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Bad news - people don't buy your product. Better news - they don't buy anyone else's product either. Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'. So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap. This course will help participants: Build rapport with authenticity Use open questions, listening and summary to properly understand the prospect Use 'impact' questions to 'stack the pain' of remaining with the status quo Convert features into personalised benefits that reflect stated needs Handle objections with calm confidence Identify buying signals Close effectively Convey credible urgency centred on the prospect's - not the salesperson's - interests 1 What makes a customer buy any product? Moving towards 'pleasure' Moving away from 'pain' Robert Cialdini's Psychology of Influence - buying motives Understanding what your product does for customers Why there is never a 'one size fits all' approach What are the real 'unique selling points' and why the salesperson is the real 'USP' At what point does the customer emotionally buy your product? 2 Getting past gatekeepers What gatekeepers' motivations are How to make them your friend rather than your enemy How to make your call harder to block than to put through How to control the gatekeeper with questions, not answers Using Cialdini's 'reciprocity' law to get put through more often Practical exercise in which the trainer poses as gatekeeper 3 Questioning and listening skills How to use open questions to get the customer talking What questions to avoid and why How to 'stack the pain' of the status quo with 'impact questions' Practical 'pain stacking' exercise in pairs What listening is and what it isn't Question funnelling - how to earn deeper disclosure through probing Practical funnelling exercise in pairs The power of summary 4 How to create tailored benefits and not 'dive into solution' What is 'diving into solution'? Examples and analogies Why it is to be avoided Practical exercise in pairs - how it feels to have solutions offered up too early How to avoid 'feature-dumping' What is 'value selling'? How to create tailored benefits How to convert product features into benefits How to deal with the prospect's competitor allegiance 5 Handling objections and testing the water How to overcome the price objection by selling value Common objections the participants encounter and answers that work The objections salespeople carry in their own heads The 'A-C-E' objection-handling model How to uncover objections When - and when not - to trial close 6 Closing skills Why salespeople often close too early How to identify buying signals How to use urgency with skill and effectiveness Four killer closing techniques that work How to avoid buying the product back by careless post-sale talk How to ask for referrals for your product How to 'farm' the account for future opportunities 7 Wrap-up Key learnings from each participant Individual action planning - steps that can and will be implemented in the workplace

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A movement and poetry workshop using the Erotic as a powerful prompt.

The leadership role of the project manager is increasingly recognised as a key determinant in delivering success. These skills can often be critical in project situations, where tight budgets and deadlines demand the highest levels of team performance and where the working environment presents fresh challenges on a daily basis. This programme focuses on the leadership skills required of project managers and will benefit anyone involved in managing projects large or small wishing to extend or enhance those skills. The objectives of this programme are to help the participants: Understand the significance of leadership skills to the project manager and the impact of these skills on project performance Review the key skills needed to be an effective 'multi-dimensional' project leader and learn how to develop, adapt and apply them in practice Learn how to identify the preferred leadership style for the context and organisational culture of a project and how to develop personal style versatility Understand the role of the project leader in building an effective team and the skills required to promote and sustain team performance Gain a better understanding of the interpersonal skills needed to motivate individual team members and harness the full potential of the team DAY ONE 1 Introduction Aims and objectives Personal objectives 2 Project management and leadership What is a leader? How much can leadership be learned? The project environment and the impact of leadership skills The characteristics of high performance project teams and their leaders 3 Principles of effective leadership Some useful models and theories of leadership explored Types of leadership; choosing how to use leadership power Evaluating personal leadership style; how to develop style flexibility 4 Syndicate case study: Leadership in action Review of the role of leadership in a contemporary project Feedback and plenary discussion: effective project leadership 5 Team exercise: Leadership skills of the project manager Teams compete in performing a project simulation Project review and feedback Discussion of the outcome: role and skills of the project leader 6 Leadership skills for project managers The 3 dimensions of project leadership: inwards, outwards, and upwards The vital role of communication skills and how to develop them Developing a 'project vision': strategic thinking skills Understanding others; emotional intelligence skills Being a visible leader; behavioural and influencing skills Building effective relationships; the importance of trust and respect DAY TWO 7 Leading the project team The role of leadership in developing team performance Understanding individual strengths; recognising team role preferences Managing conflict and promoting positive team dynamics Setting standards, maintaining discipline and rewarding performance Harnessing team potential: building motivation within the team Promoting team learning; the team leader as coach / mentor 8 Leading through the organisation Gaining the support others; developing effective influencing skills Getting empowerment from key stakeholders Knowing when and how to take the initiative and lead Building and maintaining rapport with key partners Becoming an effective team player in leadership teams Becoming a business leader; leading colleagues and co-workers 9 Team exercise: Leadership and negotiation Teams engage in a negotiation exercise Exercise review and feedback Discussion of the outcome: negotiation skills of the project leader 10 Negotiation skills for project leaders Characteristics of effective negotiators Classic problem behaviours and mind-sets to avoid Getting to win-win; building partnership and trust 11 Leading more senior stakeholders The challenges and skills of leading and managing upwards Communicating with more senior stakeholders; building credibility Negotiating upwards: knowing when and how The role of networking skills; building and maintaining rapport Handling disagreements; the art of diplomacy Handling personality and style conflicts with more senior people

