382 Courses in Cardiff delivered Live Online

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Do you avoid difficult conversations? "When you avoid them you trade short term discomfort for long-term dysfunction." Is it worth it? Join our session to learn how to tackle difficult conversations

THIS LIVE PRESENTATION is suitable for parents and carers of individuals affected by neurodiversity aswell as practitioners providing services for people with autism and associated conditions and gives you a comprehensive opportunity to learn about Autism and associated conditions like you will have never experienced before. Providing you the knowledge and from a unique perspective, this course will assist you to support neurodiverse loved ones, individuals and families. This live presentation includes ADHD, PDA and neurodiversity and the Sensory world uniquely brought to you by autistic trainers. Learn more about sensory dysfunction, autism and anxiety and Masking!. Join us to learn more about Autism, and how to communicate more effectively with individuals on the autistic spectrum! This presentation also covers ‘Challenging Behaviour’ and how to implement Positive Behaviour Support Plans and EXPLAINS why communication, sensory, rigid thinking and social interaction differences lead to CHALLENGING BEHAVIOUR and offers advice and strategies about how to support individuals with differences. Training sessions include question and answer time to offer practitioners and families to gain solutions to relevant challenges/experiences. Autizma are committed to improving lives and enhancing service provision and we look forward to meeting with you soon! Please don’t worry if you can’t attend registration gives you access to the Live Recording, a Certificate and post training resources.

This live virtual presentation gives you a comprehensive opportunity to learn about Autism and associated conditions like you will have never experienced before. Providing you the knowledge from a unique perspective, this course will assist you to support neurodiverse loved ones, and individuals.

This course is designed to enhance the speaking and conversational skills of adult learners in English. Through a combination of interactive activities, discussions, and real-life scenarios, participants will develop the confidence and fluency needed to engage in various social and professional situations. Emphasis will be placed on improving pronunciation, expanding vocabulary, and refining grammar structures to communicate effectively in English.  Course Duration: 10 weeks (20 sessions) Course Objectives: By the end of this course, participants will: 1. Improve their overall speaking fluency and accuracy in English. 2. Enhance their listening skills to understand and respond appropriately in conversations. 3. Expand their vocabulary and idiomatic expressions for effective communication. 4. Develop confidence in speaking English in social and professional settings. 5. Gain a deeper understanding of cultural nuances and non-verbal communication in English-speaking countries. Course Outline: Week 1: Introduction to Conversational English - Icebreaker activities to get to know each other - Assessing participants' current speaking level - Setting personal goals for the course Week 2: Pronunciation and Intonation - Identifying common pronunciation challenges - Practicing correct stress and intonation patterns - Role-playing exercises for clear communication Week 3: Everyday Conversations - Engaging in small talk and greetings - Discussing personal interests and hobbies - Describing daily routines and activities Week 4: Travel and Tourism - Asking for directions and recommendations - Role-playing scenarios at airports, hotels, and tourist attractions - Vocabulary related to travel and cultural experiences Week 5: Socialising and Networking - Discussing personal and professional backgrounds - Participating in group discussions and debates - Practicing active listening and turn-taking in conversations Week 6: Business Communication - Presenting ideas and opinions in a professional setting - Negotiating and persuading effectively - Writing and delivering effective elevator pitches Week 7: Job Interviews and Resume Building - Preparing for job interviews in English - Practicing common interview questions and answers - Crafting a compelling resume and cover letter Week 8: Public Speaking and Presentation Skills - Overcoming public speaking anxiety - Structuring and delivering engaging presentations - Using visual aids and body language effectively Week 9: Cultural Awareness and Non-verbal Communication - Understanding cultural differences in communication - Interpreting body language and gestures - Role-playing cross-cultural scenarios Week 10: Real-life Simulations - Applying all learned skills in real-life scenarios - Group discussions and feedback sessions - Reviewing progress and setting future language goals Note: This syllabus is a guideline and can be customised based on the specific needs and preferences of the participants. You can opt in and out of different modules. 

