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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

Do you have innovative ideas, plans and enthusiasm for starting a great business but don't know what to with these to create one? To succeed in any business, you need a good plan. The better the plan the better the business. This Certified Diploma in Business Planning course will be perfect for you to learn more about business analysis and the secrets behind developing a successful business plan. Are you struggling with your business and you don't have any idea how to improve? Then it's about time you need to learn how to make a successful business plan. Business plan contains essential information and strategies for a business. It is an essential document that contains the Business Analysis needed for the development of your business. Learning how to do it right will surely help you and your business move forward. There are key areas in business planning that you should understand and learn how to analyse that you may never even heard of. This includes the market analysis by providing a summary of the trends of customers, listing competitors, market size and the expected growth of your business. Also, it is important to have a section dedicated to the strategies and its implications to elaborate how to sell your products and how these plans will be put into action. Course Highlights Certified Diploma in Business Planning is an award winning and the best selling course that has been given the CPD Certification & IAO accreditation. It is the most suitable course anyone looking to work in this or relevant sector. It is considered one of the perfect courses in the UK that can help students/learners to get familiar with the topic and gain necessary skills to perform well in this field. We have packed Certified Diploma in Business Planning into 7 modules for teaching you everything you need to become successful in this profession. To provide you ease of access, this course is designed for both part-time and full-time students. You can become accredited in just 5hours, 40minutes and it is also possible to study at your own pace. We have experienced tutors who will help you throughout the comprehensive syllabus of this course and answer all your queries through email. For further clarification, you will be able to recognize your qualification by checking the validity from our dedicated website. Why You Should Choose Certified Diploma in Business Planning Lifetime access to the course No hidden fees or exam charges CPD Accredited certification on successful completion Full Tutor support on weekdays (Monday - Friday) Efficient exam system, assessment and instant results Download Printable PDF certificate immediately after completion Obtain the original print copy of your certificate, dispatch the next working day for as little as £9. Improve your chance of gaining professional skills and better earning potential. Who is this Course for? Certified Diploma in Business Planning is CPD certified and IAO accredited. This makes it perfect for anyone trying to learn potential professional skills. As there is no experience and qualification required for this course, it is available for all students from any academic backgrounds. Requirements Our Certified Diploma in Business Planning is fully compatible with any kind of device. Whether you are using Windows computer, Mac, smartphones or tablets, you will get the same experience while learning. Besides that, you will be able to access the course with any kind of internet connection from anywhere at any time without any kind of limitation. Career Path You will be ready to enter the relevant job market after completing this course. You will be able to gain necessary knowledge and skills required to succeed in this sector. All our Diplomas' are CPD and IAO accredited so you will be able to stand out in the crowd by adding our qualifications to your CV and Resume. Business Planning Basics FREE 01:00:00 Market Evaluation FREE 01:00:00 Analyse Competition 01:00:00 Determine A Marketing Strategy 01:00:00 Decide What Extras You May Need Like Staff, space etc 00:30:00 The Dangers In Not Making A Business Plan 00:15:00 Wrapping Up 00:15:00 Reference Books Hurdle Business Planning 00:00:00 Guide to Business Planning 00:00:00 Mock Exam Mock Exam- Certified Diploma in Business Planning 00:20:00 Final Exam Final Exam- Certified Diploma in Business Planning 00:20:00

Learning Objectives Introduction , Coaching for Peak Performance , Conclusion   Pre-Requisites There are no prerequisites for this course.   Description This course on 'Coaching for Peak Performance' will help you assess and take action on coaching members of your team towards their peak performance. Most employees receive very little coaching. Few managers are skilled in even the basic skills of coaching. This course will help you to build core coaching skills that you can apply with any coachee, moving them closer to their peak performance. Coaching for Peak Performance Beginner Introduction to the Course 00:01:00 Lesson 01-Why Coach 00:04:00 Lesson 02-How to Coach for Peak Performance 00:03:00 Lesson 03-Framing the Coaching Issue 00:02:00 Lesson 04-Tips for Better Framing 00:02:00 Lesson 05-Assessing the Coaching Opportunity 00:05:00 Lesson 06-Being a Better Listener 00:03:00 Lesson 07-Common Listening Mistakes 00:06:00 Lesson 08-Asking Better Questions 00:04:00 Lesson 09-Building Commitment to Change 00:03:00 Lesson 10-How to Increase Accountability 00:01:00 Lesson 11-How to Track Coaching Progress 00:02:00 Lesson 12-Key Mindsets of an Effective Coach 00:04:00 Course Recap 00:01:00

