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'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement. This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process. This programme will help participants: Understand 'how buyers buy' and align their selling activities accordingly Recognise the difference between 'latent pain' and 'active vision' opportunities Conduct effective pre-call planning and research Stimulate interest and establish credibility with your prospects Get prospects to share / admit high priority pain Engage in consultative dialogue that promotes the differentiating strengths of your offerings Gain access to 'power' people within an opportunity Effectively qualify and disqualify opportunities based on objective decision criteria Better control and manage sell cycles Improve their chances of winning competitive opportunities Shorten sales cycles and avoid 'no decision' Negotiate the steps leading to a successful sale 1 An introduction to selling Understanding the key points that encourage a customer to purchase from us The difference between consultative selling and a transactional sale Understanding the roles that trust and empathy play in a sale Understanding how tricks and manipulation can sink a sale Vital pre-meeting research that must take place before a conversation Understanding how the customer sees us and why positioning is important 2 Structuring the sales conversation process Defining a set process for structuring a sales call with a chance to demonstrate understanding How the first minute of a conversation can destroy a sale Understanding BPO objectives for a sale How a step-by-step sales conversation process helps win more sales Understanding the mis-match between the customers buying process How our sales processes can lead to mistakes 3 How and why people buy An insight into the emotional factors behind how people arrive at purchasing decisions Using research from neuroscience that shows how sales people can really make mistakes Understanding how people make decisions about larger purchases Understanding the stakeholders in companies and their buying motives How to analyse the stakeholders and determine a win-plan 4 Understanding the funnel Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting Understanding the role of forecasting in sales analysis Why many forecasts are nearly always wrong Understanding the stages of a sales process How 'verifiable outcomes' can really change forecasting 5 Questioning techniques Understanding the different questioning techniques and when they should be used Using the 'knowledge tree' as a framework for questioning Understanding the use of real empathy to help customers uncover their needs How effective research can really empower your questions How to ask 'high gain' questions How to ask difficult questions without feeling intrusive 6 Features and benefits How to practically apply them in a sales scenario How to align the benefits to customers' business goals Really understanding the difference and how to demonstrate true economic benefits to a customer How to discover business goals, and align value propositions to these How to craft an effective value proposition for a customer Using the SAR storytelling method to really engage customers to align their thinking patterns Using the latest neuroscience research that explains what customers are really thinking 7 Overcoming objections How 'confirmation bias' can hinder any sales conversation How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way Practising the method to become comfortable and congruent with it 8 Closing the sale A deep dive into what closing is How different sales have different closes How too many closing methods can destroy a sale How to lead up to a close with a logical sequence of questions Using the ACSAT trust method of closing A clear methodology with a chance to practise the skills in a fun way

LOOKING FOR: MG, YA, ADULT FICTION Originally from the North East of Scotland. Kirsten joined Zeno in the summer 2024 after time working at a previous literary agency and before that working as a bookseller in the Charing Cross branch of Foyles. Kirsten has a BA (Hons) in English from Edinburgh Napier University and a Masters in Children’s Literature from Reading University. Kirsten is currently building her own list alongside handling Zeno’s translation rights. Kirsten is looking for: Scottish voices - especially something from the North East - Kirsten is Aberdonian and would love to help a writer from this space emerge. Water horror - as Kirsten grew up in Aberdeen she is always looking for horror inspired by the sea or the landscape of Scotland - bonus points if it has anything to do with an oil rig! Workplace horror like Camilla Grudova’s Children of Paradise or Calvin Kasulke’s Several People are Typing (this is not a reflection of her agency!) Romance - especially young and contemporary - obviously bonus points if it’s set in Scotland and written by someone who has lived there. Kirsten is a huge fan of all the usual suspects, Ali Hazlewood, Ana Huang, Bolu Babalola to name a few! Romantasy - less elves, more out of the box - Kirsten read Sarah J Maas in 2014/15 and so is looking for something that expands on the genre. A good crime thriller - Kirsten did her dissertation on terrorism so anything that is well written in this space would be a dream for her. Additionally she really enjoys serial killer novels and the recent fake true crime novels, Penance by Eliza Clark especially thrilled her. A Studio Ghibli esque fantasy - luscious landscapes, brilliant characters, a powerfulstory. If any of your comps are a Ghibli film she wants to see it! Fanfiction writers! Kirsten has always been on the sites and would love you to tell her if you’ve written fanfiction in the past / have an ongoing fanbase - maybe she has already read it. Kirsten already has: A nonfiction baking book - Kirsten would not want another at this moment. A middle grade cosy fantasy - Kirsten would love to see more of this! But worries if it’s too close to what she already has, then it would be a reason for her to turn it down. A Horror Vampire novel - again she would love to see more of this! But worries if it’s too close to what she already has, that would be a reason for her to turn it down. Vampires would probably be better for her if they were contemporary or in the romantasy space. A Game of Thrones esque fantasy - a client is already writing this and she wants to give it the space on her list it deserves! Kirsten is NOT looking for: Picture books / 5-8 books Poetry Police procedural Hard science fiction Kirsten would like you to submit a covering letter, one page synopsis and the first three chapters (Max 5000 words) of your completed manuscript in a single word document. (In addition to the paid sessions, Kirsten is kindly offering one free session for low income/under-represented writers. Please email agent121@iaminprint.co.uk to apply, outlining your case for this option which is offered at the discretion of I Am In Print).  By booking you understand you need to conduct an internet connection test with I Am In Print prior to the event. You also agree to email your material in one document to reach I Am In Print by the stated submission deadline and note that I Am In Print take no responsibility for the advice received during your agent meeting. The submission deadline is: Monday 25th August 2025