This course aims to assist adult learners in improving their pronunciation skills and reducing their accents to enhance their overall communication in English. Through a variety of exercises and activities, participants will focus on specific sounds, stress patterns, intonation, and rhythm to develop clearer and more fluent speech. Course Duration: 10 weeks (20 sessions) Course Objectives: By the end of this course, participants will: 1. Identify and produce accurate sounds, stress patterns, and intonation in English. 2. Develop awareness of their own pronunciation challenges and strategies for improvement. 3. Reduce their native accent to improve overall intelligibility. 4. Enhance their listening skills and ability to distinguish between different sounds. 5. Increase their confidence in spoken English communication. Course Outline: Week 1: Introduction to Pronunciation and Accent Reduction - Assessing participants' pronunciation strengths and areas for improvement - Understanding the importance of pronunciation in effective communication - Introduction to key concepts: sounds, stress, intonation, and rhythm Week 2: Vowel Sounds - Identifying and producing English vowel sounds - Practice exercises and drills for accurate vowel pronunciation - Common pronunciation challenges and strategies for improvement Week 3: Consonant Sounds - Identifying and producing English consonant sounds - Focus on challenging consonant sounds and their correct articulation - Practice exercises and drills for accurate consonant pronunciation Week 4: Word Stress and Sentence Stress - Understanding the concept of stress and its role in English pronunciation - Practice exercises for placing stress on the correct syllables in words and sentences - Intonation patterns in different sentence types Week 5: Rhythm and Linking - Developing a sense of rhythm in English speech - Practice exercises for linking words together and maintaining flow - Awareness of connected speech phenomena Week 6: Intonation Patterns - Recognizing and producing different intonation patterns in English - Practice exercises for conveying meaning through intonation - Intonation in questions, statements, and emotions Week 7: Pronunciation of Commonly Mispronounced Words - Identification and correction of commonly mispronounced words - Practice exercises for improving pronunciation of specific words - Strategies for self-correction and continued improvement Week 8: Accent Reduction Techniques - Understanding the impact of native accents on English pronunciation - Techniques for reducing native accents and improving intelligibility - Practice exercises for adopting a more neutral accent Week 9: Listening Skills and Discrimination - Enhancing listening skills to better distinguish between sounds - Practice exercises for recognising and discriminating between similar sounds - Developing an ear for correct pronunciation through listening activities Week 10: Review and Fluency Practice - Reviewing course content and addressing individual needs - Fluency practice exercises and activities - Final evaluation and feedback session Note: This syllabus is a guideline and can be customised based on the specific needs and preferences of the participants. You can opt in and out of different modules. 

This dynamic programme empowers attendees to enhance their emotional intelligence, forge meaningful connections in every interaction, engage in impactful coaching conversations, and cultivate resilience and psychological safety. Through interactive workshops, compelling discussions, and practical exercises, participants will acquire skills and insights necessary to foster a space for collaboration helping shape an environment of trust and openness in their professional and personal spaces

Award-winning, highly cost effective, certified leadership & management training for your organisation Online and face to face learning for cohorts of between 50- 100,000 users. Available Globally. World-leading content mapped to your vision, organisational objective and your competency framework. Full reporting transparency and engagement tracking. Capability uplift at scale, in the most cost effective, impactful way possible Beneficial for GMC or JCI compliance Give your workforce access to world-leading MIT Sloan Management Review content. Stunning, award-winning learning platform available on all devices.  