3343 Courses

Are your sales people too stressed, running on adrenalin, perhaps driving towards burnout, struggling to reach targets? Wouldn't you rather they delivered consistently good performance, sustainable over longer periods of time, with less stress (for both them and you)? This uniquely empowering workshop will help your team develop naturally high levels of focus, energy and motivation. They will attain a sense of grounded euphoria, giving them a very distinct and ethical edge in selling. A one-day programme, it gives salespeople an introduction to the 'Natural Superheroes' concepts and resources, tools and techniques, to help them improve their sales performance - realising greater sales potential, developing deeper and more profitable client relationships, winning more business. Through this experience, sales teams gain: Information about profiling clients to instantly understand more about their deepest drives and true needs so they can be genuinely met and, where possible, exceeded Insights into deep, honest and very 'real' reasons for sales procrastination - participants are given specific workable strategies they can easily apply to overcome sales resistance, by tapping their natural motivational styles An understanding of communicating at the very highest levels with different people so they truly understand your sales message and have a significantly more positive sales experience A realisation of their very specific natural sales talents as individuals and as a team A deeper level of experience and understanding of what specifically drives their own behaviour and the behaviour of their clients - these unique insights explain not only how but exactly why people behave the way they do An experience of what it takes to be unshakeable under pressure and manage the sales processes and relationships to a positive outcome for all Brand-new insights into working with and handling difficult people across all levels of authority An understanding of the pitfalls and the psychological traps we set ourselves which cause unnecessary stress, anxiety and frustration on a daily basis and, in turn, limit our sales performance Access to very simple and practical tools that massively increase self-awareness, engender accountability and responsibility and develop emotional sales mastery 1 Introducing 'Natural Superheroes' for sales What is a 'Natural Superhero'? Defining emotional intelligence in the context of sales and why it is so important Knowing yourself - why most people don't know themselves at all and how we can understand exactly what drives our behaviour for the purpose of improving sales performance specifically Knowing exactly why others, and specifically clients and team members, behave the way they do - understanding the real motives behind people's good and bad behaviour in a sales meeting Simple steps to freeing yourself of any anxiety, pressure and false sense of limitation when selling Being yourself in sales - why this is not as easy as it sounds but how you can make it effortless How to take control of achieving the sales performance you really need and want for yourself and others Strategies that raise your self-awareness, increase an authentic and sustainable sense of self-confidence, in difficult situations and in moments of crisis 2 Understanding yourself, your team members and your customers - using the Enneagram Introducing the Enneagram and why it is so valuable to sales people and their clients Exploring the 9 types of motivational drives and why people have different reasons for buying from you Core types and wings - understanding the influence of other motivations either side of the core Enneagram type How to confirm the profile of your client - using celebrities from the world of politics, cinema, sports - we explore how to identify each type - what are their core drives, why have they arisen and how can we use these insights to help you in improving your sales performance The 3 levels of behaviour within your personal profile and that of your clients Lookalike Enneagram types - mistaken identities - how to avoid these traps when profiling your clients and your team How to communicate effectively in a sales environment with each of the different Enneagram types - communication strategies for positive impact on morale, performance and, ultimately, sales results How to interpret and make use of the results of your online personal profile - participants complete an online profile before the event and have the opportunity to analyse their results with a view to improving their sales performance How sales teams sabotage their own performance and that of other people within the team - and how to stop it Uncovering your particular edge in a sales role - what unconsciously trips you up as a sales person? How the Enneagram helps us in sustaining a truly great sales performance over time 3 Why positive thinking alone doesn't work in sales Why 'PMA' does not stand for positive mental attitude when selling - learn its alternative meaning that can serve you even more effectively in a sales role 3 steps and exercises that naturally increase PMA The value of making unconscious thinking conscious and how to do this without any pain or discomfort in a sales meeting Why each Enneagram type has a different experience of PMA in terms of their outward behaviour and how to know when you are maximising your sales performance 4 Measuring success How to measure the development of your individual profile as a sales person Development planning and review Into the future - how to continue your Natural Superhero development

