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

Our courses have been designed by experienced teachers to make getting TEFL qualified as convenient as possible. These online courses are entirely self-paced, meaning you can fit study around your life in a way that works best for you. Throughout the course, you will have the support of your own personal tutor who is with you from beginning to end to mark your work, provide helpful feedback, and answer all your questions. 120-hour Premier Online TEFL Course: 50-hour Online TEFL Course Learn about classroom management, teaching styles and advanced TEFL methodology. Includes units on business English, young learners, and teaching English one-to-one. Study with a personal tutor and meet fellow students on our course forums. 30-hour Online Grammar Course Do not know your irregular verbs from auxiliary verbs? This course will improve your basic grammar and give you the grounding you will need to communicate complicated language rules to a student audience. 20-hour Online Video Course Seeing an English teacher in action is a potent learning tool and really brings the theory to life. Feel free to steal the ideas in these video courses to use in your first lessons. We do not mind! Two 10-hour specialist mini-modules. Two mini-modules designed for specific TEFL jobs, which will help your CV stand out. One 10-hour unit is about teaching online, and the other 10-hour unit will help you teach large classes. Included in the 120-hour Premier Online TEFL Course: Lifetime access to the TEFL Job Centre The TEFL Virtual Educators course doesn’t just train you to teach; it helps you find and be offered great TEFL jobs around the world. From exclusive access to our job vacancies to a lifetime of free TEFL career advice, we’re here to help you kick-start your new career. Internationally recognised TEFL certificate – hard copy & PDF A widely-recognised certificate posted straight to your door which shows your achievements on our course, something you can show to TEFL employers to secure you a job. Personal online TEFL tutor Work through your course with the help of an experienced and qualified TEFL tutor. Throughout the course, you’ll have the same tutor, so you have one point of contact for advice and assistance. Online TEFL Class breakdown Lesson Planning Teaching English Vocabulary Teaching Pronunciation Understanding English Grammar Teaching Receptive Skills: Listening and Reading Teaching Productive Skills: Speaking and Writing Teaching English Grammar Principles of Teaching English as a Foreign Language Materials and Aids for Teaching English/Classroom Management Strategies Using Resources Effectively when Teaching English as a Foreign Language Case Study, CV and Cover Letter, Job Sites and Resources You will explore the latest theories in topics such as second language acquisition and social discourse and have the chance to apply these to your own classroom practice and curriculum development. You will also learn to conduct your own research, compile and analyse qualitative and quantitative data and develop your critical-evaluative skills. These skills will be used on your own research project at the end of the course, as well as in your future career. Core modules: Second Language Acquisition You will focus on the major themes that have emerged from literature on second language learning over the last three decades. You will examine some of the research on the second-language acquisition process, look critically at reports of second-language research, and examine some of the theories which endeavour to interpret research evidence. You will be encouraged to use your own language learning and teaching experience to assess the relative merits of such materials. Discourse in Society You will examine the relationship between language and society and the construction of discourse in various domains. You will explore sociological and sociolinguistic models and theories, such as speech communities, communities of practice and ethnolinguistic vitality, with a particular focus on social variation and stratification across various linguistic levels (phonology, lexicon, syntax). You will explore discourse's notion (or notions) in both its linguistic and wider meaning and its construction in and through society and language use. You will study methods for collecting and transcribing data and discover various linguistic and discourse analysis approaches. These methods and approaches will then be put into context and used in the analysis of the relevant social spheres and domains, such as educational or institutional discourse. Research Methods in Applied Linguistics This module will provide you with an introduction to research methods in preparation for the MA dissertation. It will familiarise you with the basic processes of conducting research, including general methodological approaches as well as research ethics. You will analyse and discuss both qualitative and quantitative data in order to develop your critical-evaluative skills. Materials and Course Design You will explore the factors involved in the design of language courses and teaching materials, reflecting on one possible course design process. You will start with an analysis of the context in which the course will take place, the needs of the learners, and current theories of language and language learning. You will move on to consider how course content can be selected and ordered in a principled way, how assessment relates to course design, and how and when courses should be evaluated. Finally, you will consider the evaluation, adaptation, and creation of course materials. Classroom Theory and Practice You will examine current research on modern classroom operations, exploring key concepts and issues through relevant professional and academic literature. A more practical element will be realised through filmed observation of teachers in practice. You will also be encouraged to reflect on your teaching and learning experience and analyse and discuss your beliefs and attitudes towards learning and teaching. Major Project This module will support you in the preparation and submission of a master’s dissertation, allowing you to explore in-depth a particular topic that reflects your academic interest. Assessment You will show your understanding of theoretical issues and their practical application through a combination of portfolios, classroom observation tasks and critical essays. After completing your final module, you will also research and prepare a 15,000-word dissertation.