CPD certified, digital study session, 24-hour postural care training, learning new ways to bring excellence to 24-postural care, focussing on supported lying.

This online course is suitable for those who are familiar with the accounts rules, such as COFA’s and legal cashiers, but wish to expand their technical knowledge on the day to day application of them.  This course will reflect on the 2019 rule changes and where firms might have gone wrong in implementing these. It will also consider what ‘good’ systems, policies and procedures look like as well as providing you with tools to evaluate if your interest policy is ‘fair and reasonable’ and practical scenarios to identify banking facilities. Target Audience This online course is suitable for COFAs, those supporting the COFA, legal cashiers and for those that wish to expand their technical knowledge on the day to day application of the SRA accounts rules. Resources An information pack including the course slides will be provided to all delegates, which may be useful for ongoing reference. Please note a recording of the course will not be made available. Speaker Sarah Charlton, Consultant, DG Legal Sarah has a BSc (Hons) in Applied Accounting and is a Fellow member of the Association of Chartered and Certified Accountants. Her career spans over 35 years working within the legal sector, fulfilling roles from COFA through to CEO. During her career she has worked with a number of legal regulators, professional bodies and government organisations. Sarah has been a member of the Institute of Legal Finance and Management throughout her career, qualifying as a Fellow member in 2005. Sarah also served as chairperson between 2010-2012 and continues to serve as an Executive Council Member.

LOOKING FOR: ADULT FICTION, NON-FICTION Amanda Preston has been a literary agent for over 20 years and co-founded LBA in 2005. She won the RNA Literary Agent of the Year award in 2018.  She represents commercial and reading group fiction, as well as a range of narrative non-fiction and memoir. She loves working with authors, championing them every step of the way, and works with them and their publishing teams to build them into brand names and award winning and bestselling authors in the UK and internationally. Whether commercial or reading-group, she loves innovative and well-written stories that hook her in from the start and whose voice stays with her. She is looking for novels that demand to be talked about and shared, whatever their genre, and that she is still thinking about days after finishing.  She is on the hunt for a high-concept thriller which is character and plot driven, but also has a discussable issue at its heart i.e Elizabeth is Missing by Emma Healey and Girl A by Abigail Dean. She loves thrillers where the location is as integral to the plot as the crime i.e The Dry by Jane Harper and The Sanatorium by Sarah Pearse, and would love a good locked-room thriller but is only looking for fresh and unique ideas in this area.  She is also on the hunt for a glorious book club love story that is doing something a bit different and special i.e Lessons in Chemistry by Bonnie Garmus or anything by Taylor Jenkins Reid or Liane Moriarty! Or smart, contemporary, observant romcoms with a very strong emphasis on diverse / own voices.  Finally, she would love a historical that vividly brings that period to life as well as having a stunning plot i.e, The Familiars by Stacey Halls and The Doll Factory by Elizabeth MacNeal. Amanda would like you to submit a covering letter, 1 page synopsis and the opening three chapters (max 5,000 words). (In addition to the paid sessions, Amanda is kindly offering one free session for low income/under-represented writers. Please email agent121@iaminprint.co.uk to apply, outlining your case for this option which is offered at the discretion of I Am In Print).  By booking you understand you need to conduct an internet connection test with I Am In Print prior to the event. You also agree to email your material in one document to reach I Am In Print by the stated submission deadline and note that I Am In Print take no responsibility for the advice received during your agent meeting. The submission deadline is: Monday 1st September 2025 by 12 noon UK BST

I am a Reiki Teacher in Manchester and one of the few traditionally trained Reiki Masters in the UK who have been trained by international best-selling Reiki author Penelope Quest. My teaching methods use traditional Reiki techniques perfected over many years and you can be assured of my support during and after your course. I teach all three levels of Reiki courses, level 1 reiki. level 2 reiki and reiki master level 3