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

P402 Surveying and sampling strategies for asbestos in buildings is the industry standard qualification for asbestos surveyors. In addition to holding the qualification, asbestos surveyors are required to undertake and provide evidence of annual refresher training. Previously, BOHS provided two Refresher courses for this purpose: P402RM (Management) and P402RRD (Refurbishment and Demolition). This new course, RP402 Refresher - Surveying and Sampling Strategies for Asbestos in Buildings, replaces P402RM and P402RRD. RP402 Refresher enables candidates to revise and update their knowledge on all types of asbestos surveys, and to receive a certificate of course completion by passing a written examination, which covers both the theory and practice of surveying for asbestos in buildings.

Understand the biases we all have and the impact they can have in the workplace. Look at how to minimise their impact on others and the organisation. Course overview Duration: 1 day (6.5 hours) The purpose of this course is to help individuals understand and recognise their own unconscious biases, and to provide strategies on how to minimise the impact of those biases in the workplace. The course will provide an overview of what unconscious bias is, its prevalence and impact, and ways to mitigate its effects. Objectives By the end of the course you will be able to: Define unconscious bias and recognise different types of bias Understand how unconscious bias affects decision-making and behaviours in the workplace Identify their own unconscious biases Understand the impact of unconscious bias on individual and team performance Apply strategies to mitigate the effects of unconscious bias in the workplace Content Module 1: Introduction to Unconscious Bias Definition of unconscious bias History and prevalence of unconscious bias Different types of unconscious bias (e.g. affinity bias, confirmation bias) Module 2: Understanding the Impact of Unconscious Bias How unconscious bias affects decision-making and behaviours in the workplace Examples of unconscious bias in the workplace Impact of unconscious bias on individual and team performance Module 3: Recognising Your Own Unconscious Biases Identifying personal biases Tools to recognise and minimise unconscious biases Module 4: Mitigating the Impact of Unconscious Bias in the Workplace Best practices for reducing unconscious bias in the workplace Strategies for managerial and executive leadership to combat unconscious bias Tips for creating a culture of inclusion and diversity

Develop the commercial awareness, financial knowledge and strategic thinking capabilities, to influence the direction of the business Course overview Duration: 2 days (13 hours) This course is aimed at managers who want to develop their commercial awareness, financial knowledge and strategic thinking capabilities, so that they can influence the direction of their business and deliver to their full potential. Day one of the course provides the skills and insights to make sense of your company’s financial position and performance. Day two helps delegates to consider the strategic thinking tools required to plot the forward course needed to maximise the potential of the business. As well as looking at how to make effective business decisions, this course gives a good grounding in finance and profitability. As a two day programme, day one provides the skills and insights to make sense of the company’s financial position and performance. Day two then considers the strategic thinking tools needed to plot the forward course needed to maximise the potential of the business. Objectives By the end of the course you will be able to: An understanding of the balance sheet, profit and loss account, cash flow and statutory and management accounts Learnt to correctly employment key financial ratios to analyse your business A practical definition of strategy analysis tools to examine the current environment and capabilities Steps to devise a mission and vision statement Recognition of the skills and resources needed to achieve the vision Generation of appropriate strategic and tactical commercial objectives Content What is Strategy Defining Strategy Strategic thinking Strategic models Commercial thinking – what is money? Where are we now STEEPLE analysis SWOT Analysis P&E forces at work Political distortions in capitalist markets Where are we trying to get to Setting the mission and vision Creating a BHAG Strategies for deflation and inflation The role of banks Commercial and investment banking Fractional reserving Securitisation How to get there Skill gap analysis Business Process Re engineering The role of creativity How to get there Getting the team on board Individual and team motivation The power of the brand Overcoming challenges Debt and deleveraging Change management Creating value Discounted Cash Flows Building the business case Asset Valuation techniques Making it happen Turning Strategic Thinking into Strategic Plans Scenario planning for an uncertain future Creating commitments and lock in Discussion and review Time will be set aside during the course for review sessions with time for questions, answers and action learning.

