4911 Courses in London delivered Live Online

Teachers will become familiar with the software, aiding each learner access to their college dashboard as a designer, so they can complete a heat loss report and other heating design elements. Furthermore each learner will have access to send surveys from the heat engineer app (Apple or Android) which once sent will be received within the college dashboard. Where teachers can assess the survey.

Successfully closing a sale and negotiating the best outcome for the business is a key skill for all salespeople, and often an area that is overlooked. Investing in this skill will have a positive impact on interactions with customers, both new and existing, and lead to improved sales performance. Whilst understanding how to reach a conclusion with a customer faster means increased efficiency and more time to invest in sourcing new business. We have developed this programme to be practical, fun and interactive. Participants will learn proven techniques for influencing, persuading and negotiating with clients, gain increased confidence and clarity when reviewing contract terms and prices, and understand how to structure and manage sales negotiation and contract review meetings. This course will help participants: Learn a structured and proven approach to the negotiation of contract terms Apply the key principles of negotiation, playing the person and the problem Create a contract negotiation strategy - from opening to close Recognize and put to use proven negotiation tactics and techniques Learn how to embrace conflict positively - to 'say no, then negotiate' Plan and prepare for any commercial negotiation conversations Understand the stages of negotiation and how to move through them 1 Closing and negotiating from a position of personal power The eight steps of a sales or commercial negotiation Ten ways to resist price pressure How to draw on sources of power when you have less authority The six principles of influence and persuasion and how to use them 2 Effective negotiation - planning and theory How to plan and structure your negotiation for a successful and quick conclusion Influence: knowing how to 'push or pull' to win an argument Achieving a BATNA - a range of practical skills and techniques Case study: planning for a client negotiation around contract or price issues 3 Effective closing and negotiation - practice and reality Higher-level questioning techniques to investigate and solve problems Listening to lead - active listening and structuring your conversation The most common 'unforced' negotiation mistakes and errors Case study: setting objectives, sources of value, trading concessions 4 Sales negotiation tactics and playing the game How high - how hard - how soon; why now How to identify hidden or perceived currencies and values How to use these to establish a higher base price Negotiation best-practice checklist and summary

This one-day workshop is intended for participants who have a basic understanding of Outlook but who want to know how to use its advanced features to manage their email communications, calendar events, contact information and other communication tasks. This course will help participants: Gain confidence using Outlook and its advanced features Organise and prioritise email messages Archive messages for safe-keeping Use rules to process received or sent messages automatically Manage scheduled meetings with others Give others permission to view and manage their folders and items Use contacts and commands to find out more about a person or company Prioritise work-flow using tasks and assigning tasks to others 1 Email messages Combining multiple clicks with quick steps Following up flag options Saving multiple attachments Attaching a folder of files Recalling and replacing a message Categorising messages with conditional formatting 2 Message options Adding options to messages Marking a message as private Receiving quick responses with voting buttons Directing replies to specific users Delaying sent messages Inserting links in messages 3 Stay organised with rules Using rules to automate message flow Moving messages with rules Using the rules wizard Setting up rules with conditions Using rules that work whilst you are away 4 Message clean-up Using conversation clean-up Using mailbox clean-up Moving messages to the archive folder Archiving folder properties Auto-archiving properties 5 Managing calendars Creating calendar groups Sharing calendars with permissions Setting up working days and times Managing time zones Categorise appointments with conditional formatting Publishing a calendar 6 Schedule meetings Scheduling a meeting Managing meeting responses Proposing new meeting times Adding attendees to a meeting Viewing multiple appointments 7 Using contacts Merging contacts to letters Merging contacts to labels Mail merging contacts in Word Exporting contacts to Excel 8 Managing tasks Organising your workload with tasks Categorising tasks Assigning tasks to others Sending a task status report Allocating time for tasks Regenerating a new task Viewing your tasks in the calendar 9 Adding message items Adding calendars to messages Adding business cards to messages 10 Email accounts Adding multiple user accounts Adding account permissions

Understand and explore what you and others do that develops and destroys working relationships. Course overview Duration: 2 days (13 hours) This is an exciting opportunity to dive into the very heart of human behaviour as we encourage you to explore what you and others do that develops and destroys working relationships.  We start by getting you to determine where in your working life you need to develop effective relationships before guiding you through a process of analysing personalities and behaviours and then giving you the skills to create and maintain great relationships.  Objectives  By the end of the course you will be able to: Create a stakeholder map and analyse which relationships need to be developed Describe different personality types and how these can cause connection and conflict Develop behaviours that help build relationships Bring more assertiveness to your relationships Have courageous conversations and handle conflict should it occur Content Getting started The benefits of great working relationships Determining what you want specifically from your relationships at work Developing a stakeholder map to enable you to analyse who you need to build relationships with and how you might do this Defining your personal brand How your personal brand could impact relationships Understanding others Exploring different personality types Understanding how others are both similar and different to you Identifying when personality differences might cause conflict Better Behaviour Exploring the concept of transactional analysis How transactional analysis can help to build or break relationships Understanding life positions How life positions impact your behaviour and that of others How to use transactional analysis in creating better relationships Developing Relationships Understanding the common ways poor communication can cause problems in relationships Developing assertive communication Making human connections at work in order to build better relationships and create trust Maintaining Relationships Recognition and Tiny Noticeable Things How to have courageous conversations e.g. giving feedback A model for handling conflict when it occurs

Duration 1 Days 6 CPD hours In this hands on workshop for Agile Scrum Masters, Release Train Engineers and anyone serving as Jira Administrators, Jira experts will lead you through advanced configuration and customization settings in Jira, from installation through to customized screens, workflows, filters and reports. Jira Administration Adding and managing Users Administering and managing Groups Global Jira Settings Jira layout and interface customization User authentication and security Jira Customization Customization of screens and fields Customization of workflows Project and Board Administration Configuring and managing Projects Configuring and managing Boards Creating and managing Filters JQL Jira Integration Integrating Jira with Atlassian Tools Retrospectives and Documentation in Confluence Code management with Bitbucket Integration management with Bamboo Building a Dashboard with gadgets Jira Plug-ins and Marketplace

Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: Assess the sales profitability and potential of existing key accounts Prioritise where time and energy is directed for maximum profitability Understand the key players in the decision making unit Create a strategic plan for the development of each client target Develop proactive sales consultancy skills Learn advanced communication and influencing techniques 1 What makes an effective account manager? The difference between order taking and account management How do you define a key account in your business? Why should existing customers remain with your company? How do you compare to the competition? 2 How do I prioritise my account management activity? Use practical tools to help you assess revenue potential Analyse the investment required versus the return on your time Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats Appreciate how this knowledge will improve your sales development 3 Planning strategies for each account Create a list of priority accounts and activities Learn how to develop a long-term and sustainable relationship Discover how they make their purchasing decisions Research the make-up of the Decision Making Unit for each client 4 Learning and utilising the six principles of influence Learn the secrets these principles offer sales people Discover how these principles will work for you Create an influencing strategy for influencers within the client Learn new habits of influence 5 Proactive sales skills Plan proactive sales meetings for key accounts Set primary and secondary objectives for every touch point with the customer Structure sales meetings for maximum effectiveness Help the customer commit and achieve their objectives 6 Putting it into practice Discuss real scenarios to plan for putting these skills into practice Share common issues with fellow sales people Create a personal development plan

Learn how to be fully effective in your role without burning yourself out. Course overview Duration: 1 day (6.5 hours) There are only 24 hours in a day, and only so many of those that you want to spend in the office! While many people seem to see working long hours and being highly stressed as a badge of honour you can in fact be more productive and fully effective in your role without burning yourself out. Quite simply in this whirlwind world we need to be great at managing the time and that’s what this interactive one day workshop will teach you. Objectives  By the end of the course you will be able to: Use a selection of tools to set goals, plan and prioritise your time Stop self-sabotaging and create more productive time every day Take control of your day, the time you have available and other people who try to steal your time Hold more effective meetings Manage stress so that you can be at your peak more often Content Getting Started Understanding the need to manage your time effectively Identifying your time stealers Setting goals Getting clarity about what needs to be done Understanding what is urgent and what is important in order to prioritise your tasks Planning your time Using to do lists and other time management tools Stop Self Sabotaging Understanding your time personality and the impact it can have on how you use your time and how others perceive your time management Recognising procrastination and taking action The myth of multitasking Creating focus and clarity in your day Using the time you have to be most productive Taking Control How to assert yourself with others who might be impacting your time management Managing interruptions Saying no and feeling OK about it Negotiating workloads Delegating How to hold productive meetings Managing your meeting attendance effectively Avoiding Burnout Exploring stress and how we respond to it Shifting mindsets Thinking differently Managing overwhelm and panic Tools to manage stress at work

We use it everyday but there are so many additional tools to save you time and make your work in Outlook more efficient and less stressful. Course overview Duration: 4 hours People tend to think they know how to use Outlook however there are so many lesser known features that can make working in Outlook so much more efficient. Simply understanding the layouts, how to turn things on and off and customising the environment to your preferences can save time and frustration. You then have search features, things such as conversation clean up and quick steps that can help to tidy up and organise what you do. Objectives  By the end of the course you will be able to: Customise Outlook to your preferences Manage email conversations Setup and use Quick Steps Create folders and organise information Setup rules Search for information Work effectively with calendars Content Customising the user interface Using the Navigation Pane and “To-do Bar” Setting folder pane options Adding favourites Peak preview Customising the quick access bar Setting reading pane and message preview Customizing email mail views Using the field chooser Email options Email conversations Conversation clean up Using Quick Steps Creating folders and organising information Setting email options Setting up rules Searching for information Using the Search bar Setting what to search for Setting where to search Searching for categories Adding more search options Working with calendars Setting what to view Using Schedule View Setting calendar options Weather bar Adding different time zones Adding meetings and appointments Setting up and using categories Opening other people’s calendars Setting calendar permissions Calendar groups Working with Tasks Lists Setting task options Adding and amending tasks Setting dates, deadlines and reminders Adding attachments to tasks Assigning tasks to others Flagging tasks Using and setting Quick Click Recurring tasks Flagging emails to appear on your task list Converting emails to tasks Converting tasks to calendar appointments

Infection prevention and control is essential for all businesses, particularly where the working environment or work activities could put employees and those around them at risk of infection. This includes those working in healthcare, in close contact with people or animals, and those involved in the cleaning of human and animal waste. Infections can be easily spread, but by understanding the correct steps to take, the risk of their occurrence can be both prevented and controlled.

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