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1061 Courses in Cardiff delivered Live Online

Project Communication Skills: Virtual In-House Training

By IIL Europe Ltd

Project Communication Skills: Virtual In-House Training Communication is the single most critical project success factor. When effective, projects get executed on time, within budget, and with objectives being met. But that isn't all. Strong communication also nurtures healthy team relationships. And in today's highly diverse world, where projects are often fast-paced, complex, and virtual, that is more important than ever. Strong communication skills foster cultural awareness, trust, and empathy. Together, they contribute greatly to project success-and ultimately, to future project success. In this course, participants will actively explore best communication practices from a variety of perspectives: in-person, virtual, electronic, and via formal project documentation. In order to be transformative, however, those perspectives will be filtered further through the lens of their formal, personalized assessment. It is a powerful tool which identifies individuals' internal needs and priorities. It translates those into descriptive profiles and reports, gifting users with valuable information about themselves and others. Paired with the course's real-world activities, it will provide uniquely strategic opportunities for communicating effectively and meaningfully-and with less conflict, both personally and professionally. What You Will Learn At the end of this program, you will be able to: Identify basic elements of communication and explain how they affect teams Explore how your assessment style impacts you and how you communicate with people of other styles Infer how your style impacts the way(s) you send and interpret emails and instant messages Analyze real world email and instant messaging practices to determine how they affect communication and relationships Explore best practices for formal project communications and presentations Analyze how your assessment style and global diversity can contribute to both strong team communication and conflict Identify solutions for virtual team work communication challenges Getting Started Foundation Concepts Communication as a foundation skill Elements of communication Communicating across media Targeting your audience How communication impacts team performance The Assessment Framework Overview of the assessment's approach Exploring assessment report Increasing your effectiveness with other assessment styles Email and Instant Messages Preferred communications and assessment styles The email brands we create Assessment styles and email Emotion and email Email guidelines and best practices Anatomy of an email The seven deadly email sins Instant messages and other interfaces Project Communications and Presentations Communicating across the project lifecycle Project templates Structuring a presentation Delivering a presentation Interpersonal and Team Communication Skills Communication styles and techniques Managing conflict in a project environment Styles and conflict Communication and global team leadership Virtual Communication Leading global virtual teams Virtual processes and technology Virtual team leadership

Project Communication Skills: Virtual In-House Training
Delivered OnlineFlexible Dates
£850

Getting paid - telephone tactics for debt collection (In-House)

By The In House Training Company

How to protect your cash flow In the current economic climate more and more companies are finding that their customers are taking longer to pay - or are not even paying at all. As cash flow is key to the survival of any business, effective debt collection tactics are vital for all businesses. This workshop concentrates on the telephone skills and techniques you can use to achieve the most positive outcome in any debt collection situation - payment of money owed, as soon as possible, whilst keeping the collection cost as low as possible. The course will help you: Understand your debtors and communicate with them accordingly Develop a strategy for more effective debt collection Make every call count Handle difficult calls Reduce the amount of time you need to spend on chasing payment Increase your collection rates 1 The debt collection process Understanding the reasons behind payment default Looking at the debt situation from the customer's point of view Developing a strategy for effective debt collection 2 Advanced telephone communication skills Techniques for speaking to the person responsible for paying the debt How to gain the customer's trust when discussing debt Telephone collection skills best practice Key phrases that keep the conversation positive and open 3 Questioning and listening skills for gathering information Different types of question Using high-gain questions to uncover key information Active listening that will help you understand what customers are really saying Leading with examples and high-impact questions Summarising and restating 4 Overcoming objections and excuses Identifying objections Preparing suitable responses Probing objections and ways to overcome them 5 Gaining commitment and ending the call Learn how to negotiate an agreement to suit both parties Summarising actions for you and the customer Ending the call professionally 6 Dealing with difficult and challenging situations Understand different personality types The correct way to respond to an upset customer Ways to calm angry customers (and handle verbal attacks) 7 Action plans Course summary and presentation of action plans

Getting paid - telephone tactics for debt collection (In-House)
Delivered in Harpenden or UK Wide or OnlineFlexible Dates
Price on Enquiry