If you want to keep up with the latest trends in business and project management, IIL's International Project Management Day is the must-attend event of the year! Approaching its 19th Anniversary, IPM Day gathers thought leaders, industry experts, and business professionals worldwide for a rich and immersive learning experience. You will gain new knowledge, skills, and best practices to navigate complex projects and adapt to change in a dynamic business landscape. Embrace the need for change and adaptability. By embracing new ideas, perspectives, and approaches we open ourselves up to endless possibilities for growth and improvement. Empower yourself and your teams by providing them with the necessary tools, resources, and support to drive meaningful and sustainable transformation. Evolve and harness the power hidden behind the uncertainty of our current world. Together we can build a brighter, more efficient, and sustainable tomorrow. Use code FINDCOURSES to receive $12 off this event! Up to 26 PDUS Keynotes The Key to Project Management Leadership Success: Engaging Your Team Members The Missing Piece in Leadership Styles & Practices AI in Project Management & Business: Panel Discussion Presentations Embracing Hybrid Ways of Working Project Management 4.0, PMO Mindset, and Project Manager Power Skills Maximizing Team Performance: The Intersection of Brain Chemistry and Team Building Becoming the Warrior: Strategies for Achieving Goals Arrows in Your Project Management Quiver Excel Tips & Tricks You Probably Haven't Seen Before Unleashing the Potential of a Distributed Workforce From Risks to Requirements - An Approach to Project Initiation Practical Implications of Artificial Intelligence to the Project Management Community Smart City Lab - Project Perspective Inclusive Leadership: Building Great Companies on Purpose Self-Paced Courses Kanban: A Beginner's Guide to Getting Started Understanding Lean Fundamentals

Overview This 1 day course focus on comprehensive review of the current state of the art in quantifying and pricing counterparty credit risk. Learn how to calculate each xVA through real-world, practical examples Understand essential metrics such as Expected Exposure (EE), Potential Future Exposure (PFE), and Expected Positive Exposure (EPE) Explore the ISDA Master Agreement, Credit Support Annexes (CSAs), and collateral management. Gain insights into hedging strategies for CVA. Gain a comprehensive understanding of other valuation adjustments such as Funding Valuation Adjustment (FVA), Capital Valuation Adjustment (KVA), and Margin Valuation Adjustment (MVA). Who the course is for Derivatives traders, structurers and salespeople xVA desks Treasury Regulatory capital and reporting Risk managers (market and credit) IT, product control and legal Quantitative researchers Portfolio managers Operations / Collateral management Consultants, software providers and other third parties Course Content To learn more about the day by day course content please click here To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

In this comprehensive blog post, we explore Driscoll's model of reflection, a powerful tool for enhancing personal and professional development. Learn about the three simple yet profound questions at the heart of the model, its benefits, and why Driscoll's model of reflection is good for anyone looking to improve their reflective practice.

Men’s Group: Managing Stress and Building Resilience Join us for a short workshop focused on practical strategies for managing stress and building resilience, both in the workplace and in daily life. This session provides a supportive space for men to openly discuss the pressures of work, family, and personal expectations. Together, we’ll explore techniques for reducing stress, setting boundaries, and cultivating habits that foster long-term resilience. Leave with actionable insights to improve well-being, sharpen focus, and navigate life’s challenges with greater confidence and balance. GDPR Statement: Please note that I, Lisa Winn, will be handling bookings for all sessions. To facilitate this event, the names of attendees will be shared with the Biogen HR department. No additional information shared during the sessions will be disclosed, ensuring full confidentiality.