Duration 3 Days 18 CPD hours This course is intended for This certification is appropriate for anyone interested in becoming familiar with the concepts and practices of Agile Project Delivery, and who wants to have a working knowledge of the various Agile methodologies. Overview Objectives are: To provide an understanding of Agile philosophy and practices To provide a working knowledge of various Agile methodologies To provide students with the ability to compare and choose which methodology is appropriate in a given situation To prepare participants to pass the SAMC™ exam Course outcomes: Participants will be familiar with the concepts and practices of Agile project delivery. Participants will be equipped with detailed knowledge and understanding of available Agile methodologies. Participants will be able to compare and choose the methodologies or parts of methodologies that are most relevant to their current and future situations. Participants will be armed with the proper tools to take the lead in Agile projects and to address and resolve Agile issues in their organizations. Participants will be SAMC certified. Agile relies on adaptive planning and iterative development and delivery. It focuses primarily on the value of people in getting the job done effectively.Successful candidates will be awarded the SCRUMstudy Agile Master Certified (SAMC?) certification by SCRUMstudy after passing the included certification exam. The certification exam voucher is included in this course so you can take the exam at your convenience. IntroductionAgile Overview Agile Defined Why Use Agile? Adaptive Project Management The Agile Manifesto Principles of the Agile Manifesto Declaration of Interdependence Difference between Waterfall and Agile Domains of Agile Practices Value-Driven Delivery Stakeholder Engagement Team Performance Practices Adaptive Planning Problem Detection and Resolution Continuous Improvement Agile Tools and Artifacts Lean Kanban Software Development Introduction Core Values Practices Understanding Lean Software Development Understanding Kanban Software Development Scrum Overview of Scrum Brief History of Scrum Why Use Scrum? Scalability of Scrum Scrum Principles Scrum Aspects Scrum Processes Scrum and Kanban Extreme Programming (XP) Introduction Core Values? Roles Practices XP Artifacts XP Events XP Release Adopting XP Test-Driven Development (TDD) Introduction The Process Dynamic Systems Development Methods (DSDM) Introduction Core Values Roles Practices Crystal Introduction Core Values Roles Practices The Process Feature Driven Development (FDD) Introduction Core Values Roles Practices The Process Comparison of Agile MethodsBest Fit Analysis ToolBlitz PlanningNote SCRUMstudy has authored the SBOK? Guide as a comprehensive guide to deliver successful projects using Scrum. SCRUMstudy works through its large global partner network of Authorized Training Providers (A.T.P.s) to deliver trainings and certifications. New Horizons is a proud Authorized Training Provider of SCRUMstudy. Additional course details: Nexus Humans SCRUMstudy Agile Master Certified (SAMC) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the SCRUMstudy Agile Master Certified (SAMC) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

This highly practical one-day workshop has been designed specifically to help maximise sales where customers make contact by telephone. When customers contact us direct they have clearly already considered the possibility that they might buy from us, but we're still only half-way to making a sale. Unless we fully understand their needs and make it easy for them to buy, we may not secure the business. This workshop concentrates on the telephone skills and techniques needed to achieve the most positive outcome in any inbound customer call. A combination of excellent customer service skills and savvy sales awareness techniques will increase our chances of a successful outcome for both parties. The programme features the unique INBOUND model, to help remember the key principles for effective inbound telephone sales: Initial impressions Needs of the customer Bring them with you Open up the conversation Understand the triggers Narrow down the solutions Decision time! The programme also covers how to deal with difficult calls and challenging people - after all, every complaint is a sales opportunity! This programme will help participants: Create the perfect interaction with any customer making contact by telephone Make every call count Build rapport quickly in any situation Handle difficult calls and challenging people Create sustainable and profitable relationships Increase your sales conversions 1 The inbound sales process Each customer who contacts us will be at a different stage of the sales process. Some might be making general enquiries whilst others will be ready to commit, having made most of their decisions already. Sales and customer service people need to be ready to find out the stage the customer has reached before helping them to make the right decision for them 2 Engaging with the customer Having clarified where the customer is on their journey to making a purchasing decision, our next responsibility is to create and build a trusting relationship on both sides. This involves establishing rapport quickly to ease the communication process, thus enabling smooth transactions, both now and in the future 3 Questioning and listening skills for gathering information Developing these skills requires practice so that the communication becomes natural for the customer. This helps the customer to feel comfortable with us and work with us towards an effective solution. We discuss different types of question and how to use high-gain questions to uncover key information. Active listening will ensure that we can really help customers get what they need 4 Overcoming objections and excuses If we have followed the process properly and really understood the customer, then there should no further objections or barriers to completing the transaction. The reality is that there will still be the occasional issue that needs clarifying, so we need to prepare for possible objections and questions that customers might have. This includes probing objections so that we fully understand the customer's perspective before constructing suitable responses or solutions 5 Gaining commitment and ending the call Customers want to gain a solution to the issue they are facing and the sooner we can help them achieve that the better. Guiding the customer and helping them to believe in their own decision is part of our role. This section is dedicated to getting commitment all the way along the process, not just at the close 6 Dealing with difficult and challenging situations The realisation that everybody is different, with different personality types, different ways of looking at the world and different goals, is key to understanding sales. With this is mind we discuss these differences and how we adapt our approach to ease communication and maintain trust and understanding 7 Action plans Course summary and presentation of action plans

Duration 3 Days 18 CPD hours This course is intended for Operators of Juniper Networks security solutions, including network engineers, administrators, support personnel, and resellers. Overview Identify high-level security challenges in today's networks. Identify products that are incorporated into the Juniper Connected Security solution. Explain the value of implementing security solutions. Explain how Juniper Connected Security solves the cyber security challenges of the future. Explain the SRX Series devices and the added capabilities that next-generation firewalls provide. Explain traffic flows through the SRX Series devices. List the different security objects and how to create them. Describe interface types and perform basic interface configuration tasks. Describe the initial configuration for an SRX Series device. Explain security zones. Describe screens and their use. Explain address objects. Describe services and their use. Describe the purpose for security policies on an SRX Series device. Describe zone-based policies. Describe global policies and their use. Explain unified security policies. Configure unified security policies with the J-Web user interface. Describe IDP signatures. Configure an IDP policy using predefined templates with the J-Web user interface. Describe the use and configuration of the integrated user firewall feature. Describe the UTM security services List the available UTM services on the SRX Series device. Configure UTM filtering on a security policy with the J-Web user interface. Explain Sky ATP's use in security. Describe how Sky ATP and SRX Series devices operate together in blocking threats. Describe NAT and why it is used. Explain source NAT and when to use it. Explain destination NAT and when to use it. Explain static NAT and its uses. Describe the operation and configuration the different types of NAT. Identify various types of VPNs. Describe IPsec VPNs and their functionality. Describe how IPsec VPNs are established. Describe IPsec traffic processing. Configure IPsec VPNs with the J-Web user interface. Describe and configure proxy IDs and traffic selectors with the J-Web user interface. Monitor IPsec VPNs with the J-Web user interface. Describe the J-Web monitoring features. Explain the J-Web reporting features. Describe the Sky Enterprise service and how it can save resources. Explain the functionality of Junos Space Security Director. This course is designed to provide students with the foundational knowledge required to work with SRX Series devices. This course will use the J-Web user interface to introduce students to the Junos operating system. Module 1: COURSE INTRODUCTION COURSE INTRODUCTION Module 2: Juniper Security Concept Security Challenges Security Design Overview Juniper Connected Security Module 3: Juniper Connected Security ? SRX Series Devices Connected Security Interfaces Initial Configuration LAB 1: Initial Configuration Module 4: Security Objects Security Zone Objects Security Screen Objects Security Address Objects Security Services Objects LAB 2: Creating Security Objects with J-Web Module 5: Security Policies Security Policy Overview Zone-Based Policies Global Security Policies Application Firewall with Unified Security Policies LAB 3: Creating Security Policies with J-Web Module 6: Security Services ? IDP and User Firewall IDP Security Services Integrated User Firewall LAB 4: Adding IDP and User Firewall Security Services to Security Policies Module 7: Security Services ? UTM Content Filtering Web Filtering Antivirus Antispam LAB 5: Adding UTM Security Services to Security Policies Module 8: Juniper Connected Security ? Sky AT Sky ATP Overview Blocking Threats Lab 6: Demonstrating Sky ATP Module 9: Network Address Translation NAT Overview Source NAT Destination NAT Static NAT Lab 7: Implementing Network Address Translation Module 10: IPsec VPN Concepts VPN Types Secure VPN Requirements IPsec Tunnel Establishment IPsec Traffic Processing Module 11: Site-to-Site VPNs IPsec Configuration IPsec Site-to-Site Tunne Lab 8: Implementing Site-to-Site IPsec VPNs Module 12: Monitoring and Reporting J-Web monitoring options J-Web Reporting options Lab 9: Using Monitoring and Reporting Appendix A: SRX Series Hardware Appendix D: Sky Enterprise Services Appendix B: Virtual SRX Appendix EJunos Space Security Director Appendix CCLI Prime

What do engineers and project managers need to know of finance? 'Nothing - leave it to the accountants!' No, no, no! Engineers must be conversant with the terminology and statements that accountants use. Technical expertise in projects, service delivery, production or other areas can only really be harnessed if the managers understand the accounting and reporting that drives businesses. This course gives the necessary understanding to project, production and technical managers. It develops their skills in understanding financial and management accounting. Accountants may not always like it but a major part of their work is to be the 'servants of business' and to gather, compile and present your figures. So you must understand the figures - they belong to you, your processes or projects. There are many reasons for maintaining accurate accounts. This course focuses on the strategic issues (those over-used words) - what figures reveal about the drivers of business and what they reveal about the day-to-day issues that accountants bother you with. The course will enhance your understanding of finance and of the accounting issues which affect your projects, production and technical areas of business. This course will help you: Understand the business world in figures - make sense of what the accountants are telling you Appreciate what drives business - and how this affects your role in your part of the business Relate your activities to the success of the business - through figures Gain the skills to advance in management - financial awareness is a 'must have' if you are to progress in your career 1 What do accountants do? The finance function, types of accountant, financial v management accounting and the treasury function Understanding the role of the finance function and how the information you provide may be used 2 The basic financial statements Balance sheets and income statements (P&L accounts) What they are, what they contain and above all what they can reveal - how to read them The accounting process - from transactions to financial statements What underpins the statements - accounting systems and internal controls 3 Why be in business - from a financial perspective The driving forces behind financial information Performance measures - profitability, asset utilisation, sales and throughput, managing capital expenditure 4 Accounting rules - accounting standards Accounting concepts and the accounting rules: accruals, 'going concern' - substance over form and other 'desirable qualities' Accruals - why the timing of a transaction is so important to the finance function Depreciation and amortisation - the concepts and practice Accounting standards - the role of International Financial Reporting Standards 5 Cash The importance of cash flow - working capital management Cash flow statements - monitoring overall cash flows Raising cash - levels of borrowing, gearing Spending cash - an outline of capital expenditure appraisal 6 Budgeting Why budget? - good and bad practice Determining why budgets play a key role and should not be simply an annual ritual Justifying your budgets - the link between the strategic plan and day-to-day budgeting - alignment of company culture Budgets as motivators - the importance of the right culture Techniques to improve budgeting - whether day-to-day or capital budgeting 7 Costing The type and detail of costing very much depends on your business - eg, manufacturing piston rings is quite different from the construction of a power plant Issues with overhead allocation Accounting for R&D 8 Reading financial statements Annual financial statements - why they are produced, what's in them and what you should look for Learning what a set of accounts reveals about a company's current situation, profitability and future prospects 9 Performance measurement - analytical reviews and ratio analysis ROI/ROCE Profitability, margins and cost control Sales - asset turnover Efficiency (asset / stock turnover, debtor / creditor days) 'City' measures Investment (interest / dividend cover, earnings per share, dividend yield)

Learn the basics of Data Science, combining a supported #CISCO Skills for All online course with practical learning and a project to help consolidate the learning.

Duration 5 Days 30 CPD hours The iPhone combines technologies of smartphones and personal computing. With a multitouch screen, built-in accelerometer and virtual keyboard, the iPhone also requires the mobile application developer to adopt a vastly different software design philosophy. With over a billion mobile apps sold, iPhone Programming is a critical part of the future of mobile technology. This five day course teaches the attendee all aspects of iOS mobile app development Introduction and Setup Joining the Apple iOS Developer Program Installing Xcode and the iOS SDK A Guided Tour of Xcode An Introduction to Xcode Playgrounds Swift Programming Language Swift Data Types, Constants, and Variables Swift Operators and Expressions Swift Flow Control The Swift Switch Statement Overview of Swift Functions The Basics of Object Oriented Programming in Swift Swift Subclassing and Extensions Arrays and Dictionary Collections in Swift Understanding Error Handling in Swift Views, Layouts, and Storyboards Creating an Interactive iOS App Auto Layout in iOS Working with iOS Auto Layout Constraints in Interface Builder Implementing iOS Auto Layout Constraints in Code Implementing Cross-Hierarchy Auto Layout Constraints in iOS Understanding the iOS Auto Layout Visual Format Language Using Size Classes to Design Adaptable Universal iOS User Interfaces Using Storyboards in Xcode Organizing Scenes over Multiple Xcode Storyboard Files Using Xcode Storyboards to Create an iOS Tab Bar Application Working with the iOS Stack View Class iOS Stack View Tutorial iOS Split View Master-Detail Example Multitasking in iOS Implementing a Page based iOS Application using UIPageViewController iOS UIPageViewController Application Data Storage with Files, iCloud, and Databases Working with Directories in Swift on iOS Working with Files in Swift on iOS iOS Directory Handling and File I/O in Swift Preparing an iOS App to use iCloud Storage Managing Files using the iOS UIDocument Class Using iCloud Storage in an iOS Application Synchronizing iOS Key-Value Data using iCloud iOS Database Implementation using SQLite SQLite based iOS Application using Swift and FMDB Working with iOS Databases using Core Data iOS Core Data Introduction to CloudKit Data Storage on iOS iOS CloudKit Example iOS CloudKit Subscription Example Touch, Taps, and Gestures An Overview of iOS Multitouch, Taps and Gestures iOS Touch, Multitouch and Tap Application Detecting iOS Touch Screen Gesture Motions Identifying Gestures using iOS Gesture Recognizers iOS Gesture Recognition iOS 3D Touch Force Handling iOS 3D Touch Quick Actions iOS 3D Touch Peek and Pop Advanced View Options Basic iOS Animation using Core Animation iOS UIKit Dynamics ? An Overview Introduction to iOS Sprite Kit Programming iOS Sprite Kit Level Editor Game iOS Sprite Kit Collision Handling Extensions Introduction to Extensions in iOS iOS Today Extension Widget Creating an iOS Photo Editing Extension Creating an iOS Action Extension Receiving Data from an iOS Action Extension Multimedia, Facebook, and Twitter Accessing the iOS Camera and Photo Library iOS Camera Application iOS Video Playback using AVPlayer and AVPlayerViewController iOS Multitasking Picture in Picture Tutorial Playing Audio on iOS using AVAudioPlayer Recording Audio on iOS with AVAudioRecorder The App Store Preparing and Submitting an iOS Application to the App Store Additional course details: Nexus Humans iPhone Mobile App Development training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the iPhone Mobile App Development course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

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2-part workshop for parents hosted by Rachel Wright, Founder of Born at the Right Time and author of 'The Skies I'm Under'.