Train the Trainer for Carbon Literacy- June 2024

By Lighthouse Sustainability

To make the drastic carbon reductions that are needed around the world, we need a global population that is educated, engaged and empowered to make the necessary changes. That’s why we believe Carbon Literacy training is so important – and why we need a multitude of trainers to deliver it. The Lighthouse Carbon Literacy - Train the Trainer course is designed to prepare you for delivering Carbon Literacy training, and support you on your journey to becoming a Carbon Literacy Trainer (CLT). Train the Trainer is normally delivered online to cohorts of up to 6 learners. Course timetable:  Tuesday 4 June: 9 - 12:30 Friday 7 June: 9 - 12:30 Friday 14 June: 9 - 12:30 Learners can arrive from 8:45am onwards. What we provide: Three half days of interactive workshops Facilitated peer learning amongst a small group Guided self-study and resources Guidance to inform your road to becoming a certified Trainer Skills for creating your own Carbon Literacy course A practical and hands-on approach to Carbon Literacy training 1:1 follow up coaching session Private LinkedIn Group. What you commit to: Attend and engage in training workshops Complete all self-study and homework Complete and submit Trainer evidence to the Carbon Literacy Project. Course requirements: The Lighthouse Train the Trainer course is designed to develop confidence, understanding and training skills in learners who already have a level of understanding of carbon and some experience of delivering training. Before commencing this course, learners should: Have experience of delivering training Have completed a Carbon Literacy training course Have worked with business in some capacity Aspire to deliver Carbon Literacy training either internally within the business they work in, or externally to other businesses. Why Lighthouse? Lighthouse has a proven track record of working with businesses to deliver sustainability improvements, from building circularity into business models to reducing carbon impacts. Last year we trained more than 700 employees from companies including Beko plc; Silent Night; Boston Scientific and PZ Cussons. Our course is fast-paced, informative and action-focused. Price: £750 + VAT. And if these dates don't suit you... If you want to book a course for your employees or discuss the design of a bespoke course, contact hello@lighthouse-sustainability.co.uk.

Train the Trainer for Carbon Literacy- June 2024
Delivered OnlineFlexible Dates
£750

Train the Trainer for Carbon Literacy- April 2024

By Lighthouse Sustainability

To make the drastic carbon reductions that are needed around the world, we need a global population that is educated, engaged and empowered to make the necessary changes. That’s why we believe Carbon Literacy training is so important – and why we need a multitude of trainers to deliver it. The Lighthouse Carbon Literacy - Train the Trainer course is designed to prepare you for delivering Carbon Literacy training, and support you on your journey to becoming a Carbon Literacy Trainer (CLT). Train the Trainer is normally delivered online to cohorts of up to 6 learners. Course timetable:  Wednesday 10 April: 9 - 12:30 Wednesday 17 April: 9 - 12:30 Thursday 25 April: 9 - 12:30 Learners can arrive from 8:45am onwards. What we provide: Three half days of interactive workshops Facilitated peer learning amongst a small group Guided self-study and resources Guidance to inform your road to becoming a certified Trainer Skills for creating your own Carbon Literacy course A practical and hands-on approach to Carbon Literacy training 1:1 follow up coaching session Private LinkedIn Group. What you commit to: Attend and engage in training workshops Complete all self-study and homework Complete and submit Trainer evidence to the Carbon Literacy Project. Course requirements: The Lighthouse Train the Trainer course is designed to develop confidence, understanding and training skills in learners who already have a level of understanding of carbon and some experience of delivering training. Before commencing this course, learners should: Have experience of delivering training Have completed a Carbon Literacy training course Have worked with business in some capacity Aspire to deliver Carbon Literacy training either internally within the business they work in, or externally to other businesses. Why Lighthouse? Lighthouse has a proven track record of working with businesses to deliver sustainability improvements, from building circularity into business models to reducing carbon impacts. Last year we trained more than 700 employees from companies including Beko plc; Silent Night; Boston Scientific and PZ Cussons. Our course is fast-paced, informative and action-focused. Price: £750 + VAT. And if these dates don't suit you... If you want to book a course for your employees or discuss the design of a bespoke course, contact hello@lighthouse-sustainability.co.uk.

Train the Trainer for Carbon Literacy- April 2024
Delivered OnlineFlexible Dates
£750