Course Duration: Half-day or full-day program (with virtual delivery options) Target Audience: HR professionals, leaders, managers, and wellbeing champions who are responsible for creating and maintaining mental health support systems and promoting work-life balance within their organisations. Course Objectives By the end of this course, participants will be able to: Understand the importance of mental health and wellbeing in the workplace. Learn strategies for creating a workplace culture that supports mental health and resilience. Develop practical tools to prevent burnout and promote work-life balance. Identify systems and resources to help employees maintain mental health and manage stress. Design and implement a workplace wellbeing plan that fosters employee engagement and productivity. Course Outline Module 1: The Importance of Workplace Wellbeing What is workplace wellbeing? Understanding mental health, emotional wellbeing, and work-life balance The link between employee wellbeing and organisational performance Statistics and trends: The rising importance of mental health in the workplace The business case for prioritising mental health: reducing absenteeism, turnover, and improving productivity Legal and ethical considerations in workplace mental health Module 2: Mental Health in the Workplace Recognising the signs of mental health challenges (e.g., anxiety, depression, stress) The impact of workplace culture on employee mental health Stress and burnout: Causes, symptoms, and prevention strategies The role of leadership in promoting mental health and supporting employees Confidentiality and stigma: Overcoming barriers to mental health support Module 3: Creating a Culture of Wellbeing Building a supportive and inclusive workplace culture that prioritises mental health Encouraging open dialogue: How to talk about mental health and reduce stigma The role of leadership in modelling and promoting wellbeing practices Policies and practices to promote work-life balance (e.g., flexible working, remote work options) The importance of employee engagement in fostering a culture of wellbeing Module 4: Systems and Resources for Mental Health Support Developing an Employee Assistance Program (EAP) and other mental health resources Peer support networks and mental health champions within the workplace Mental health first aid training: How to support colleagues in need Creating accessible resources for employees to manage their mental health (e.g., online tools, workshops, apps) Integrating wellbeing initiatives into existing HR systems: policies, performance management, and professional development Module 5: Strategies for Managing Stress and Preventing Burnout Stress management techniques for individuals and teams Time management, task prioritisation, and setting boundaries to reduce stress Mindfulness and relaxation exercises to combat workplace stress Encouraging regular breaks, physical activity, and healthy work habits Building resilience: Developing coping strategies for challenging situations Preventing burnout: Identifying early warning signs and taking proactive measures Module 6: Promoting Work-Life Balance Defining work-life balance in today’s connected world Strategies for setting boundaries between work and personal life Managing expectations: How to avoid overworking and reduce the pressure to be "always on" The importance of taking breaks, vacations, and "disconnecting" from work Flexible working arrangements and how they contribute to balance Supporting parents, carers, and individuals with other life commitments Module 7: Implementing a Workplace Wellbeing Plan Conducting a wellbeing audit: Understanding current practices and identifying gaps Designing a comprehensive wellbeing program: Key components and best practices Measuring the success of wellbeing initiatives: Metrics, feedback, and employee engagement Aligning wellbeing efforts with organisational goals and values Action planning: Creating a roadmap for rolling out workplace wellbeing initiatives Communicating wellbeing resources and encouraging employee participation Module 8: Sustaining Wellbeing in the Workplace Embedding mental health and wellbeing into the organisation’s long-term strategy Continuous improvement: Monitoring and refining wellbeing programs Engaging employees in ongoing wellbeing activities (e.g., wellness challenges, workshops, wellness days) Training leaders and managers to foster ongoing mental health support Celebrating successes and recognising the importance of mental health in organisational culture Delivery Style Interactive, with a blend of group discussions, case studies, and role-playing activities Practical exercises for creating wellbeing strategies and action plans Relaxation techniques and mindfulness exercises incorporated into the sessions Tools and templates for creating mental health initiatives in the workplace Employee engagement surveys and feedback collection techniques to measure program effectiveness Course Materials Provided Workplace Wellbeing Framework and Best Practice Guidelines Wellbeing Plan Template and Action Plan for Implementation Stress Management and Resilience Toolkit Resources for Managers: Creating Mental Health-Supportive Teams Mental Health First Aid Checklist and Employee Assistance Program Resources Resource list: Apps, books, and online resources for mental health in the workplace Optional Add-ons Follow-up sessions for managers and leaders on maintaining a mental health-friendly work environment E-learning modules on specific aspects of wellbeing (e.g., stress management, mental health first aid) One-on-one wellbeing consultations or coaching for employees Employee wellbeing workshops (e.g., mindfulness, physical wellness, nutrition)