253 Courses delivered Online

Recognised Accreditation This course is accredited by continuing professional development (CPD). CPD UK is globally recognised by employers, professional organisations, and academic institutions, thus a certificate from CPD Certification Service creates value towards your professional goal and achievement. Course Curriculum Supplementary Resources Supplementary Resources - Professional Certification in Counseling - Fully Accredited 00:00:00 Introduction to Counseling Introduction To Programme 00:02:00 Introduction to Counseling 00:04:00 Counseling Techniques and Application Opening a Session 00:04:00 Rapport-Building 00:09:00 Silence in Counselling 00:04:00 Reflection 00:02:00 Paraphrasing 00:03:00 Focusing 00:04:00 Assessment 00:03:00 Appropriate Questioning 00:05:00 The Skill of Confrontation 00:03:00 Idiosyncratic Empathy 00:01:00 Immediacy 00:07:00 The Skill of Simile and Metaphor 00:01:00 Counseling Process- from Fixity to Fluidity 00:04:00 Obtain Your Certificate Order Your Certificate of Achievement 00:00:00 Get Your Insurance Now Get Your Insurance Now 00:00:00 Feedback Feedback 00:00:00

Step into the world of Cognitive Behavioral Therapy (CBT) with our engaging course. Unlock the power to understand and address eating disorders effectively using the CBT model. Explore the essentials of CBT, NICE guidelines, and the ethics of therapy. Gain insights into the core psychopathology of eating disorders, co-morbid psychiatric illnesses, and the impact of social and family factors. Dive into the cognitive aspects, emotional intelligence, and the art of conducting assessments. Learn how to set goals with clients, motivate them for change, and utilize the Socratic approach for effective questioning. This course covers essential topics like psychoeducation, exposure techniques, and working with beliefs, ensuring you can design and review action plans for positive outcomes. Whether you're a healthcare professional or simply interested in CBT, this course will empower you with valuable knowledge and skills. Learning Outcomes Master the fundamental principles of Cognitive Behavioral Therapy (CBT). Understand NICE guidelines and the ethical aspects of therapy. Explore the psychopathology of eating disorders and their cognitive components. Learn how to assess and set goals with clients effectively. Acquire techniques for behavior change, including the Socratic approach and exposure therapy. Why choose this Cognitive Behavioural Therapy (CBT) course? Unlimited access to the course for a lifetime. Opportunity to earn a certificate accredited by the CPD Quality Standards and CIQ after completing this course. Structured lesson planning in line with industry standards. Immerse yourself in innovative and captivating course materials and activities. Assessments designed to evaluate advanced cognitive abilities and skill proficiency. Flexibility to complete the Course at your own pace, on your own schedule. Receive full tutor support throughout the week, from Monday to Friday, to enhance your learning experience. Unlock career resources for CV improvement, interview readiness, and job success. Who is this Cognitive Behavioural Therapy (CBT) course for? Healthcare professionals and therapists seeking to enhance their CBT skills. Individuals interested in understanding and addressing eating disorders. Students and practitioners in psychology, counseling, or related fields. Anyone looking to broaden their knowledge of CBT for personal or professional growth. Those passionate about mental health and well-being. Career path Clinical Psychologist: £38,000 - £85,000 Counselor: £24,000 - £45,000 Psychiatrist: £40,000 - £150,000 Mental Health Nurse: £24,000 - £42,000 Therapist: £24,000 - £50,000 Dietitian: £25,000 - £45,000 Prerequisites This Cognitive Behavioural Therapy (CBT) does not require you to have any prior qualifications or experience. You can just enrol and start learning.This Cognitive Behavioural Therapy (CBT) was made by professionals and it is compatible with all PC's, Mac's, tablets and smartphones. You will be able to access the course from anywhere at any time as long as you have a good enough internet connection. Certification After studying the course materials, there will be a written assignment test which you can take at the end of the course. After successfully passing the test you will be able to claim the pdf certificate for £4.99 Original Hard Copy certificates need to be ordered at an additional cost of £8. Course Curriculum Cognitive Behavioural Therapy (CBT) CBT Eating Disorders Promo 00:02:00 About the Tutor 00:01:00 About the Course 00:02:00 What is CBT (the CBT model) 00:06:00 NICE guidelines 00:04:00 The therapeutic alliance, Trust and Empathy 00:07:00 Ethics of the therapy 00:05:00 Eating disorders: Categorisations 00:07:00 Core Psychopathology of Eating Disorders 00:07:00 Co-morbid psychiatric illness 00:07:00 Social and Family factors 00:08:00 Cognitive factors 00:07:00 Emotional Intelligence 00:25:00 First session - Assessment 00:08:00 Dietary and Nutritional issues 00:06:00 Setting Goals with the client 00:07:00 Motivational factors 00:07:00 The Socratic approach (Socratic questioning) 00:06:00 Psychoeducation 00:04:00 The 'Exposure' technique 00:07:00 Working with Beliefs (shape, weight, food) 00:07:00 Behavioural Experiments 00:07:00 Designing and Reviewing Action plans 00:06:00 Concluding therapy successfully 00:04:00 Follow up and Relapse Prevention 00:05:00