This session will combine knowledge as well as practical interactive scenarios to work through to assist delegates in evaluating themselves to identify areas they might need to improve on.  The course will cover: The purpose of the role (reminder) How the role has evolved What lessons can be gained so far How do you create a culture of compliance What good systems, policies and procedures look like Easy tips on what, where and how you should be looking Target Audience This online course is suitable for those new to the COFA role, those supporting the COFA and for those that would like a refresher of the role and their responsibilities. Resources An information pack including the course slides, scenarios and suggested answers will be provided to all delegates, which may be useful for ongoing reference. Please note a recording of the course will not be made available. Speaker Sarah Charlton, Consultant, DG Legal Sarah has a BSc (Hons) in Applied Accounting and is a Fellow member of the Association of Chartered and Certified Accountants. Her career spans over 35 years working within the legal sector, fulfilling roles from COFA through to CEO. During her career she has worked with a number of legal regulators, professional bodies and government organisations. Sarah has been a member of the Institute of Legal Finance and Management throughout her career, qualifying as a Fellow member in 2005. Sarah also served as chairperson between 2010-2012 and continues to serve as an Executive Council Member.

Our Financial Compliance and Legal Aid Payments Course provides a brief overview of historical changes and the current regulations. The course will cover what VAT regulations and the SRA Accounts Rules say on legal aid payments and will provide practical advice and tips on how to account for these payments so you adhere to the rules and regulations of the profession. Target Audience This course is suitable for those in the legal profession who oversees, or is responsible for or involved in accounting for legal aid funds, including, costs lawyers, legal cashiers, COFA, those supporting the COFA, account managers, etc. Resources An information pack including the course slides will be provided to all delegates after the course, which may be useful for ongoing reference. Please note a recording of the course will not be made available. Speaker Sarah Charlton, Consultant, DG Legal Sarah has a BSc (Hons) in Applied Accounting and is a Fellow member of the Association of Chartered and Certified Accountants. Her career spans over 35 years working within the legal sector, fulfilling roles from COFA through to CEO. During her career she has worked with a number of legal regulators, professional bodies and government organisations. Sarah has been a member of the Institute of Legal Finance and Management throughout her career, qualifying as a Fellow member in 2005. Sarah also served as chairperson between 2010-2012 and continues to serve as an Executive Council Member.

In January 2024 alone, reports were published about the SRA taking enforcement action against 3 firms and 4 individuals for failure to comply with the Money Laundering Regulations 2017. The fines issued for these non-compliances total over £570,000 plus costs. The absence of staff training, or requirement to complete additional training, was noted in a number of these cases. As a manager of a law firm, or more crucially an MLRO or MLCO, the ultimate responsibility for the firm's compliance, including with the MLR 2017, lies with you. It is your responsibility to ensure that the firm puts in place, reviews and updates compliant policies, controls and procedures. You must ensure that the firm maintains an up to date practice wide risk assessment. You are required to ensure that your employees are regularly given training on the MLR 2017 and associated risks. If a breach occurs, the SRA will take a wider look at the firm and identify any supervisory deficiencies that may have contributed to failures by fee earners or support staff. It has proven that it will not shy away from holding to account managers, compliance officers and MLRO/MLCOs for failures by their firms to comply with requirements of the MLR 2017. This course will cover the following to assist firms MLROs, MLCOs and Management with fulfilling their AML management responsibilities: How to comply with your obligations and stay compliant FWRA – linked with PCPs Mandatory AML Policies and Procedures - SRA have concerns Training and supervising staff Audits SRA requirements Reporting SARS POCA/TA Fulfilling reporting officer and compliance officer duties Target Audience The online course is suitable for MLROs, MLCOs, firm management and those supporting these roles. Resources Comprehensive and up to date course notes will be provided to all delegates which may be useful for ongoing reference or cascade training. Please note a recording of the course will not be made available. Speaker Helen Torresi, Consultant, DG Legal Helen is a qualified solicitor with a diverse professional background spanning leadership roles in both the legal and tech/corporate sectors. Throughout her career, she has held key positions such as COLP, HOLP, MLCO, MLRO and DPO for law firms and various regulated businesses and services. Helen’s specialised areas encompass AML, complaint and firm negligence handling, DPA compliance, file review and auditing, law management, and operational effectiveness in law firms, particularly in conveyancing (CQS).

Recognizing the brilliance of someone psychological disturbance normalizes their experience and opens the door to transformative change. We aim to explore the lived experiences on irregular perceptions of reality with an open mind. Each Saturday includes: a live dialogue between Prof. Ernesto Spinelli and an International Existential Therapist; a moment to share your thoughts and feelings with the teachers; and a final integration facilitated by Bárbara Godoy. This series of ten dialogues set out to explore the multifaceted dimentions and complexities associated with Existential Therapies. It attempts to engage with various interpretations of insanity through the lens of patients often painful, confounding, and deeply unsettling life experiences. Invention- between Prof. Ernesto Spinelli and Dr. Betty Cannon “When I first saw the topic of this year’s dialogues, I asked myself whether I had anything to contribute. After all, I told myself, I do not usually work with psychoses or other so-called ‘extreme’ or’ irregular’ states of consciousness. This started me thinking about a series of demonstration videos that I have been making with students and supervisees over the last couple of years as part of a book project. Do those videos display ‘extreme states’? To my surprise, the answer is yes. They are filled with experiences that might be described as hallucinations (positive and negative), dissociative states, paranoia, delusions, manic and depressive states, crippling anxiety, schizoid withdrawal, depersonalization and derealization, and body dysmorphic phenomena. Not to mention the so-called normal neurotic trances that Freud called transference, countertransference and defenses, psychedelically induced extreme states, and those nightly hallucinations, our dreams. So why did I not remember at least some of these states as being ‘extreme’? Perhaps the answer lies in my perspective on therapy, which is largely existential-phenomenological. I think that the following quote, from a letter that Sartre wrote to R.D. Laing, captures the essence of this perspective: “Like you, I believe that one cannot understand psychological disturbances from the outside, on the basis of a positivistic determinism or reconstruct them with a combination of concepts that remain outside the experience as lived and experienced. I also believe that one cannot study, let alone cure, a neurosis without a fundamental respect for the person of the patient, without a constant effort to grasp the basic situation and relive it, without an attempt to rediscover the response of the person to that situation and––like you, I think––I regard mental illness as the ‘way out’ that the free organism, in its total unity, invents in order to be able to live through an intolerable situation.”* When a client and I together are able to appreciate the true brilliance of this invention, my experience is that it not only normalizes the client’s experience, it also opens the doorway to change. It allows us to invent something new.” Dr. Betty Cannon. Betty Cannon, PhD, is a licensed psychologist who has taught and practiced in Boulder, Colorado, for over 40 years. She is Professor Emerita of the Colorado School of Mines and president and founder of the Boulder Psychotherapy Institute, which has trained mental health professionals in Applied Existential Psychotherapy since 1989. In addition to existential philosophy, especially the philosophy of Sartre, AEP has roots in Gestalt therapy, classical and contemporary psychoanalysis, humanistic psychology (especially the person-centered therapy of Carl Rogers), and body-oriented psychotherapy. Betty is a member of the editorial boards of the Journal for the Society of Existential Analysis and Sartre Studies International. She is the author of Sartre and Psychoanalysis and numerous articles and chapters on existential therapy. Her mentor was Hazel E. Barnes, who translated Sartre into English and who was the world’s foremost Sartre scholar until her death in 2008. Betty is her literary executor, and her book on Sartre is dedicated to Hazel. Prof. Ernesto Spinelli was Chair of the Society for Existential Analysis between 1993 and 1999 and is a Life Member of the Society. His writings, lectures and seminars focus on the application of existential phenomenology to the arenas of therapy, supervision, psychology, and executive coaching. He is a Fellow of the British Psychological Society (BPS) as well as an APECS accredited executive coach and coaching supervisor. In 2000, he was the Recipient of BPS Division of Counselling Psychology Award for Outstanding Contribution to the Profession. And in 2019, Ernesto received the BPS Award for Distinguished Contribution to Practice. His most recent book, Practising Existential Therapy: The Relational World 2nd edition (Sage, 2015) has been widely praised as a major contribution to the advancement of existential theory and practice. Living up to the existential dictum that life is absurd, Ernesto is also the author of an on-going series of Private Eye novels. Date and Time: Saturday 25 October from 2 pm to 3 pm – (UK time) Individual Dialogue Fee: £70 Venue: Online Zoom FULL PROGRAMME 2025: 25 January “Knots” with Prof. Ernesto Spinelli and Bárbara Godoy 22 February “Healing” with Dr. Michael Guy Thompson and Prof. Ernesto Spinelli 22 March “Difference” with Prof. Tod DuBose and Prof. Ernesto Spinelli 12 April “Polarisation” with Prof. Kirk Schneider and Prof. Ernesto Spinelli 3 May “Character” with Prof. Robert Romanyshyn and Prof. Ernesto Spinelli 21 June “Opening” with Dr. Yaqui Martinez and Prof. Ernesto Spinelli 19 July “Meaning” with Dr. Jan Resnick and Prof. Ernesto Spinelli 25 October “Invention” with Dr. Betty Cannon and Prof. Ernesto Spinelli 15 November “Hallucination” with Prof. Simon du Plock and Prof. Ernesto Spinelli 13 December “Hysteria” with Bárbara Godoy and Prof. Ernesto Spinelli Read the full programme here > Course Organised by: