520 Communication courses in Cobham

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills. This course will help you: Use the consultative sales process to achieve more cross-sales Employ advanced rapport-building skills Assess the buying preferences of a customer Articulate the link between customer goals and needs Identify your customer's needs and wants Use advanced questioning techniques to gather information Resist the temptation to tell when it would be better to ask Identify communication preferences Given various scenarios, present a product to the explicit need of a customer Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers Handle objections positively Close the sale or gain commitment to further action 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Understanding yourself and your customers Personal communication style and what this means in a sales situation Wants versus needs What motivates people to buy Using social media tools such as LinkedIn Managing your portfolio to maximise sales Preparing to sell 3 The sales process Overview of the consultative sales process Review personal strengths and weaknesses as a salesperson Habits of top-performing sales people Common pitfalls Articulate sales goals 4 Building rapport 11 decisions that customers make in the first 9 seconds Spotting buyer communication preferences Building rapport with a wide variety of customers Dealing with emotions Keeping control 5 Questioning and listening Assumptions and how they trip us up Structured questioning Looking for cross-sales Honing your listening skills Identifying buyers' motivation Using summaries to move the customer forward 6 Presenting products and services to customers Choosing the right time to present Using features, advantages and benefits Tailoring your presentation of products and services to match buyer preferences and motivations 7 Gaining commitment When to close Dealing with difficult customers 5 things to avoid when handling a customer objection 8 Managing your business The link between service and sales Using customer surveys Winning back lost business 9 Putting it all together Skills practice Personal learning summary and action plans

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.

This workshop will provide participants with the insight and skills to be more effective business networkers, face-to-face and online. The approach taken is to build on the strengths people already have and their successes. It is easier to develop what you already have than to try and develop skills that do not come easily. Being yourself is the most effective tool for business networking and building relationships. This course will help those attending: Appreciate the importance of networking, and different forms of networking Understand the dynamics of communication that are specific to networking Become more confident and assured when 'working' a room Improve their influencing skills, especially with people who are experts and in positions of authority 'Sell' themselves and promote their company Identify and manage their profiles using online social networking sites Use effective follow-up to maintain active contacts and connections Select the correct networking groups, clubs and events Create their own personal network 1 The importance, and different types, of networking Personal objectives and introductions Test networking session Examples of the importance, purpose and format of various types of networking, and benefits you can expect 2 How to work a room - preparation and strategy Three things to know before you attend any event Non-verbal communication and art of rapport Breaking the ice - worked examples with practical demonstration 3 Communication dynamics in networking - the power of the listening networker Why it is better to listen than talk Effective questioning and active listening Creating a natural and engaging conversation, 1-2-1 and in a larger group 4 Assumptions when networking How to use the 'instant judgement' of others to your advantage What assumptions are you making? How to keep an open mind 5 Business networking etiquette Meeting and greeting at a business networking event - approaching complete strangers and introducing yourself Socialising: joining and leaving groups easily Making a good first impression in 30 seconds The use of status when networking 6 Making connections Asking for cards, contact details and referrals Gaining a follow-up commitment Some tips and tricks 7 Business networking rehearsals Practice sessions 8 Personal business networking online Overview of different types of networking sites - there is a lot more out there than just Facebook! Examples of creating an effective profile Using social networking effectively - case studies and application 'Advanced' applications - blogs, articles, twitter, feeds, etc. Online demonstration and examples 9 Building relationships - follow-up and follow-through Maintaining a good database Developing a contact strategy with different types and levels of contact How to analyse your contact base

An accredited qualification to prepare supervisors and team leaders for a future management role. This programme gives Team Leaders & Managers the skills, disciplines and confidence to manage their team effectively and add a great deal more value to the organisation - where they have to apply their learning in order to achieve the highly coveted ILM qualification. In order for a business to obtain maximum results, it is important that employees are motivated and supported in their job roles. It is the responsibility of the team leader or supervisor to lead their team effectively and present feedback to management. This 3-day programme will guarantee to boost your performance as a team leader and help you make the transition from working in a team to leading a team. We use a combination of theory and practical to help you develop yourself, and a toolkit of resources to use in the workplace. This is an internationally accredited course which not only carries kudos but it ensures you apply the learning back into the workplace for an immediate impact. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Course Syllabus The syllabus of the ILM Level 2 Award in Leadership and Team Skills course is split into three main modules, covering the following: Module One Developing Yourself as a Team Leader Learning the various roles, functions and responsibilities of a team leader - depending on workplace Recognising limits of authority and accountability, and how these are defined Developing personal skills and abilities for effective team leading Using reflective learning skills to improve performance Identifying areas of strength and possible improvement Finding ways of obtaining feedback from others Receiving and responding positively to feedback Module Two Workplace Communications Learning stages in the communication process Consideration of the recipient's needs Spotting barriers to communication and how to overcome them Establishing a range of direct communication methods relevant to the team Collating a range of direct communication methods relevant to people outside own area of responsibility. This includes written, telephone, e-mail and face-to-face Recognising the aspects of face-to-face communication, including appearance, impact, body language Realising the importance of succinct and accurate records of one-to-one oral communication Reasons for maintaining records of one-to-one communication (e.g. potential disciplinary or legal issues) Module Three Managing Yourself Setting SMART objectives and using them to prioritise own actions Learning simple time management techniques Developing an awareness of own skills and abilities Giving yourself personal objectives in relation to team objectives Developing flexibility and responding to daily changing circumstances Diagnosing the causes and impacts of stress at work Identifying symptoms of stress in yourself Knowing the implications of stress for workplace and non-work activities/relationships Developing simple stress management techniques Available sources of support Action planning and review techniques Accreditation As with all ILM accredited programmes, participants will need to complete the post-programme activity in order to achieve their full ILM Level 2 Award in Team Leading. This element is designed to show to ILM that you are able to apply what you have learned in the workplace. Who Is It For? This programme is ideal for practising or aspiring team leaders, in any industry sector, who is looking to gain a solid foundation or develop their existing skills as a team leader. This internationally recognised course will give you a solid understanding of what is needed to be a successful team leader, how to delegate, motivate and how to implement these skills in to your work place. What Will I Learn? At the end of the course, successful candidates will: Have a good understanding of the team leader role Apply a range of effective communication skills to overcome barriers Know how to motivate, build confidence and gain the best from their teams Identify, build and encourage effective team behaviours Apply practical skills and knowledge to be transferred to the workplace Gain an internationally recognised qualification What Is Required? There are no formal entry requirements, but participants will normally be either practising or aspiring team leaders, with the opportunity to meet the assessment demands and have a background that will enable them to benefit from the programme. Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information about running this course in-house at your premises, please contact us for more information.

“Photography is more than a medium for factual communication of ideas. It is a creative art" - Ansel Adams Photoshop For Photographers When you're ready to take the next step in your photo-education and learn to use Photoshop - our Photoshop for Photographers course will take you from Photoshop novice to someone who can confidently navigate it and use its super powerful tools to take your photos beyond what you thought was possible! So if you've ever dreamt about being able to use Photoshop, maybe even got as far as opening it and quickly get overwhelmed with all that's packed inside - we've got you. KEY COURSE INFO: Course type: Instructor-led Course level: 2 levels - Essential Photoshop ( L1) and Creative Photoshop (L2) Course duration: each course level consists of 4 weeks + prep module Course format: Online course with step by step tutorials, instructional videos and interactive edit-along live classes, feedback on your learning and support group WHAT YOU LEARN: Our Photoshop for Photographers is a 2 level course - the first one covering all the key aspects of understanding how to navigate and work in Photoshop along with its most widely used tools and techniques, the second one building on top of that to really boost the creative uses you can apply it to.  This incredibly in-depth course has everything you need as a photographer who wants to harness this amazing tool.  What you learn: from basic Photoshop tools to more complex photo manipulations, from playing with colour to portrait retouching, from adding light to removing any unwanted object from your photos and lots, lots more. key photoshop tools object removal and placements - face / sky swaps Overlays & blending modes The art of adding light Skin editing and retouching introduction to compositing THIS IS THE COURSE FOR YOU IF : You you already know basics of editing (in Lightroom) but want to take them further into Photoshop ( where more fun happens) You tried using Photoshop before only to close it immediately after opening due to all the overwhelmingly unfamiliar tools and options You followed youtube tutorials before but beside replicating what the person did exactly, you still don't really have a good idea of how to use Photoshop - or why you should!? You want to be able to take advantage of the tools that are missing in Lightroom or do not give you sufficient control over them to do the job seamlessly - such as precise ways of removing unwanted objects in your image - Photoshop's powerful tools, such as the Content-Aware Fill and Clone Stamp enable you to remove distracting objects or people from your photos, ensuring the focus remains on the subject You want to be able to manipulate or replace elements in your images - from turning your background blurry to replacing blank skies, doing face swaps and more You want to be able to bring beautiful light into your images - from haze to sun rays, from - with colours that pop and light that's perfectly balanced You want to be able to take yoru portraits to a new level - remove blemishes, retouch skin,and correct imperfections, giving your images a polished and professional finish. You desire to create stunning composites: With Photoshop, you can combine multiple images seamlessly to create captivating composite photos. This skill is particularly useful for photographers who want to tell stories or create imaginative and surreal images. ONE COURSE - 2 LEVELS ESSENTIAL PHOTOSHOP Pick this course if you're new to Photoshop or do not have a lot of experience in Photoshop In this course you learn to : Navigate the software and set it up for a proper, smart, non-destructive workflow Discover all the essential tools and techniques that take your images way beyond what you could do in Lightroom Learn the key skills : from masks to brushes, from blending modes to selections, from cloning to canvas extensions, from face swaps to sky swaps - and more!! CREATIVE PHOTOSHOP Pick this course if you're already familiar with the basic tools and ways of working in Photoshop  In this course you take all that you learned in the Essentials course and turbo boost it for creativity. You'll learn : How to play with light, colour and blur for unique creative outcomes How to get more out of the familiar tools - so advanced brushes, advanced selections, advanced blending More fun skills : from skin edits to retouching, from stitching photos to involved composites, from creating effects such as neon glow to turning your photos into comics and more! Learn more about Creative Photoshop WHAT'S INCLUDED IN EACH OF OUR PHOTOSHOP COURSES: 4 core modules - each with detailed step by step tutorials, downloadable videos and PDF workbooks Support Facebook group Weekly edit-along live webinar Practice files to learn on Feedback on your images ESSENTIAL PHOTOSHOP Next Essential Photoshop course starts 15 January 2024 The way you work in Photoshop is very different compared to Lightroom and a big learning curve for anyone who begins learning it for the first time. It's also a big reason why a lot of photographers open it for the first time, find it hard to recognise any familiar tools or make them work on the image and the give up.  In this course we take you through it step by step. We show you around this tool and teach you how to use it in a way that's smart, non-destructive, flexible and making the most of its amazing features.  Here is a non-exhaustive list of what you will learn:  A thorough understanding of Layers, masks and brushes - you cannot really work effectively in Photoshop if you do not know how to use these tools. An absolute must! Key Photoshop tools - Photoshop is a hugely vast tool used by lots of different creative professions and depending on what you use it for, you will be using different tools. We introduce you to the ones that are key for a photographer! Working with Adjustment layers - these fantastic tools allow you to change colours, adjust tone and mood of images Removing and replacing parts of your photos - powerful selection, healing, cloning, content aware tools and more to allow you to clean up your images of everything that's undesirable or distracting in your images Simple composites ( Face swaps / Sky swaps) - while composites can be hugely complex and challenging, we show you how to get started with a few simple - but effective ones!Understanding Precision tools and filters for blurring and sharpening Blending modes and their immense potential for transforming your images with the tools you already know - from working with overlays to CREATIVE PHOTOSHOP Next Creative Photoshop course starts 15 April 2024 In Level 2 we build on the foundation we establish in Level 1 and start applying what you have learned more creatively - as well as learning more tools, more techniques and starting more fun projects. This is where we really get to have fun with those powerful tools - we learn not just how to fix and clean up undesirable elements from the photos, but how to creatively treat them so that they reflect your creative vision and imagination.  The magic of Colour and blur - adding mood and softness to images to transform the images . We use several creative techniques to completel;y transform the images Adding and creating light effects in Photoshop - from light beams to sun burtsts to rainbows! Step by step skin editing and portrait retouching - from adjusting skin tones, removing unwanted colour casts, disappearing blemishes and creating highend, polished portraits that still retain healthy skin texture Using smart filters and creative adjustment layers to achieve effects such as turning your images into cartoons, watercolours or neon effects Working with and creating your own custom brushes, overlays etc - the power of photoshop brushes has to be experienced to be believed - from adding light rays to Playing with composites - adding magic to your images or creating new scenes and stories from scratch PHOTOSHOP For Photographers  Photoshop courses - KEY INFO Essential Photoshop ( Level 1) - 4 week course, starts 15 Jan 2024 Creative Photoshop ( Level 2) - 4 week course, 15 April 2024 Course cost: BOOKING A SINGLE COURSE: £179 ( payment plans available ) BOOKING A BUNDLE: Book Level 1 and Level 2 together :  £259  (payment plans available )  PHOTOSHOP FOR PHOTOGRAPHERS Each course consists of 4 weekly modules with step by step illustrated tutorials and videos + prep module weekly edit along class online class ( also recorded) feedback and advice on your edits private support group PDF workbook and downloadable videos Practice images to learn on COURSE PREREQUISITES: Adobe Photoshop software installed on your computer or tablet.This can be purchased either as a standalone Photoshop Subscription or as part of the Photography Plan which includes also access to Lightroom and Lightroom Classic. Please note that you need to ensure that your computer can run Photoshop - please follow Adobe minimum system requirements guidelines

Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: Understand why people buy - and how that makes it easier to sell Manage the sales process better Steer their sales calls to a more positive outcome Recognise - and respond to - customer buying signals Meet and overcome objections Choose the most appropriate techniques for closing with confidence Enhance their resilience Improve their communication skills on the telephone 1 Introduction Aims and objectives Overview Self-appraisal of current skills and development areas 2 The sales approach What selling means Why selling is like nature 3 The telephone as an instrument of communication Qualities of the telephone How telephone communication differs from face-to-face Advantages and drawbacks of the telephone How to optimise selling over the telephone Communication techniques to help you stand out from the crowd 4 Creating a relationship Professional telephone etiquette Building a rapport Connecting with the customer so that they feel you are on the same wavelength 5 The structure of a sales call Opening the call - creating a positive first impression Effective questioning to gather information and establish need Identifying and presenting the features and benefits of the product or service Matching the benefits to customers' needs Recognising and responding to buying signals Anticipating, meeting and overcoming objections Closing the sale and asking for the order - different closing techniques The importance of testimonials - how to obtain them and when to use them 6 Listening skills The challenges of accurate listening How to enhance listening skills Ensuring the customer feels heard and understood through empathetic listening 7 Shaping and using a script Developing a script to increase levels of confidence Leaving the door open 8 Managing the campaign Organisation and call planning Identifying your target market group Planning who and when to call Logging constructive information 9 Personal management The importance of persistence Is there a time to back off? Stamina - optimising energy levels Bouncing back 10 Practising the new information Pulling the details together Practising in a supportive environment 11 Action planning Personal learning summary and action plan