You Design Think More Than You Know Today's world is very volatile, uncertain, complex and ambiguous. What used to work, seems to work less efficient or effective. The pandemic shows us that the consequences in daily life can be huge. For some of us, this means confusion and struggle to find solutions to problems. Others reflect on what is happening and reframe this VUCA world as an opportunity for creating new products, services of systems. Start to think as a designer. Designing solutions serves users and customers. Real human beings with names, moods, needs and problems. We sometimes forget, because while creating solutions we fall in love with them. Our attention focuses on the solution. Design thinking has made empathizing with the customer one of the main anchor points. You always remember for whom you are designing and creating. How many ideas would you need to find the one that fits the problem of your user? Ten, a hundred or maybe more? The answer is, more than you think now. Start with questioning the problem. Play and collect different perspectives on the problem. Every single perspective leads to different ideas. In this way you easily reach a great number of solutions. We will share a few relevant, creative exercises so you can challenge your own dominant reaction to solving problems. Having this personal experience will help you to adopt a design thinking mindset to help your clients. What You Will Learn: Introduction to Design Thinking Two Exercises to change your perspectives on problems and solutions Reflection on one's own thinking system How to reframe constraints as valuable opportunities to find creative solutions

Based on our extensive work and experience with leaders, both in the private and public sectors, this ILM Level 5 Coaching and Mentoring programme has been designed to develop the capability of leaders to positively impact the performance of individuals and teams. We are experts at unlocking peak performance. Coaching and mentoring improves relationships, performance and engagement. This programme has been created to sharpen a leader's skills - enabling them to balance control, commitment and empowerment through productive conversations with individuals and teams. Scroll down to find out more about this ILM Level 5 qualification, or use the buttons below to jump straight to the scheduled course dates and prices. All of our ILM Programmes are provided in partnership with The BCF Group, which is the ILM Approved Centre we deliver under. Course Syllabus The syllabus of the ILM Level 5 Qualification in Business Coaching and Mentoring is comprised of six modules, covering the following: Module OneIntroduction 1.1) Explore the myths 1.2) What is coaching and mentoring? 1.3) What is business coaching? 1.4) Thoughts and perceptions 1.5) 7 competencies of a coach 1.6) Definitions - Mentoring / Consulting / Coaching / Therapy / Counseling Module TwoModels and Practice 2.1) The Wheel of Life 2.2) Johari's Window 2.3) KASH - Knowledge, Attitude, Skills, Habits of an effective coach 2.4) STAR / GROW model 2.5) Effective use of Paradigm cards 2.6) Practice and feedback Module ThreeBuilding the Relationship 3.1) Self-management 3.2) How motivation works 3.3) Personality & behavioural traits 3.4) Rapport and trust Module FourCommunication and Practice 4.1) Non-verbal communication 4.2) Effective communication 4.3) Questioning through 2nd/3rd/4th level questioning 4.4) Building a bank of coaching questions 4.5) Practice and feedback Module FiveStructure 5.1) Introduction 5.2) The coaching cycle 5.3) How to give feedback 5.4) The COMET model 5.5) Executive coaching 5.6) Psychometrics 5.7) Closing the coaching session Module SixWell-Formed Outcomes 6.1) Challenge and focus steps 6.2) Coaching goals 6.3) Establishing the gap analysis 6.4) Using diagnostic tools 6.5) SMART objectives 6.6) Designing & planning focus steps 6.7) Gaining commitment 6.8) Practice and feedback Who is it for? Business coaching is the skill to have in today's rapidly changing business climate. People and team development through business coaching is fast, efficient and cost effective, and