SEP (Safety Equipment & Procedures) with one of our partners British Airways, Virgin Atlantic or TUI. Airline Cabin Crew need to be able to act quickly and confidently in all safety and emergency situations. SEP (Safety Equipment & Procedures) with one of our partners British Airways, Virgin Atlantic or TUI  Airline Cabin Crew also known as: Air Hostess, Flight Attendant and Stewardess need to be able to act quickly and confidently in all safety and emergency situations. SEP (Safety Equipment & Procedures) training will ensure all participants have in-depth knowledge of safety and emergency procedures. It will also fully prepare candidates to handle any unforeseen circumstances or emergencies. The professional training of aircrew is a priority for aviation safety. This course is also ideal for those who would like more indepth specific training. If you completed your Cabin Crew studies elsewhere and would like to progress, to refresh your knowledge or get more confidence, you can join our one day certified SEP (Safety Equipment & Procedures) training. Aircraft Doors Aircraft doors operations in both Armed and Disarmed modes in both theory and practical sessions. Evacuation Planned Emergency Passenger Evacuations on the aircraft from a crew seat including door operations and passenger evacuation commands. Fire & Smoke • Theory of Fire • Firefighting equipment with practical handling • Firefighting drills and implementing them • Practical exercises in smoke chambers • Practical exercise with a naked flame Slide Descents/ Slideraft • Instruction and practice of descending A320 & B747 slides • Practical exercises on B747 dry slideraft Survival • Principles of survival • Survival equipment • Option of training survival of dry B747 slideraft Date – 30 April 2024 Time – 10am to 4pm Fees – £150 including certificate Dress Code – would be the best for all female candidates to wear trousers, comfortable shoes so that they can all practice. Confirmation of the course– once registration completed, we will email you joining instructions for the day Location – Bournemouth airport training centre Certificates – provided within 5 working days Please contact info@waterlooacademy.co.uk if you have further enquiries VISIT OUR YOUTUBE CHANNEL HERE

ayurveda and wellbeing. Naturally

Thinking of training with us long term? Drop in to taster acting class to get acquainted with our method and techniques.

This practical, enjoyable day will give you the tools to go and do your job effectively and the opportunity to practise using them in a safe and supportive environment before putting them into practice for real back in the workplace. To inspire, you need to be inspired!Having the right set of skills, tools and techniques helps us to manage in a productive and beneficial way. Above all, the workshop will inspire you with the determination to engage with the people you manage to produce greater levels of achievement. This workshop will enable you to: Understand what the role of the manager is Engage and inspire a team to perform Recognise the range of styles appropriate for different situations and how your communication style impacts Provide clear direction on your team's purpose, role and responsibilities Understand how to create a motivating environment for those who report to you Hold them accountable for delivery Hold performance conversations Review and evaluate your learning and have a plan to take back and implement at work 1 Bringing the role to life Starting the day with sharing your current ideals and approaches using the pre workshop task Understanding what you bring to your role and your objectives for the day 2 The role and responsibilities of a manager: an overview Responsibility and accountability Producing results Managing teams Developing individuals 3 Communication excellence The model of a team communicator What type of communicator are you and what about your team? Practical interactive group exercise 4 Your role as a team leader - shaping how we work using the organisation's values Your role Your team's role Enabling your team to deliver in a changing mindset 5 Engaging and motivating your team Exercise: using a leadership model to explore how you are enabling your team to engage with current change, what's getting in the way and how you will manage this in your organisational context Peer and group task and discussion 6 Addressing motivation at team and individual level in times of change Exercises:Identifying approaches to motivating people at work based on a work based model of motivation: team taskExploring a behavioural model of motivation: team discussion Review in plenary 7 Holding people accountable The work cycle model of team performance: Agree purposeSet objectivesMonitor performanceProvide feedbackCompliance vs. commitment Professional discussion in small groups Exercise: Practising short conversations using peer coaching support 8 Review of learning and action planning Personal review and action planning Group review of learning Evaluation