Course Description Get instant knowledge from this bite-sized Career Coaching Fast-Track Course: Part 2 course. This course is very short and you can complete it within a very short time. In this Career Coaching Fast-Track Course: Part 2 course you will get fundamental ideas of career coaching, the key understanding of the coach/client relationship, effective communication skills and so on. Enrol in this course today and start your instant first step towards learning about coaching and mentoring models. Learn faster for instant implementation. Learning outcome  Familiarise with coaching and mentoring models Understand the coach/client relationship Gain in-depth knowledge of the effective communication skills Know how to motivate your clients How Much Do Career Coaches Earn? Senior - £68,000(Appx.) Average - £47,000(Appx.) Starting - £32,000(Appx.) Requirement Our Career Coaching Fast-Track Course: Part 2 is fully compatible with any kind of device. Whether you are using Windows computer, Mac, smartphones or tablets, you will get the same experience while learning. Besides that, you will be able to access the course with any kind of internet connection from anywhere at any time without any kind of limitation. Career Coaching Fast-Track Course: Part 2 Module 01: Coaching and Mentoring Models 01:01:00 Module 02: Motivating Your Clients 00:17:00 Module 03: The Coach/Client Relationship 00:19:00 Module 04: Effective Communication Skills 00:22:00 Assignment Assignment - Career Coaching Fast-Track Course: Part 2 00:00:00

Getting the most from employees - How to gain an understanding of where your employees/staff/teams are to enable communication and give ease to difficult conversations. Understanding the difference between competitive working and cooperative working where these skills are useful and useless. Discover how to retain your staff and improve performance of staff who are on the verge of underperformance. Gain an insight into what causes behavioural outcomes and how to encourage favourable outcomes over manipulating outcomes based on you meeting your needs.  45-60 min zoom workshop held on the last Wednesday of the month, every month at 7pm (limited spaces) Upon purchase you will be prompted to choose a date. You will receive email confirmation of the event via google calendar plus reminders as the event time approaches. Is your company culture a healthy one? Could you do better? Would you like to be less concerned over staff wellbeing & have more time to focus on CPD & growth? Improve Inductions, Onboarding and Recruitment Try this introductory workshop before committing to day event training options for your business

Consulting Skills for Project Managers This course provides the project manager with the tools and techniques to improve their project management consulting skills. It has application to project managers who function as consultants internally or externally. It reinforces good business practices for reaching and maintaining agreement with key stakeholders. After attending this course, participants will improve their consulting skills in the following areas: During the requirements gathering process Throughout requirements management What You Will Learn You'll learn how to: Define the five phases of project consulting Address client's needs vs. wants Discuss requirements gathering Define requirements management Review the five stages of negotiation Process Project consulting The five phases of project consulting Client's needs vs. wants Requirements gathering and management The negotiation process

Description: Consultants have seen a sudden rise in their business due to the constant changes in the business world. They usually specialize in one field and help other businesses grow into that. Obviously, there is more to that and if you want to find out what, you can do so with this Business Consulting Certificate Course course. This course will help you understand what is meant by consultants and explain their everyday role in today's business world. It further helps you identify consulting opportunities, create strategies, utilize social media and so much more. So getting this course will certainly help with your desires. Learning Outcomes: Allot a definition of the term 'consultants' as well as clarify their role for the current business world Recognise consulting opportunities Promote a business formula including a business plan, budget, marketing vision, fee structure, and above all resources, Exploit social media and networking abilities to boost your consulting business Preserve your work with contracts Find out means to get to the top of trends as well as changes Assessment: At the end of the course, you will be required to sit for an online MCQ test. Your test will be assessed automatically and immediately. You will instantly know whether you have been successful or not. Before sitting for your final exam you will have the opportunity to test your proficiency with a mock exam. Certification: After completing and passing the course successfully, you will be able to obtain an Accredited Certificate of Achievement. Certificates can be obtained either in hard copy at a cost of £39 or in PDF format at a cost of £24. Who is this Course for? Business Consulting Certificate Course is certified by CPD Qualifications Standards and CiQ. This makes it perfect for anyone trying to learn potential professional skills. As there is no experience and qualification required for this course, it is available for all students from any academic background. Requirements Our Business Consulting Certificate Course is fully compatible with any kind of device. Whether you are using Windows computer, Mac, smartphones or tablets, you will get the same experience while learning. Besides that, you will be able to access the course with any kind of internet connection from anywhere at any time without any kind of limitation. Career Path After completing this course you will be able to build up accurate knowledge and skills with proper confidence to enrich yourself and brighten up your career in the relevant job market. Business Consulting Certificate Course Course Overview 00:05:00 What It's All About 00:15:00 Business Building Blocks 00:30:00 Crunching the Numbers 00:30:00 Planning Your Business 00:30:00 Creating a Sales and Marketing Strategy 00:30:00 Getting the Work Done 00:30:00 Mock Exam Mock Exam- Business Consulting Certificate Course 00:20:00 Final Exam Final Exam- Business Consulting Certificate Course 00:20:00

Having the right tools in place to help with things like overwhelm and to also help you to get completely clear on what your END RESULT is and simple exercises on how you are going to get there can be invaluable to a small business owner. ​ It's great sitting and getting clear on your vision for your business and what you want to achieve but if you don't sit down and put a clear action plan in place with dates on when you are going to complete those actions then all of the work you put in getting clear on what you want to achieve it a waste of your time and energy.

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

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