadvantages of various Optical cross connects. WDM Architectures WDM network sections. Point-to-Point, Optical switches, mesh, ring and star topology. Example of combined WDM and other technology network. Wavelength converting transponders, 1R, 2R, 3R. Protection for WDM Sub 50ms failover. Equipment protection. Card protection. Y cable, Splitter protection. Far end laser control. Line protection. OMSP 1+1, OMSP 1:1, OMSP 1: N. Self healing optical ring. Sub Network Connection Protection (SNCP). Automatically Switched Optical Networks (ASON). WDM Management Options In band management. Out of band management. The Optical Supervisory Channel (OSC). OSC capabilities. WDM services WDM Access. Bit rates, Transparent Networks. Modulation, DQPSK. SDH over WDM. Migrating from SDH to DWDM. Ethernet over WDM, IP over WDM. Optical Transport Networks G.709, 'digital wrapper', Optical Channel Payload Unit (OPU), Optical Channel Transport Unit ( OTU), Optical Channel Data Unit (ODU). OTU1, OTU2, OTU3, OTU4. WDM Futures All optical amplification, Raman amplification, distributed, lumped. Bit rates. Solitons. Coherent technologies.

Management of Value (MoV®) Foundation This interactive MoV® Foundation course provides a modular and case-study-driven approach to learning Management of Value (MoV). The core knowledge is structured and comprehensive; and well-rounded modules cover the methodology and various techniques. A case study is used to help appreciate the relevance of MoV in its practical application. What you will Learn Upon completion of an MoV course candidates should be able to discuss and explain: The main processes and techniques used within MoV and the reasons for using them How MoV may be applied at portfolio, program, project and operational levels The differences in applying MoV at different stages in a project and the expected outputs from a MoV Study at each stage The circumstances under which MoV should be used The concept of value and how value may be improved The main benefits arising from the use of MoV Approaches for implementing MoV How to respond to external and internal influences The principles of embedding MoV into an organization The key topics in document checklists, the toolbox, health check, organizational maturity and individual competence. Upon successful completion of this course, you will be able to: Organize and contribute constructively to a Management of Value (MoV) Study Demonstrate a knowledge of MoV principles, processes, approach and environment Analyse a company, program or project to establish its organizational value; includes identification and weighting of Value Drivers Pass the AXELOS MoV Foundation Examination Introduction to value management and MoV Value and Value Management Capabilities, Outcomes, Benefits and Disbenefits What is Value? What is Management of Value (MoV)? Why use MoV? Where use MoV? When MoV should be used? What using MoV involve? Selected MoV benefits Relationship with other AXELOS Global Best Practices and Models How MoV fits with other AXELOS Global Best Practice Guides MoV principles Align with organization's objectives Focus on functions and required outcomes Balance the variables to maximise value Apply throughout the investment decision Tailor MoV to suit the subject Learn from experience and improve Assign clear roles and responsibilities and build a supportive culture MoV processes Frame the programme or project Gather information Analyse information Process information Evaluate and select Develop Value Improving Proposals Implement and share outputs MoV techniques Function Analysis Function Analysis System Technique (FAST) Traditional (or classic) FAST Technical FAST Customer FAST Value Trees Measuring value Value profiling (a.k.a. value benchmarking) Simple multi-attribute rating technique (a.k.a. SMART) Value index Value metrics Value for money (VfM) ratio Value Engineering / Analysis Common techniques used in MoV Analysis of information Benchmarking Process Mapping Root Cause Analysis Discounted Cash Flow Analysis Generating Ideas Brainstorming Evaluation and option selection Option Selection Matrix Idea selection Allocation to Categories Idea Selection Matrix Weighting techniques Paired Comparisons Points Distribution Developing VIPs Developing Proposals Cost Benefit Analysis Building Decisions Implementing VIPs Implementation Plans Feedback Following up Tracking Benefits Approach to Implementation Generic approach to MoV implementation Plan the MoV activities Understand and articulate value Prioritize value Improve value Quantify value Monitor improvements in value Learn lessons Environmental factors Portfolio Considerations Programme considerations Project considerations Operational Considerations Embedding MoV into an organization Benefits of Embedding MoV into an organization MoV Policy MoV Policy Composition Embedding MoV into an organisation Key steps Suggested MoV Management Structure Overcoming barriers We do it anyway It takes up too much time We can't afford to make the changes What's in it for me? Don't fix it if it ain't broke Fixed returns on investment MoV products Briefing Meeting Agenda (A.1) Communications Checklist (A.2) Equipment list for an Effective Study/Workshop (A.3) Invitation to join the Study Team (A.4) Option Evaluation Matrix (A.5) Plan the Study (A.6) Recording Idea Selection (A.7) Reporting Study outputs (A.8) Scoping the Study (A.9) Study or Workshop Handbook (A.10) Value-Improvement Proposal Forms (A.11) Value Improvement Tracking Report (A.12) MoV toolbox MoV health check and maturity model P3M3 Maturity Model MoV Maturity Model (aligned with P3M3)

This highly practical one-day workshop has been designed specifically to help maximise sales where customers make contact by telephone. When customers contact us direct they have clearly already considered the possibility that they might buy from us, but we're still only half-way to making a sale. Unless we fully understand their needs and make it easy for them to buy, we may not secure the business. This workshop concentrates on the telephone skills and techniques needed to achieve the most positive outcome in any inbound customer call. A combination of excellent customer service skills and savvy sales awareness techniques will increase our chances of a successful outcome for both parties. The programme features the unique INBOUND model, to help remember the key principles for effective inbound telephone sales: Initial impressions Needs of the customer Bring them with you Open up the conversation Understand the triggers Narrow down the solutions Decision time! The programme also covers how to deal with difficult calls and challenging people - after all, every complaint is a sales opportunity! This programme will help participants: Create the perfect interaction with any customer making contact by telephone Make every call count Build rapport quickly in any situation Handle difficult calls and challenging people Create sustainable and profitable relationships Increase your sales conversions 1 The inbound sales process Each customer who contacts us will be at a different stage of the sales process. Some might be making general enquiries whilst others will be ready to commit, having made most of their decisions already. Sales and customer service people need to be ready to find out the stage the customer has reached before helping them to make the right decision for them 2 Engaging with the customer Having clarified where the customer is on their journey to making a purchasing decision, our next responsibility is to create and build a trusting relationship on both sides. This involves establishing rapport quickly to ease the communication process, thus enabling smooth transactions, both now and in the future 3 Questioning and listening skills for gathering information Developing these skills requires practice so that the communication becomes natural for the customer. This helps the customer to feel comfortable with us and work with us towards an effective solution. We discuss different types of question and how to use high-gain questions to uncover key information. Active listening will ensure that we can really help customers get what they need 4 Overcoming objections and excuses If we have followed the process properly and really understood the customer, then there should no further objections or barriers to completing the transaction. The reality is that there will still be the occasional issue that needs clarifying, so we need to prepare for possible objections and questions that customers might have. This includes probing objections so that we fully understand the customer's perspective before constructing suitable responses or solutions 5 Gaining commitment and ending the call Customers want to gain a solution to the issue they are facing and the sooner we can help them achieve that the better. Guiding the customer and helping them to believe in their own decision is part of our role. This section is dedicated to getting commitment all the way along the process, not just at the close 6 Dealing with difficult and challenging situations The realisation that everybody is different, with different personality types, different ways of looking at the world and different goals, is key to understanding sales. With this is mind we discuss these differences and how we adapt our approach to ease communication and maintain trust and understanding 7 Action plans Course summary and presentation of action plans