Adobe After Effects CC is the industry leader in video compositing software, offering an exciting and versatile array of applications for the creation of professional moving image work. On this course you will learn a range of visual effects and animation techniques, working between Photoshop and After Effects to create videos which explore text based motion graphics, character animation, green-screen compositing, 3D landscapes, motion tracking and lots more in-between. Alongside technical exercises the tutor will screen and discuss relevant artists, designers and filmmakers, providing both the technical skills and inspiration to create your own professional motion graphics work, filmic special effects or experimental artists video. Computer experience is required. Week 1 This week we will create a short video that combines text, still image and video layers. Through this exercise you will learn how to: Navigate the workspace on After Effects Set up a project and select a video format Introduce video to the timeline and split layers Change the position and scale of layers Introduce basic text Use selections in Photoshop to create a still image composition Import this composition into After Effects to create a composite video. Week 2 This week we will look at basic animation techniques. Through a series of exercises, you will learn how to: Use Photoshop to great multi-layered elements for animation Import these Photoshop elements into After Effects Work with key-frames and interpolation Add motion blur Duplicate and pre-compose animated elements Create a parallax effect to give the illusion of depth Apply blending modes Work with the puppet tool to create moving joints for an animated character Week 3 This week we will look at converting 2D photographs into a 3D virtual space to provide depth and movement. Through a series of exercises, you will learn how to: Convert a 2D image into a 3D space Set up a multi-layered diorama in Photoshop Import this into After Effects and position the layers within 3D space Create an animated camera move through 3D space Apply depth of field Week 4 This week we will look at working with green-screen compositing to place a live action figure within an animated backdrop. Through a series of exercises, you will learn how to: Work with the Keylight filter Adjust colour balance and tone Composite the figure against an animated background Introduce shadows and highlights Use the green-screen figure to create a silhouette Week 5 This week we will look at applying masks to footage to create cutouts, as well as exploring different applications for effects. Through a series of exercises, you will learn how to: Work with masks Use the Roto-mask tool Apply time re-mapping Work with ‘Particle Playground’ and similar effects Week 6 This week we will look at working with the paint panel to create animated drawings, as well as using motion tracking to attach a text element to a moving point within a video clip. Finally, we will cover how to output your final project, adding sound effects and applying a basic edit. Through a series of exercises, you will learn how to: Create text based motion graphics (kinetic typography) Apply motion tracking to live action footage Render your project Add sound to your video   Courses are subject to minimum enrolment. Please register early, within five days of the start date, to reduce the likelihood of course cancellation. Please read our cancellation policy before booking. Students, anyone over the age of 65, and those in receipt of any form of benefits can claim the concessionary price, offering a 10% discount on the full course price. Valid proof of eligibility must be produced on the first day of the course. Please use the code CONCESSION when prompted at checkout.

This intensive one-day IACCM-approved programme helps participants develop the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments. By the end of the programme participants will be able to: Understand the basic concepts of negotiation and how it adds value to the organisation Recognise the stages of negotiation and the skills required at each stage Make use of tried-and-tested negotiation planning tools Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes Set negotiation objectives Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements 1 Welcome Introductions Aims and objectives Plan for the day 2 Why negotiate? Understanding the negotiation context Negotiating with suppliers Negotiating with stakeholders 3 Understanding the process The phases of negotiation and what to do in each phase Before During After 4 Planning Appreciating the importance of planning Different approaches Identifying the key variables Setting objectives for each of them Practical negotiation planning exercise 5 Doing The key skills required, Communication Numeracy empathy Applying these skills in a role play: practical exercise 6 Close Review of key learning points Personal action planning