will get you measurable results. The ILM Level 5 Qualifications in Business Coaching and Mentoring are highly accessible and have been designed for all tiers of director, management and supervisory level, or indeed anyone involved in people development. With a business-relevant, tried-and-tested approach, we encourage participants to bring live business issues and case histories with them on the course. Accreditation Upon completion of this programme all attendees will receive the 'ILM Endorsed Programme in Business Coaching & Mentoring' certificate. Participants will also be eligible to receive ILM letters after their name; either AMInstLM (Affiliate/Associate Member Institute Leadership & Management) or MInstLM (Member Institute Leadership & Management). As with all ILM Accredited Programmes, participants will need to complete the post-programme activity in order to achieve their full 'ILM Level 5 Certificate in Coaching and Mentoring in Management' certificate. These elements have been designed in order to show to the Institute of Leadership and Management (ILM) that you are able to put the skills and techniques learned on the programme into practice. Full support and guidance is provided for completing these final elements. Required Activities Pre-Course We ask you to come prepared with issues which you are currently experiencing that you would be happy to discuss and be coached on. We also send out a short document containing questions and exercises which will help our coaches understand you better and work with you in order to receive the best training. Post-Course To achieve this ILM qualification, participants will have to complete the following post-course activities: 3 x work-based assignments need to be completed within 1 year from attendance and registration. Embedded in the assignments, the Certificate will require delegates to complete 18 hours of coaching or mentoring activity with 2-3 people. The Diploma will require delegates to complete 54 hours of coaching or mentoring with 4-9 people. Tutor guided learning will take on the format of book and video reviews with ongoing tutor guidance and support via phone, Skype or face-to-face. Optional: Self-initiated 2 x 45 min executive coaching sessions per delegate to offer a coaching best practice view. Course Material Each participant will be issued with a workbook to assist them both during and after the course, which will contain information, guidance and forms to assist with the coaching sessions. Participants will also complete a Paradigm psychometric report and receive a year's membership with the Institute of Leadership & Management (ILM). In-House & Classroom Courses Available Online We have developed an alternative to traditional face-to-face training that continues to provide a full learning experience, and allows delegates to learn effectively whilst self-isolating from home. This is how it looks: Delegates booked on Classroom and In-House courses will continue to have access to their trainer online throughout the days that the course is booked to run. Prior to a delegate's course start date, they will be enrolled on our e-learning platform (in partnership with BCF Group) for the course they are booked on to. They will also be given contact information for their trainer, and details of how to access the online workshops. Delegates will not require any special IT equipment. A desktop computer, laptop, tablet, or a mobile phone with internet and audio capability is all that is required. Delegates taking ILM Qualifications will then proceed to the book review, video review and work based assignments with 12 months tutor support as appropriate, and in line with our previous arrangements. We hope you agree that this blended learning experience represents the safest way to continue supporting our clients and delegates during the Coronavirus disruption. Scheduled Courses On-Demand Course - Self-paced The online course option includes a comprehensive course manual, book reviews, useful guides and personalised tutor support. You will also be able to upload assessments online and receive online feedback. Our online training option gives you 24/7 access to our learning platform for the duration of your course. The programme elements and assignments can be completed as quickly as you like, with the only time limit being that the final assignment has to be submitted to ILM within 12 months of your registration on the programme. Diploma: £1,195 + vat | Certificate: £895 + vat Dickson Training Ltd Founded in 1985 in Yorkshire, we have built an impressive and loyal client base. Our partnerships are built by consistently delivering outstanding development solutions and working in close collaboration with our clients, resulting in us becoming a leading UK and international training provider.