Train the Trainer for Carbon Literacy- March 2024

By Lighthouse Sustainability

To make the drastic carbon reductions that are needed around the world, we need a global population that is educated, engaged and empowered to make the necessary changes. That’s why we believe Carbon Literacy training is so important – and why we need a multitude of trainers to deliver it. The Lighthouse Carbon Literacy - Train the Trainer course is designed to prepare you for delivering Carbon Literacy training, and support you on your journey to becoming a Carbon Literacy Trainer (CLT). Train the Trainer is normally delivered online to cohorts of up to 6 learners. Course timetable:  Tuesday 12 March: 9 - 12:30 Friday 15 March: 9 - 12:30 Friday 22 March: 9 - 12:30 Learners can arrive from 8:45am onwards. What we provide: Three half days of interactive workshops Facilitated peer learning amongst a small group Guided self-study and resources Guidance to inform your road to becoming a certified Trainer Skills for creating your own Carbon Literacy course A practical and hands-on approach to Carbon Literacy training 1:1 follow up coaching session Private LinkedIn Group. What you commit to: Attend and engage in training workshops Complete all self-study and homework Complete and submit Trainer evidence to the Carbon Literacy Project. Course requirements: The Lighthouse Train the Trainer course is designed to develop confidence, understanding and training skills in learners who already have a level of understanding of carbon and some experience of delivering training. Before commencing this course, learners should: Have experience of delivering training Have completed a Carbon Literacy training course Have worked with business in some capacity Aspire to deliver Carbon Literacy training either internally within the business they work in, or externally to other businesses. Why Lighthouse? Lighthouse has a proven track record of working with businesses to deliver sustainability improvements, from building circularity into business models to reducing carbon impacts. Last year we trained more than 700 employees from companies including Beko plc; Silent Night; Boston Scientific and PZ Cussons. Our course is fast-paced, informative and action-focused. Price: £750 + VAT. And if these dates don't suit you... If you want to book a course for your employees or discuss the design of a bespoke course, contact hello@lighthouse-sustainability.co.uk.

Train the Trainer for Carbon Literacy- March 2024
Delivered OnlineFlexible Dates
£750

Commercial awareness for technical people (In-House)

By The In House Training Company

The aim of this course is to expose the commercial context within which technical work is carried out. It is to allow technical staff to understand how they fit into a larger picture, why they may be asked to undertake tasks that may not appear to be technical and the impact their interactions have within the commercial context. The scope of the programme includes: The course emphasises the collaborative nature of delivery and the need to offer value to customers. The principal training objectives for this programme are to help participants: Understand why technical roles are broader than we might assume Appreciate the importance of, and the need to support, sales Value the idea of 'Good Enough' Recognise what can affect profitability Realise the future needs protecting 1 Introduction (Course sponsor) Why this programme has been developed Review of participants' needs and objectives 2 That's not my job! How we see our own role in work How other people see our role Stakeholders: who are they and why do they matter? The organisational backdrop What is my role really? 3 Sales and marketing Where does the money come from? Where do we find customers? The sales process One-off sales versus repeat business Customer/supplier relationships What something costs versus what the customer will pay The value chain 4 Estimating Purpose of estimates The problem with precision Five estimating techniques 5 Change control Can you just do this for me? When being helpful leads to bankruptcy How to deal with change requests 6 Risk management Risk in projects Risk in operations Categories of risk 7 The value of intellectual property Issues with sharing information Commercial in confidence Non-disclosure agreements 8 Course review and action planning (Course sponsor present) Identify actions to be implemented individually What actions should be implemented to improve working with non-technical people? Conclusion

Commercial awareness for technical people (In-House)
Delivered in Harpenden or UK Wide or OnlineFlexible Dates
Price on Enquiry

VMware vSAN: Install, Configure, Manage [V8]

By Nexus Human

Duration 4 Days 24 CPD hours This course is intended for Storage and virtual infrastructure consultants, solution architects, and administrators who are responsible for production support and administration of VMware vSAN 8.0. Overview By the end of the course, you should be able to meet the following objectives: Describe vSAN concepts Detail the underlying vSAN architecture and components Explain the key features and use cases for vSAN Identify requirements and planning considerations for vSAN clusters Explain the importance vSAN node hardware compatibility Describe the different vSAN deployment options Explain how to configure vSAN fault domains Detail how to define and create a VM storage policy Discuss the impact of vSAN storage policy changes Detail vSAN resilience and data availability Describe vSAN storage space efficiency Explain how vSAN encryption works Detail VMware HCI Mesh™ technology and architecture Detail vSAN File Service architecture and configuration Describe how to setup a stretched and a two-node vSAN cluster Describe vSAN maintenance mode and data evacuation options Define the steps to shut down a vSAN cluster for maintenance Explain how to use proactive tests to check the integrity of a vSAN cluster Use VMware Skyline Health™ for monitoring vSAN health Use VMware Skyline Health to investigate and help determine failure conditions Discuss vSAN troubleshooting best practices Describe vSAN Express Storage Architecture™ concepts During this course, you will gain the knowledge, skills, and tools to plan and deploy a VMware vSAN? cluster. You will learn about managing and operating vSAN. This course focuses on building the required skills for common Day-2 vSAN administrator tasks such as vSAN node management, cluster maintenance, security operations, troubleshooting and advanced vSAN cluster operations. You will learn these skills through the completion of instructor-led activities and hands-on lab exercises. Course Introduction Introduction and course logistics Course objectives Introduction to vSAN Describe vSAN architecture Describe the vSAN software components: CLOM, DOM, LSOM, CMMDS, and RDT Identify vSAN objects and components Describe the advantages of object-based storage Describe the difference between All-Flash and Hybrid vSAN architecture Explain the key features and use cases for vSAN Discuss the vSAN integration and compatibility with other VMware technologies Planning a vSAN Cluster Identify requirements and planning considerations for vSAN clusters Apply vSAN cluster planning and deployment best practices Determine and plan for storage consumption by data growth and failure tolerance Design vSAN hosts for operational needs Identify vSAN networking features and requirements Describe ways of controlling traffic in a vSAN environment Recognize best practices for vSAN network configurations Deploying a vSAN Cluster Recognize the importance of hardware compatibility Ensure the compatibility of driver and firmware versioning Use tools to automate driver validation and installation Apply host hardware settings for optimum performance Use VMware vSphere© Lifecycle ManagerTM to perform upgrades Deploy and configure a vSAN Cluster using the Cluster QuickStart wizard Manually configure a vSAN Cluster using VMware vSphere© Client? Explain and configure vSAN fault domains Using VMware vSphere© High Availability with vSAN Understand vSAN Cluster maintenance capabilities Describe the difference between implicit and explicit fault domains Create explicit fault domains vSAN Storage Policies Describe a vSAN object Describe how objects are split into components Explain the purpose of witness components Explain how vSAN stores large objects View object and component placement on the vSAN datastore Explain how storage policies work with vSAN Define and create a virtual machine storage policy Apply and modify virtual machine storage policies Change virtual machine storage policies dynamically Identify virtual machine storage policy compliance status vSAN Resilience and Data Availability Describe and configure the Object Repair Timer advanced option Plan disk replacement in a vSAN cluster Plan maintenance tasks to avoid vSAN object failures Recognize the importance of managing snapshot utilization in a vSAN cluster Managing vSAN Storage Space Efficiency Discuss deduplication and compression techniques Understand deduplication and compression overhead Discuss compression only mode Configure erasure coding Configure swap object thin provisioning Discuss reclaiming storage space with SCSI UNMAP Configure TRIM/UNMAP vSAN Security Operations Identify differences between VM encryption and vSAN encryption Perform ongoing operations to maintain data security Describe the workflow of data-in transit encryption Identify the steps involved in replacing Key Management Server vSAN HCI Mesh Understand the purpose of vSAN HCI Mesh Detail vSAN HCI Mesh technology and architecture Perform mount and unmount of a remote datastore vSAN File Service and iSCSI Target Service Understand the purpose of vSAN File Services Detail vSAN File Services architecture Configure vSAN File Shares Describe vSAN iSCSI Target Service vSAN Stretched and Two Node Clusters Describe the architecture and uses case for stretched clusters Detail the deployment and replacement of a vSAN witness node Describe the architecture and uses case for two-node clusters Explain storage policies for vSAN stretched cluster vSAN Cluster Maintenance Perform typical vSAN maintenance operations Describe vSAN maintenance modes and data evacuation options Assess the impact on cluster objects of entering maintenance mode Determine the specific data actions required after exiting maintenance mode Define the steps to shut down and reboot hosts and vSAN clusters Use best practices for boot devices Replace vSAN nodes vSAN Cluster Monitoring Describe how the Customer Experience Improvement Program (CEIP) enables VMware to improve products and services Use VMware Skyline Health for monitoring vSAN cluster health Manage alerts, alarms, and notifications related to vSAN in VMware vSphere© Client? Create and configure custom alarms to trigger vSAN health issues Use IOInsight metrics for monitoring vSAN performance Use a vSAN proactive test to detect and diagnose cluster issues vSAN Troubleshooting Use a structured approach to solve configuration and operational problems Apply troubleshooting methodology to logically diagnose faults and optimize troubleshooting efficiency Use VMware Skyline Health to investigate and help determine failure conditions Explain which log files are useful for vSAN troubleshooting vSAN Express Storage Architecture Understand the purpose of vSAN Express Storage Architecture Describe the vSAN Express Storage Architecture components Identify Storage Policy differences Understand compression and encryption operation differences

VMware vSAN: Install, Configure, Manage [V8]
Delivered OnlineFlexible Dates
Price on Enquiry

Project Communication Skills: In-House Training

By IIL Europe Ltd

Project Communication Skills: In-House Training Communication is the single most critical project success factor. When effective, projects get executed on time, within budget, and with objectives being met. But that isn't all. Strong communication also nurtures healthy team relationships. And in today's highly diverse world, where projects are often fast-paced, complex, and virtual, that is more important than ever. Strong communication skills foster cultural awareness, trust, and empathy. Together, they contribute greatly to project success-and ultimately, to future project success. In this course, participants will actively explore best communication practices from a variety of perspectives: in-person, virtual, electronic, and via formal project documentation. In order to be transformative, however, those perspectives will be filtered further through the lens of their formal, personalized assessment. It is a powerful tool which identifies individuals' internal needs and priorities. It translates those into descriptive profiles and reports, gifting users with valuable information about themselves and others. Paired with the course's real-world activities, it will provide uniquely strategic opportunities for communicating effectively and meaningfully-and with less conflict, both personally and professionally. What You Will Learn At the end of this program, you will be able to: Identify basic elements of communication and explain how they affect teams Explore how your assessment style impacts you and how you communicate with people of other styles Infer how your style impacts the way(s) you send and interpret emails and instant messages Analyze real world email and instant messaging practices to determine how they affect communication and relationships Explore best practices for formal project communications and presentations Analyze how your assessment style and global diversity can contribute to both strong team communication and conflict Identify solutions for virtual team work communication challenges Getting Started Foundation Concepts Communication as a foundation skill Elements of communication Communicating across media Targeting your audience How communication impacts team performance The Assessment Framework Overview of the assessment's approach Exploring assessment report Increasing your effectiveness with other assessment styles Email and Instant Messages Preferred communications and assessment styles The email brands we create Assessment styles and email Emotion and email Email guidelines and best practices Anatomy of an email The seven deadly email sins Instant messages and other interfaces Project Communications and Presentations Communicating across the project lifecycle Project templates Structuring a presentation Delivering a presentation Interpersonal and Team Communication Skills Communication styles and techniques Managing conflict in a project environment Styles and conflict Communication and global team leadership Virtual Communication Leading global virtual teams Virtual processes and technology Virtual team leadership

Project Communication Skills: In-House Training
Delivered in London or UK Wide or OnlineFlexible Dates
£850

VMware Kubernetes Fundamentals and Cluster Operations

By Nexus Human

Duration 4 Days 24 CPD hours This course is intended for Anyone who is preparing to build and run Kubernetes clusters Overview By the end of the course, you should be able to meet the following objectives: Build, test, and publish Docker container images Become familiar with YAML files that define Kubernetes objects Understand Kubernetes core user-facing concepts, including pods, services, and deployments Use kubectl, the Kubernetes CLI, and become familiar with its commands and options Understand the architecture of Kubernetes (Control plane and its components, worker nodes, and kubelet) Learn how to troubleshoot issues with deployments on Kubernetes Apply resource requests, limits, and probes to deployments Manage dynamic application configuration using ConfigMaps and Secrets Deploy other workloads, including DaemonSets, Jobs, and CronJobs Learn about user-facing security using SecurityContext, RBAC, and NetworkPolicies This four-day course is the first step in learning about Containers and Kubernetes Fundamentals and Cluster Operations. Through a series of lectures and lab exercises, the fundamental concepts of containers and Kubernetes are presented and put to practice by containerizing and deploying a two-tier application into Kubernetes. Course Introduction Introductions and objectives Containers What and Why containers Building images Running containers Registry and image management Kubernetes Overview Kubernetes project Plugin interfaces Building Kubernetes Kubectl CLI Beyond Kubernetes Basics Kubernetes objects YAML Pods, replicas, and deployments Services Deployment management Rolling updates Controlling deployments Pod and container configurations Kubernetes Networking Networking within a pod Pod-to-Pod Networking Services to Pods ClusterIP, NodePort, and LoadBalancer Ingress controllers Service Discovery via DNS Stateful Applications in Kubernetes Stateless versus Stateful Volumes Persistent volumes claims StorageClasses StatefulSets Additional Kubernetes Considerations Dynamic configuration ConfigMaps Secrets Jobs, CronJobs Security Network policy Applying a NetworkPolicy SecurityContext runAsUser/Group Service accounts Role-based access control Logging and Monitoring Logging for various objects Sidecar logging Node logging Audit logging Monitoring architecture Monitoring solutions Octant VMware vRealize Operations Manager Cluster Operations Onboarding new applications Backups Upgrading Drain and cordon commands Impact of an upgrade to running applications Troubleshooting commands VMware Tanzu portfolio overview

VMware Kubernetes Fundamentals and Cluster Operations
Delivered OnlineFlexible Dates
Price on Enquiry

Value-based selling (In-House)

By The In House Training Company

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

Value-based selling (In-House)
Delivered in Harpenden or UK Wide or OnlineFlexible Dates
Price on Enquiry