Overview Attract, retain and inspire the best national and global talent with training that will make your hospital thrive It’s essential your investment is ulitised and has the desired impact. Our content is relatable and relevant so encourages active usage and engagement. We are invested in making sure you get a great return on your investment each day. Our programmes are: Focused on your organisation’s strategic objectives and competency framework. We help you tackle pressing issues Made for you. Our platform can intigrate with your learning management system (LMS) Cost-effective. Develop teams, departments and organisation wide with our innovative platform Prestigious. Give your workforce access to world-leading MIT Sloan Management Review and Mayo Clinic content Recognised by the Chartered Management Institute (CMI) & fully CPD certified Flexible. On-demand learning via our platform and app. Keep the workforce learning on the go. No study leave required Global. Made by NHS doctors and used by healthcare professionals worldwide Hybrid. Face to face group sessions delivered by clinical and leadership experts, supported by our technology Organised. Upload your own specific training material to our platform to save time and resourses Trusted and Accredited. We have the only management and leadership courses in the world accredited by: World leading content supported by cutting edge technology. Made for healthcare professionals.  Course Content Content to inspire your workforce What is the role of leader? Building and Leading Successful teams CPDwatch Building and Leading Successful teams Building and Leading Successful teams Leading with Values and Ethics CPDwatch Leading with Values and Ethics Leading with Values and Ethics watch Leadership Insights on Leading with Executive Presence Leadership Insights on Leading with Executive Presence watch Leadership Insights on Building & Leading Teams Leadership Insights on Building & Leading Teams watch Leadership Toolkit: Facilitating a Workshop Leadership Toolkit: Facilitating a Workshop watch Leadership Toolkit: Facilitating a Brainstorming Session Leadership Toolkit: Facilitating a Brainstorming Session watch Leadership Toolkit: Running a Team Debrief Leadership Toolkit: Running a Team Debrief watch The Characteristics of an Accountable Leader The Characteristics of an Accountable Leader Leading through Shared Vision CPDwatch Leading through Shared Vision Leading through Shared Vision watch Evaluating Your Management Style Evaluating Your Management Style watch The Adaptive Leader: Be an Iceberg The Adaptive Leader: Be an Iceberg The Collaborative Leader CPDwatch The Collaborative Leader The Collaborative Leader Leading through Problem Solving and Decision Making CPDwatch Leading through Problem Solving and Decision Making Leading through Problem Solving and Decision Making watch Leadership Insights on Leading Diversity Leadership Insights on Leading Diversity watch Leadership Insights on Judgment and Decisiveness Leadership Insights on Judgment and Decisiveness Leading with Judgment and Decisiveness CPDwatch Leading with Judgment and Decisiveness Leading with Judgment and Decisiveness Accountable Leadership CPDwatch Accountable Leadership Accountable Leadership watch Leadership Insights on Being Accountable Leadership Insights on Being Accountable watch Expert Insights on Networking & Building Relationships Expert Insights on Networking & Building Relationships watch Building Your Professional Network Building Your Professional Network watch Leadership Insights on Networking with your Peers Leadership Insights on Networking with your Peers watch Networking to Improve Leadership Effectiveness Networking to Improve Leadership Effectiveness watch Empowering Employees Empowering Employees read MIT Sloan Management Review on New Leader Transitions MIT Sloan Management Review on New Leader Transitions read All the Leader You Can Be: The Science of Achieving Extraordinary Executive Presence All the Leader You Can Be: The Science of Achieving Extraordinary Executive Presence read MIT Sloan Management Review on The Adaptive Leader MIT Sloan Management Review on The Adaptive Leader read MIT Sloan Management Review Article on Looking for Opportunity in the Midst of Crisis MIT Sloan Management Review Article on Looking for Opportunity in the Midst of Crisis read Executive Presence: The Art of Commanding Respect like a CEO, Second Edition Executive Presence: The Art of Commanding Respect like a CEO, Second Edition read MIT Sloan Management Review on Leader as Motivator MIT Sloan Management Review on Leader as Motivator listen The Accountable Leader: Developing Effective Leadership Through Managerial Accountability The Accountable Leader: Developing Effective Leadership Through Managerial Accountability listen From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership listen Strategic Connections: The New Face of Networking in a Collaborative World Strategic Connections: The New Face of Networking in a Collaborative World listen The Courage Way: Leading and Living with Integrity The Courage Way: Leading and Living with Integrity listen Executive Presence: The Art of Commanding Respect Like a CEO Executive Presence: The Art of Commanding Respect Like a CEO The importance of skillful communication Leading across Cultures CPDwatch Leading across Cultures Leading across Cultures watch Leadership Insights on Setting and Managing Priorities Leadership Insights on Setting and Managing Priorities watch Expert Insights on Collaboration Expert Insights on Collaboration Becoming a Successful Collaborator CPDwatch Becoming a Successful Collaborator Becoming a Successful Collaborator Leading with Judgment and Decisiveness CPDwatch Leading with Judgment and Decisiveness Leading with Judgment and Decisiveness watch Managing Conflict across Cultures Managing Conflict across Cultures watch Managing Conflict in High Performance Teams Managing Conflict in High Performance Teams watch Leadership Insights on Conflict Management Leadership Insights on Conflict Management The Collaborative Leader CPDwatch The Collaborative Leader The Collaborative Leader watch Leadership Insights on Leading Across Cultures Leadership Insights on Leading Across Cultures Leading Diversity CPDwatch Leading Diversity Leading Diversity Encouraging Team Communication and Collaboration CPDwatch Encouraging Team Communication and Collaboration Encouraging Team Communication and Collaboration Navigating Challenging Situations with Diplomacy and Tact CPDwatch Navigating Challenging Situations with Diplomacy and Tact Navigating Challenging Situations with Diplomacy and Tact Facing Virtual Team Challenges CPDwatch Facing Virtual Team Challenges Facing Virtual Team Challenges watch Leadership Insights on Problem Solving & Decision Making Leadership Insights on Problem Solving & Decision Making watch Leadership Insights on Leading through Disruption Leadership Insights on Leading through Disruption watch Leadership Insights on Leading through Motivation Leadership Insights on Leading through Motivation Leading Others through Conflict CPDwatch Leading Others through Conflict Leading Others through Conflict Cultivating Cross-functional Team Collaboration CPDwatch Cultivating Cross-functional Team Collaboration Cultivating Cross-functional Team Collaboration watch Running a Team Debrief Running a Team Debrief watch Leaders Have to Be Human Leaders Have to Be Human watch Collaborating Beyond the Team Collaborating Beyond the Team watch How the Power of Listening Can Reveal Your Team's Motivating Tensions How the Power of Listening Can Reveal Your Team's Motivating Tensions read Successful Time Management: How to be Organized, Productive and Get Things Done Successful Time Management: How to be Organized, Productive and Get Things Done read Managing Conflict at Work: Understanding and Resolving Conflict for Productive Working Relationships Managing Conflict at Work: Understanding and Resolving Conflict for Productive Working Relationships read Conflict Management Conflict Management read Committed Teams: Three Steps to Inspiring Passion and Performance Committed Teams: Three Steps to Inspiring Passion and Performance read Building the Team Organisation: How to Open Minds, Resolve Conflict, and Ensure Cooperation Building the Team Organisation: How to Open Minds, Resolve Conflict, and Ensure Cooperation read MIT Sloan Management Review on Problem Solving and Decision Making MIT Sloan Management Review on Problem Solving and Decision Making read Communicate Like a Leader: Connecting Strategically to Coach, Inspire, and Get Things Done Communicate Like a Leader: Connecting Strategically to Coach, Inspire, and Get Things Done read MIT Sloan Management Review on Negotiation MIT Sloan Management Review on Negotiation read 5 Critical Conversations to Talent Development: Tips, Tools & Intelligence for Developing Talent 5 Critical Conversations to Talent Development: Tips, Tools & Intelligence for Developing Talent read MIT Sloan Management Review on Developing People MIT Sloan Management Review on Developing People read MIT Sloan Management Review on Cross-Functional Collaboration MIT Sloan Management Review on Cross-Functional Collaboration listen Opening Doors to Teamwork and Collaboration: 4 Keys That Change Everything Opening Doors to Teamwork and Collaboration: 4 Keys That Change Everything How to create and lead change Contributing as a Virtual Team Member CPDwatch Contributing as a Virtual Team Member Contributing as a Virtual Team Member Leading Innovation CPDwatch Leading Innovation Leading Innovation Leading with Strategic Thinking CPDwatch Leading with Strategic Thinking Leading with Strategic Thinking watch Leadership Insights on Strategic Thinking Leadership Insights on Strategic Thinking Building and Leading Successful Teams CPDwatch Building and Leading Successful Teams Building and Leading Successful Teams watch Leadership Insights on Building & Leading Teams Leadership Insights on Building & Leading Teams Creating a Successful Business Execution Culture CPDwatch Creating a Successful Business Execution Culture Creating a Successful Business Execution Culture watch How to Build Trust in a Team How to Build Trust in a Team watch Leadership Insights on Leading Innovation Leadership Insights on Leading Innovation watch Leadership Insights on Leading a Culture of Execution Leadership Insights on Leading a Culture of Execution watch Leadership Insights on Leading through Change Leadership Insights on Leading through Change Leading through the Challenge of Change CPDwatch Leading through the Challenge of Change Leading through the Challenge of Change watch Leadership Insights on Leading Collaboratively Leadership Insights on Leading Collaboratively Facilitating Sustainable Change CPDwatch Facilitating Sustainable Change Facilitating Sustainable Change watch Disruptive Leadership Disruptive Leadership read Learning to Think Strategically Learning to Think Strategically read Leading with Strategic Thinking: Four Ways Effective Leaders Gain Insight, Drive Change, and Get Results Leading with Strategic Thinking: Four Ways Effective Leaders Gain Insight, Drive Change, and Get Results read Demystifying Strategic Thinking: Lessons from Leading CEOs Demystifying Strategic Thinking: Lessons from Leading CEOs read MIT Sloan Management Review on Building and Leading Teams MIT Sloan Management Review on Building and Leading Teams read Virtual Leadership: Practical Strategies for Getting the Best Out of Virtual Work and Virtual Teams Virtual Leadership: Practical Strategies for Getting the Best Out of Virtual Work and Virtual Teams read Managing and Leading People through Organizational Change: The Theory and Practice of Sustaining Change through People Managing and Leading People through Organizational Change: The Theory and Practice of Sustaining Change through People read The Effective Change Manager's Handbook: Essential Guidance to the Change Management Body of Knowledge The Effective Change Manager's Handbook: Essential Guidance to the Change Management Body of Knowledge read Choosing to Change: An Alternative Understanding of Change Management Choosing to Change: An Alternative Understanding of Change Management Why leaders should possess emotional intelligence Leading by Developing People CPDwatch Leading by Developing People Leading by Developing People watch Leadership Insights on Critical Thinking Leadership Insights on Critical Thinking watch Knowing When to Think Critically Knowing When to Think Critically Developing Your Critical Thinking and Cognitive Flexibility CPDwatch Developing Your Critical Thinking and Cognitive Flexibility Developing Your Critical Thinking and Cognitive Flexibility Leading through Setting and Managing Priorities CPDwatch Leading through Setting and Managing Priorities Leading through Setting and Managing Priorities watch Managing Priorities Managing Priorities watch Leadership Insights on Leading with Values & Ethics Leadership Insights on Leading with Values & Ethics The Collaborative Leader CPDwatch The Collaborative Leader The Collaborative Leader The Agile Leader CPDwatch The Agile Leader The Agile Leader watch Disruptive Leadership Disruptive Leadership Make The Time You Need: Get Organised CPDwatch Make The Time You Need: Get Organised Make The Time You Need: Get Organised watch Leadership Insights on Emotional Intelligence Leadership Insights on Emotional Intelligence Becoming an Emotionally Intelligent Leader CPDwatch Becoming an Emotionally Intelligent Leader Becoming an Emotionally Intelligent Leader Managing in a Crisis CPDwatch Managing in a Crisis Managing in a Crisis watch Planning Crisis Communications Planning Crisis Communications watch Crisis Management for Leaders Crisis Management for Leaders watch Take a Deep Breath and Manage Your Stress Take a Deep Breath and Manage Your Stress watch Being a Mindful Leader Being a Mindful Leader watch Overcome Emotional Feelings Overcome Emotional Feelings Managing Pressure and Stress to Optimise Your Performance CPDwatch Managing Pressure and Stress to Optimise Your Performance Managing Pressure and Stress to Optimise Your Performance watch Expert Insights on Managing Stress Expert Insights on Managing Stress watch Emotional Intelligence and Effective Leadership Emotional Intelligence and Effective Leadership watch Helping Your Team Work Helping Your Team Work watch Fair and Just Decision Making Fair and Just Decision Making read MIT Sloan Management Review on Setting and Managing Priorities MIT Sloan Management Review on Setting and Managing Priorities read Advances in Authentic and Ethical Leadership Advances in Authentic and Ethical Leadership read Resilient Organisations: How to Survive, Thrive and Create Opportunities Through Crisis and Change Resilient Organisations: How to Survive, Thrive and Create Opportunities Through Crisis and Change read 50 Activities For Managing Stress 50 Activities For Managing Stress read Emotional Intelligence Pocketbook: Little Exercises for an Intuitive Life Emotional Intelligence Pocketbook: Little Exercises for an Intuitive Life read Mindful Leadership: The 9 Ways to Self-Awareness, Transforming Yourself, and Inspiring Others Mindful Leadership: The 9 Ways to Self-Awareness, Transforming Yourself, and Inspiring Others The significance of coaching in your career Developing Successful Coaching Relationships CPDwatch Developing Successful Coaching Relationships Developing Successful Coaching Relationships watch Working on Shared Goals through Teaming Working on Shared Goals through Teaming watch Initiating a Coaching Relationship Initiating a Coaching Relationship watch Coaches Build Self-Confidence Coaches Build Self-Confidence watch Be a Better Coach Be a Better Coach watch Coaching Team Members Coaching Team Members Leading by Developing People CPDwatch Leading by Developing People Leading by Developing People watch Delivering Results While Developing People Delivering Results While Developing People watch How to Increase Engagement How to Increase Engagement watch Leadership Insights on Coaching Leadership Insights on Coaching watch Leadership Insights on Developing Women Leaders Leadership Insights on Developing Women Leaders watch Leadership Insights on Leading Collaboratively Leadership Insights on Leading Collaboratively watch Creating a Vision Creating a Vision watch Becoming A More Effective Delegator Becoming A More Effective Delegator read MIT Sloan Management Review on Leader as Coach Special Collection MIT Sloan Management Review on Leader as Coach Special Collection read Anytime Coaching: Unleashing Employee Performance, Second Edition Anytime Coaching: Unleashing Employee Performance, Second Edition read Coaching and Mentoring: Practical Techniques for Developing Learning and Performance, Third Edition Coaching and Mentoring: Practical Techniques for Developing Learning and Performance, Third Edition read The Extraordinary Coach: How the Best Leaders Help Others Grow The Extraordinary Coach: How the Best Leaders Help Others Grow read Leading the Unleadable: How to Manage Mavericks, Cynics, Divas, and Other Difficult People Leading the Unleadable: How to Manage Mavericks, Cynics, Divas, and Other Difficult People read 100 Ways to Motivate Others: How Great Leaders Can Produce Insane Results without Driving People Crazy, Third Edition 100 Ways to Motivate Others: How Great Leaders Can Produce Insane Results without Driving People Crazy, Third Edition read Communicate Like a Leader: Connecting Strategically to Coach, Inspire, and Get Things Done Communicate Like a Leader: Connecting Strategically to Coach, Inspire, and Get Things Done listen 50 Top Tools for Coaching: A Complete Toolkit for Developing and Empowering People, Third Edition 50 Top Tools for Coaching: A Complete Toolkit for Developing and Empowering People, Third Edition

What is NLP? Join proactivenlp.com on this virtual workshop and find out how NLP can start changing your life by saying goodbye to the negatives and welcoming in all the positives you want.

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