In today's fast-moving competitive environment, sales are often made or lost on the strength of a telephone conversation or a brief email. This means that not only is customer service everyone's responsibility - so is sales. Customer service staff are failing the customer if they don't think about sales. And sales staff are failing customers if they don't think about service. And anyone failing a customer is failing both themselves and their employer. Too often, customer service staff feel neither capable nor empowered to recognise or capitalise upon a sales opportunity. Too often, sales people pursue the short-term opportunity at the expense of the bigger picture. The good news is - it doesn't have to be this way! Sales and customer service skills can be acquired, developed and polished just like any other skill. This tried-and-tested programme shows you how to do it. As a result of this course, participants will be able to: Take control of a customer conversation, with confidence Refresh and polish their customer service and sales performance Recognise and develop a sales opportunity Engage the customer and build rapport Identify a customer's needs Match the customer's needs to the organisation's products or services Handle objections confidently Ask for the order At the end of the workshop each participant will have developed their own action plan for developing and using their skills in the workplace. 1 Introduction Course overview, objectives and introductions 2 Serving or selling? Feelings and attitudes - How we can affect the outcome by our feelings and behaviour What is selling? - Selling is helping people to buy, identifying the opportunities that exist within the conversation to develop the customer's interest in our products or services 3 Developing the right skills Communication- The impact of body language, voice tone and words- How to make the best impression on the customer and create a 'buying environment' Rapport-building- What makes a good working relationship?- What do customers look for when they call us?- How can we match their expectations in terms of our own interpersonal skills? Relating to different types of people by identifying and matching their communication style on the telephone 4 Making it easy for the customer Starting it right- Opening the conversation positively- Building rapport- How to develop interest in our products or services Gaining and clarifying information- Questioning skills and questioning style- What do we need to know from the customer?- How can we use that information in the conversation? Active listening- The most under-rated skill of all- Picking up on the 'Golden Moments' when a customer shows they may be interested Presenting information confidently- Knowing the benefits of our products or services- How to tell the customer what they need to know in order to enable them to buy Closing on a positive note- When and how to ask for commitment Dealing with the customer's objections and concerns in a positive manner 5 Course summary and action plans Review of main learning points Presentation of personal action plans

*** 24 Hour Limited Time Flash Sale *** Level 2 Certificate in Counselling Admission Gifts FREE PDF & Hard Copy Certificate| PDF Transcripts| FREE Student ID| Assessment| Lifetime Access| Enrolment Letter As mental health issues rise in the UK, counsellors provide critical support. A Study founds 1 in 4 adults in the UK experience a mental health problem each year. Do you want to compassionately help children, couples, families and adults heal? This Level 2 Certificate in Counselling Skills bundle offers a comprehensive exploration of counselling skills, equipping you to support individuals facing various challenges. Our course provides a foundational understanding of key counselling concepts and techniques. You'll learn about different counselling approaches, ethical frameworks, and how to build rapport with clients. You'll also gain practical skills in active listening, open-ended questioning, and reflection. You will learn the core principles of counselling, advanced therapeutic techniques, and specific strategies for working with children, adolescents, and families. With this Level 2 Certificate in Counselling Skills course you will get 25 CPD Accredited PDF Certificates, Hard Copy Certificate of 1st Course and our exclusive student ID card absolutely free. Courses Are Included In This Level 2 Certificate in Counselling Skills Bundle: Course 01: Level 2 Certificate in Counselling Skills Course 02: Advanced Diploma in Counselling at QLS Level 7 Course 03: Counselling Children & Supporting Their Wellbeing Course 04: Child and Adolescent Counselling Course 05: Crisis and Trauma Counselling in Early Childhood Course 06: Counselling and Psychotherapy Course Course 07: Treating Post Traumatic Stress Disorder Course 08: Bereavement and Grief Counselling Course 09: Psychological Wellbeing Practitioner Course - CPD Accredited Course 10: Safeguarding And Counselling Course Course 11: Couples Therapy & Counselling Course 12: Marriage and Family Therapy Course 13: Life Coaching and Counselling Course 14: Addiction and Mental Health - Dual Diagnosis Course 15: Psychology & Treatment of Addiction Course 16: Mental Health and Psychiatry Training Course 17: Mental Health Care Training - MCA & DOLS Course 18: Counselling Management Diploma Course 19: Online Depression Management Course 20: Compassion Focused Therapy Course 21: Cognitive Behavioural Therapy (CBT) Practitioner Certificate Course Course 22: Forgiveness Coaching and Therapy Course 23: Diploma in Occupational Therapy Course 24: How to Overcome Phone Addiction: Phone-Free Living Course 25: Communication & Information Handling in Care Stop dreaming, start healing! This Therapist Certification Bundle is your gateway to a rewarding career and a life of purpose. Enrol today and unlock your full potential as a therapist! Learning Outcomes of Level 2 Certificate in Counselling Skills Master essential counselling skills like active listening, empathy, and rapport building. Explore diverse therapeutic approaches tailored to various needs and populations. Navigate challenging situations like crisis intervention and trauma support. Develop expertise in areas like child counselling, couples therapy, and bereavement support. Gain the confidence and competence to launch a successful counselling career. Why Choose Us? Get a Free CPD Accredited Certificate upon completion of Counselling Get a free student ID card with Counselling Training program (£10 postal charge will be applicable for international delivery) The Counselling is affordable and simple to understand This course is entirely online, interactive lesson with voiceover audio Get Lifetime access to the Counselling course materials The Counselling comes with 24/7 tutor support Start your learning journey straight away! This diploma offers learners the opportunity to acquire a Certification that is highly valued in the field of Counselling. With this Certification, graduates are better positioned to pursue career advancement and higher responsibilities within the Counselling setting. The skills and knowledge gained from this course will enable learners to make meaningful contributions to Counselling-related fields, impacting their Counselling experiences and long-term development. Course Curriculum Course 01: Level 2 Certificate in Counselling Skills Module 01: Introduction Module 02: Psychology Of Growth And Development Module 03: Therapeutic Language Module 04: Psychological Issues Module 05: Therapeutic Outcomes Module 06: Working As A Counsellor Module 07: Professional Depression Counselling Diploma Module 08: What Causes Depression Module 09: Different Types Of Depression Module 10: Different Types Of Medicine Module 11: Complementary Alternative Therapies Module 12: Counselling Approaches To Depression Module 13: Psychology And Therapy Of Addictions Module 14: Theories Of Addiction Module 15: Addiction Treatments Module 16: Addiction In Society Module 17: Addiction In Families Module 18: Working With Addiction Module 19: Bereavement And Grief Counselling Diploma Module 20: Introduction To Grief & Bereavement Module 21: Attitudes Towards 'Death' And 'Dying' Module 22: What Happens When We Die Module 23: Depression Related To Grief And Bereavement Module 24: Counselling Process And Methods Course 02: Advanced Diploma in Counselling at QLS Level 7 Module 01: Counselling And Counsellors Module 02: Theories And Models Of Counselling (Part 1) Module 03: Theories And Models Of Counselling (Part 2) Module 04: Legal, Cultural And Ethical Issues In Professional Counselling Module 05: Forms Of Psychotherapy Module 06: Counselling And Psychotherapy Module 07: Dynamic Psychotherapy Module 08: Childhood And Adolescent Psychiatric Disorders Module 09: Counselling Children And Adolescents In Schools Module 10: Counselling Trauma And Substance Abuse Module 11: Counselling Stress And Anxiety Disorders Module 12: Counselling Personality Disorders Module 13: Counselling Mood Disorders And Depression Module 14: Counselling Eating & Sleeping Disorders Module 15: Life Coaching And Career Counselling Course 03: Counselling Children & Supporting Their Wellbeing Module 01: Introduction To Counselling Module 02: Focusing Module 03: Assessment Module 04: Introduction To Child Psychology Module 05: Problems Of Childhood Module 06: Relationships Between Children And Parents Module 07: Understanding Between Children And Parents Module 08: Impacts Of Separation And Loss On Attachment Module 09: The Impact Of Child Neglect Module 10: Cyberbullying Module 11: Appropriate Questioning Module 12: Silence In Counselling Module 13: The Skill Of Confrontation Module 14: The Skill Of Simile And Metaphor =========>>>>> And 22 More Courses <<<<<========= How will I get my Certificate? After successfully completing the course, you will be able to order your Certificates as proof of your achievement. PDF Certificate: Free (Previously it was £12.99*25 = £325) CPD Hard Copy Certificate: Free (For The First Course: Previously it was £29.99) CPD 250 CPD hours / points Accredited by CPD Quality Standards Who is this course for? This bundle is ideal for: Students seeking mastery in this field Professionals seeking to enhance their skills Anyone who is passionate about this topic Requirements This bundle doesn't require prior experience and is suitable for diverse learners. Career path This bundle will allow you to kickstart or take your career in the related sector to the next stage. Counsellor Therapist Mental health practitioner Life coach Support worker Educator Certificates CPD Accredited Digital Certificate Digital certificate - Included Upon passing the Course, you need to order a Digital Certificate for each of the courses inside this bundle as proof of your new skills that are accredited by CPD QS for Free. CPD Accredited e-Certificate - Free Enrolment Letter - Free Student ID Card - Free CPD Accredited Hard Copy Certificate Hard copy certificate - Included Upon completion of the course, you can order a Free Hard Copy Certificate Accredited by CPD QS, accepted throughout the UK and internationally. If you are an international student, then you have to pay an additional 10 GBP for each certificate as an international delivery charge.

Web developers working with HTML5 will be able to test their knowledge with this video course.

A practical programme for HR professionals who are keen to develop a coaching style of interaction either within their teams and/or with business stakeholders. Develop skills in taking a more engaging, non-directive approach to supporting your business and to encouraging a coaching style of communication in your organisation.

24 Hours Left! Don't Let Year-End Deals Slip Away - Enrol Now! Unlock the power of effective communication with our comprehensive Public Speaking Training bundle. This bundle is designed to equip you with the essential skills needed to excel in various professional settings. The first course in this bundle is QLS-endorsed, and upon completion, you will receive a QLS hardcopy certificate for free, showcasing your accomplishment. With 10 additional CPD-QS accredited courses, you will gain a wealth of knowledge and expertise in communication, presentation, confidence building, cross-cultural awareness, and more. Learn how to captivate your audience, convey your ideas with confidence, and master the art of public speaking. With a combination of theoretical knowledge and deeper insights, this bundle will provide you with the tools and techniques to excel in any speaking situation. From delivering impactful presentations to managing conflicts in the workplace, these courses cover a wide range of topics that are highly relevant in today's job market. Enrol in our Public Speaking Training bundle today and take the first step towards becoming a confident and effective communicator. Learning Outcomes: Upon completing the Public Speaking Training bundle, you will: Develop effective public speaking skills, including voice modulation, body language, and speech structure. Learn how to create and deliver engaging presentations that captivate your audience. Enhance your communication skills, including active listening, effective questioning, and persuasion techniques. Build confidence and assertiveness in your communication style. Gain cross-cultural awareness and learn how to communicate effectively in diverse settings. Develop conflict management skills and strategies to handle challenging situations. Learn effective stress management techniques for the workplace. Start your learning journey straightaway! This Public Speaking Training curriculum has been designed by Public Speaking Training experts with years of Public Speaking Training experience behind them. The Public Speaking Training course is extremely dynamic and well-paced to help you understand Public Speaking Training with ease. You'll discover how to master the Public Speaking Training skill while exploring relevant and essential topics. Assessment Process Once you have completed all the courses in the Public Speaking Training bundle, you can assess your skills and knowledge with an optional assignment. Our expert trainers will assess your assignment and give you feedback afterward. Who is this course for? Professionals looking to enhance their communication skills and advance their career prospects. Individuals seeking to build their confidence and proficiency in public speaking. Aspiring speakers who want to captivate their audience with impactful presentations. Anyone looking to improve their communication skills for personal or professional development. Individuals are interested in cross-cultural awareness and conflict management in the workplace. Career path This bundle will give you an edge in various professions, such as: Corporate executives Sales and marketing professionals Human resources managers Customer service representatives According to the latest data, professionals with strong communication and public speaking skills earn an average salary of £40,000 to £65,000 per year, depending on the industry and level of expertise.

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans