2899 Development courses delivered Live Online

About this training course This 5-days comprehensive training not only an introduction into the issue associated with the development of oil and gas fields but also provides an in depth understanding of the issues to be considered in the development of these fields. The theme throughout this training course is Flow Assurance and Innovative Technologies. Each day consists of lectures in the morning and a hands-on workshop in the afternoon. The workshop allows the participants to appreciate the design process associated with field developments. Various software will be available during the workshop to predict Multiphase flows through wells, pipelines and risers, as well as evaluating reservoir production profiles using alternative technologies to develop reservoirs. Further software to assess Surge and environmental safety will also be available. The field design approach will consider an integrated solution through modelling the reservoir decline, wells, flowlines, risers and the host facility. The participants will have a total appreciation of the methodology required to develop offshore oil and gas fields and have an understanding of all of the Flow Assurance issues and technology requirements. Training Objectives After the completion of this training course, participants will be able to: Understand the process required and identify data to analyse Flow Assurance for oil and gas fields. Examine and Identify the Flow Assurance issues required to be evaluated for oil and gas fields design. These include; Wax, Hydrates, Slugging, Corrosion, Sand Erosion, Scaling and Surge. Establish the studies to be undertaken for each area of Flow Assurance including 'Rules of Thumb' and software to be used. Prioritize the need for innovative methods and the technologies to solve Flow Assurance issues and the need for economics considerations. Appreciate the need for an integrated analysis of the oil and fields from the reservoir to the host processing facility. Gain an appreciation of the emerging and enabling technologies for offshore fields application. Dive deeper into the operational strategies requirements to mitigate Flow Assurance issues. Target Audience This training course is suitable and will greatly benefit the following specific groups: Reservoir Engineers Flow Assurance Engineers Thermodynamics Engineers Process and Chemical Engineers Pipeline Engineers Facilities Engineers Control and Subsea Engineers working in the Oil and Gas industries Engineers in other disciplines may attend that require an appreciation of Flow Assurance Course Level Intermediate Training Methods The training instructor relies on a highly interactive training method to enhance the learning process. This method ensures that all participants gain a complete understanding of all the topics covered. The training environment is highly stimulating, challenging, and effective because the participants will learn by case studies which will allow them to apply the material taught in their own organization. Course Duration: 5 days in total (35 hours). Training Schedule 0830 - Registration 0900 - Start of training 1030 - Morning Break 1045 - Training recommences 1230 - Lunch Break 1330 - Training recommences 1515 - Evening break 1530 - Training recommences 1700 - End of Training Course delivery: This course is limited to a maximum of 20 participants only. A basic understanding of thermo-hydraulics would be advantageous. Morning Lectures and afternoon hands-on practical workshop. Special features: PC-based simulation software demonstration Workshop for hands-on training Course References & Additional resources: 'Flow Assurance for Oil and Gas Fields Production Transport', 1st Edition Handouts Pre & Post Assessment Trainer Your expert course leader is a renowned specialist in flow assurance management for the oil & gas field developments. His expertise enables him to support the operating and contracting companies as well as financial institutions regarding due diligence on offshore development investment decisions and associated operational system risks. Technical assessment of fields for acquisition and production enhancement opportunity. He possesses specialist expertise in evaluating difficult pipeline fluids transport such as Ethylene, Carbon Dioxide and Hydrogen through feasibility studies and technical reviews for clients. He has an exceptional academic background and natural leadership abilities are supported by practical experience of diverse projects worldwide, along with numerous publications at key conferences and publication of four books. Particular interests in developing novel and innovative technologies for subsea applications to solve difficult flow assurance problem areas and improve field development economics. He has worked on major industry projects including; Concorde aircraft fuelling system, the Channel Tunnel aerodynamics and the first deep water oil field development (Foinaven) in the West of Shetland. He is also currently developing a renewable energy solar farm and carbon neutral energy crop (Miscanthus) for domestic and commercial power generation application. He has developed in-house resources including specialist oil & gas field development evaluation software for subsea and onshore field infrastructure development options including; costing and financial analysis, reservoir viability, flow assurance assessment, subsea processing and boosting technologies, flow induced vibrations, surge analysis, heat transfer and chemical injection systems.

Gain a deep understanding of Production Sharing Contracts (PSC) and related agreements through our expert-led course. Enroll now and excel in your field with EnergyEdge.

Business Analysis Fundamentals: In-House Training This course is part of IIL's Business Analysis Certificate Program (BACP), a program designed to help prepare individuals to pass the IIBA® Certification exam to become a Certified Business Analysis Professional (CBAP™). This course teaches participants the overall process of business analysis and where it fits in the bigger picture of the project life cycle and the business context. The course is interactive and combines discussion, active workshops, and demonstrations of techniques. The goal is bottom-line results that cut through the real-world problems facing people seeking to improve the way they operate to develop new and improved systems and products or otherwise deliver results through project performance. What you will Learn At the end of this program, you will be able to: Define the solution scope Work with the development team in the systems testing stage Ensure the solution is usable in the business environment Foundation Concepts Defining the business analyst (BA) function The role of the BA as change agent An introduction to the BABOK® Guide BA roles and relationships through the project life cycle (PLC) Business Analysis Planning and Monitoring Overview of business analysis planning and monitoring (BAP&M) Business analysis planning and monitoring - process and tools Business analysis planning and monitoring - roles and responsibilities Business analysis planning and monitoring - governance, information management, and performance improvement Elicitation and Collaboration Overview of elicitation and collaboration Elicitation and collaboration techniques Requirements Life Cycle Management Overview of requirements life cycle management Requirements life cycle management task details Strategy Analysis Overview of strategy analysis Analyze current state Define future state Assess risks Define change strategy Requirements Analysis and Design Definition Overview of requirements analysis and design definition (RA&DD) The anatomy of requirements RA&DD task descriptions RA&DD techniques Solution Evaluation Overview of solution evaluation Solution evaluation tasks Solution evaluation in development stages Underlying Competencies Overview of underlying competencies (UC) Underlying competencies

About this Training Course This course will provide detailed learning to the various aspects of the design, analysis and operation of subsea control systems for a variety of field development options to allow effective management of subsea facilities either from offshore structures or from shore bases. This will include power and telemetry focussing on electrical, hydraulic and electro-hydraulic systems, shut down systems, and application of intelligent monitoring and 'smart' fields. Training Objectives By attending this course, participants will be able to: To provide detailed knowledge and understanding of the requirements for, and design of, subsea electrical, electro-hydraulic, hydraulic and programmable control systems. Knowledge of the components and uses of a wide variety of subsea control systems the requirements for and design implications, of umbilicals and control lines (power and telemetry) Knowledge of, and ability to model, power requirements subsea and detailed understanding of the requirements and objectives of pre-commissioning, both at the factory and in situ. Knowledge of the standards involved in design of equipment, control and application of manual and automatic shut-down valves, and emergency response systems Introduction to design of redundancy and the role of spare capacity and to be able to put this knowledge to effect to contribute to detailed field design. An understanding of obsolescence management in subsea control systems Target Audience This course is intended for Offshore and Onshore Subsea Production Control Systems; Engineers, Technicians, Supervisors, Operators; Graduates; Apprentices; transfers from other industries, and existing staff with a limited exposure to Production Control and a need to understand the more technical aspects of the system. Companies not directly involved in the day-to-day support of the industry, but occasionally involved in supplying and supporting operators; manufacturers and suppliers of Oil and Gas equipment and services may also find this a useful course to understand how their equipment and technical expertise is integrated into the Offshore system. Trainer For most of his working life, your expert course leader has been in a role that has enabled him to pass on skills and knowledge to others. A full-time role in Training and Development came about in 1996 with the offer to take up a full-time teaching post at Aberdeen College. In 1998, he was recruited by Kvaerner Oilfield Products, an Oil & Gas industry company, specialising in Subsea Control Systems, to develop and implement a Training & Competence program acceptable for its staff of over 600 and their client companies - a challenge he could not resist. In 2003, he broadened his horizons and became an independent Training & Development consultant. Building a reputation for delivering training and development to the Oil & Gas industry to the highest standards, he later joined Jee Ltd, a leading subsea engineering and training company based in Aberdeen. He was tasked with a wide portfolio of training, coaching & mentoring to achieve high levels of competence for the client's staff and customers. He is also a Science and Engineering Ambassador (Scotland), promoting the need for engineers and technicians for Scotland's industries, a frequent consultant to the European Economic & Social Committee for standardising Vocational Skills training and competence throughout the EU. He holds memberships in the Society of Operations Engineers, Chartered Institute of Personnel & Development and Society of Underwater Technologies. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

Duration 3 Days 18 CPD hours This course is intended for This course is designed for software developers, testers, and architects who design and develop software in various programming languages and platforms, including desktop, web, cloud, and mobile, and who want to improve their ability to deliver software that is of high quality, particularly regarding security and privacy. This course is also designed for students who are seeking the CertNexus Cyber Secure Coder (CSC) Exam CSC-210 certification Overview In this course, you will employ best practices in software development to develop secure software.You will: Identify the need for security in your software projects. Eliminate vulnerabilities within software. Use a Security by Design approach to design a secure architecture for your software. Implement common protections to protect users and data. Apply various testing methods to find and correct security defects in your software. Maintain deployed software to ensure ongoing security... The stakes for software security are very high, and yet many development teams deal with software security only after the code has been developed and the software is being prepared for delivery. As with any aspect of software quality, to ensure successful implementation, security and privacy issues should be managed throughout the entire software development lifecycle. This course presents an approach for dealing with security and privacy throughout the entire software development lifecycle. You will learn about vulnerabilities that undermine security, and how to identify and remediate them in your own projects. You will learn general strategies for dealing with security defects and misconfiguration, how to design software to deal with the human element in security, and how to incorporate security into all phases of development. Identifying the Need for Security in Your Software Projects Identify Security Requirements and Expectations Identify Factors That Undermine Software Security Find Vulnerabilities in Your Software Gather Intelligence on Vulnerabilities and Exploits Handling Vulnerabilities Handle Vulnerabilities Due to Software Defects and Misconfiguration Handle Vulnerabilities Due to Human Factors Handle Vulnerabilities Due to Process Shortcomings Designing for Security Apply General Principles for Secure Design Design Software to Counter Specific Threats Developing Secure Code Follow Best Practices for Secure Coding Prevent Platform Vulnerabilities Prevent Privacy Vulnerabilities Implementing Common Protections Limit Access Using Login and User Roles Protect Data in Transit and At Rest Implement Error Handling and Logging Protect Sensitive Data and Functions Protect Database Access Testing Software Security Perform Security Testing Analyze Code to find Security Problems Use Automated Testing Tools to Find Security Problems Maintaining Security in Deployed Software Monitor and Log Applications to Support Security Maintain Security after Deployment

Duration 2 Days 12 CPD hours This course is intended for Individuals taking this course are business professionals seeking to develop or increase their emotional intelligence. Overview Develop a leadership style that gets results Employ suitable motivation techniques for your team or unit Utilize your communication style to provide influence to drive direction Empower your team to achieve the results you and they want Success is measured by results and results are only accomplished with effective planning efforts. Detailed plans and a captivating vision are important, but true accomplishment is in carrying your goals through to a winning outcome. In this workshop, you will learn how to find and strengthen your leadership voice and foster employee buy-in to exceed expectations while achieving the most positive outcome. Private classes on this topic are available. We can address your organization?s issues, time constraints, and save you money, too. Contact us to find out how. 1. Leadership Style Guide Leadership characteristics Crucial abilities of leaders Determining the Type of Leader You Want to Be 2. Understanding Motivation What motivates people? Strategies for motivation Motivation for behavior modification 3. Adapting Communication Understanding communication styles Comparing the 4 Style Traits Adapting to Differing Communication Communication adaptability 4. Strategy and Results Strategy and planning Building effective team visions Creating personal visions 5. Building a Better Team Team development Handling conflict within a team Developing Trust and Respect 6. Enabling Others to Act Managing the Workload Major factors of delegation Steps in delegation Successful delegation Avoiding Wasted Time and Energy Following-Up to Ensure Success Additional course details: Nexus Humans Accomplishing the Results You Want (Second Edition) 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 Accomplishing the Results You Want (Second Edition) 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.

Duration 3 Days 18 CPD hours This course is intended for This course is intended for IT professionals who are experienced in general Windows Server and Windows Client administration. Students should have a foundational knowledge of Windows PowerShell, which they can obtain by taking course 10961C: Automating Administration with Windows PowerShell. In addition, this course provides scripting guidance for Microsoft Azure administrators and developers who support development environments and deployment processes. Overview After completing this course, you will be able to: Create advanced functions. Use Microsoft .NET Framework and REST API in Windows PowerShell. Handle script errors. Use XML, JSON, and custom formatted data. Manage Microsoft Azure resources Analyze and debug scripts Understand Windows PowerShell workflow. This course teaches students how to automate administrative tasks using PowerShell. Students will learn crucial scripting skills such as creating advanced functions, writing controller scripts, and handling script errors. Candidates will learn how to use PowerShell when working with Microsoft Azure, SQL Server, Active Directory, IIS, Windows PowerShell Workflow, .NET resources, the REST API and XML, CSV & JSON formatted data files.This course replaces retired Microsoft course 10962. Module 1: Creating advanced functions Lesson 1: Converting a command into an advanced function Lesson 2: Creating a script module Lesson 3: Defining parameter attributes and input validation Lesson 4: Writing functions that accept pipeline input Lesson 5: Producing complex pipeline output Lesson 6: Using comment-based Help Lesson 7: Using Whatif and Confirm parameters Module 2: Using Microsoft .NET Framework and REST API in Windows PowerShell Lesson 1: Using .NET Framework in PowerShell Lesson 2: Using REST API in PowerShell Module 3: Writing controller scripts Lesson 1: Understanding controller scripts Lesson 2: Writing controller scripts with a user interface Lesson 3: Writing controller scripts that create reports Module 4: Handling script errors Lesson 1: Understanding error handling Lesson 2: Handling errors in a script Module 5: Using XML, JSON, and custom-formatted data Lesson 1: Working with XML formatted data Lesson 2: Working with JSON formatted data Lesson 3: Working with custom-formatted data Module 6: Enhancing server management with Desired State Configuration and Just Enough Administration Lesson 1: Implementing Desired State Configuration Lesson 2: Implementing Just Enough Administration Module 7: Analyzing and debugging scripts Lesson 1: Debugging in Windows PowerShell Lesson 2: Analyzing and debugging an existing script Module 8: Understanding Windows PowerShell Workflow Lesson 1: Understanding Windows PowerShell Workflows Lesson 2: Running Windows PowerShell Workflows

Complete Python training course description Python is an agile, robust, expressive, fully objectoriented, extensible, and scalable programming language. It combines the power of compiled languages with the simplicity and rapid development of scripting languages. This course covers Python from the very basics of 'hello world!' through to object oriented programming and advanced topics such as multi threading. Hands on follows all the major sections in order to reinforce the theory. What will you learn Read Python programs. Write Python programs. Debug Python programs. Use Python's objects and memory model as well as its OOP features. Complete Python programming training course details Who will benefit: Anyone wishing to learn Python. Prerequisites: None. Duration 5 days Complete Python programming training course contents Welcome to Python: What is Python? Origins, features. Downloading and installing Python, Python manuals, comparing Python, other implementations. Getting started: Program output, the print statement, "hello world!", Program input, raw_input(), comments, operators, variables and assignment, numbers, strings, lists and tuples, dictionaries, indentation, if statement, while Loop, for loop. range(), list comprehensions. Files, open() and file() built-in functions. Errors and exceptions. Functions, Classes, Modules, useful functions. Python basics: Statements and syntax, variable assignment, identifiers, basic style guidelines, memory management, First Python programs, Related modules/developer tools. Python Objects: Other built-in types, Internal Types, Standard type operators, Standard type built-in functions, Categorizing standard types, Unsupported types. Numbers: Integers, Double precision floating point numbers, Complex numbers, Operators, Built-in and factory functions, Other numeric types. Sequences: strings, lists, and tuples: Sequences, Strings, Strings and operators, String-only operators, Built-in functions, String built-in methods, Special features of strings, Unicode, Summary of string highlights, Lists, Operators, Built-in functions, List type built-in methods, Special features of lists, Tuples, Tuple operators and built-in functions, Tuples special features, Copying Python objects and shallow and deep copies. Mapping and set types: Mapping Type: dictionaries and operators, Mapping type built-in and factory functions, Mapping type built-in methods, Dictionary keys, Set types, Set type operators, Built-in functions, Set type built-in methods. Conditionals and loops: If, else and elif statements, Conditional expressions, while, for, break, continue and pass statements, else statement . . . take two, Iterators and iter(), List comprehensions, Generator expressions. Files and input/output: File objects, File built-in functions [open() and file()], File built-in methods and attributes, Standard files, Command-line arguments, File system, File execution, Persistent storage modules. Errors and exceptions: What are exceptions? Detecting and handling exceptions, Context management, Exceptions as strings, Raising exceptions, Assertions, Standard exceptions, Creating Exceptions, Why exceptions, Exceptions and the sys module. Functions: Calling, creating and passing functions, formal arguments, variable-length arguments, functional programming, Variable scope, recursion, generators. Modules: Modules and files, Namespaces, Importing modules, Module import features, Module built-in functions, Packages, Other features of modules. Object-Oriented Programming (OOP): Classes, Class attributes, Instances, Instance attributes, Binding and method invocation, Static methods and class methods, Composition, Sub-classing and derivation, Inheritance, Built-in functions for classes, and other objects, Customizing classes with special methods, Privacy, Delegation, Advanced features of new-style classes (Python 2.2+), Related modules and documentation. Execution environment: Callable and code Objects, Executable object statements and built-in functions, Executing other programs. 'Restricted' and 'Terminating' execution, operating system interface. Regular expressions: Special symbols and characters, REs and Python, Regular expressions example. Network programming: Sockets: communication endpoints, Network programming in Python, SocketServer module, Twisted framework introduction. Internet client programming: What are internet clients? Transferring files, Network news, E-mail. Multithreaded Programming: Threads and processes Python, threads, and the global interpreter lock, The thread and threading Modules. GUI programming: Tkinter and Python programming, Tkinter Examples, Brief tour of other GUIs. Web programming: Web surfing with Python: creating simple web clients, Advanced Web clients, CGI: helping web servers process client data, Building CGI applications, Using Unicode with CGI, Advanced CGI, Web (HTTP) Servers. Database programming: Python database application programmer's interface (DB-API), ORMs. Miscellaneous Extending Python by writing extensions, Web Services, programming MS Office with Win32 COM, Python and Java programming with Jython.

About this Training Course Within the energy industry, it is a requirement, both contractual and in some areas legislative, to ensure effective internal systems are in place which support employee development and provide evidence of their competence. A Competence Management and Assurance process - if correctly developed and applied - provides employees and organisations with the tools to demonstrate competence and contributes to career development of the individual. The 3 full-day course focuses on Competence Management Systems (CMS) which are typically in use within the Energy Industry, their structure and process development requirements. In addition, the course details the assessment process, the role of the competency assessors within the organisation and the relationship between competence management and training provision. For impactful learning, the course instructor uses a variety of instructional methodologies such as lectures, discussions, individual reflection, games, mystery puzzles, video, case studies, team syndication, group presentations, sharing and feedback. Training Objectives This course will provide attendees with an understanding of: The role of competencies in the Energy industry The benefits of Competency Management System to the organisation The components of a Competency of Competency Management System The know how to implement the Competency Management System The roles and responsibilities within a Competency Management System The know how to develop Competency Models The relationship between Competency Management and Capability Development The know how to conduct Organisational Analysis The know how to conduct Job Analysis and Task Analysis The know how to develop Competency Standards and Development Guides using the 70:20:10 principle The competency assessment process, tools and methodologies The know how to package and communicate the Competency Assessment Reports to Management Competency Management Case Studies in the Energy Industry Target Audience This course will benefit professionals from Human Resource and Capability Development as well as Line Managers. Course Level Basic or Foundation Trainer Your expert course leader is an independent consultant trainer with more than 30 years of experience in People & Organizational Development. She has retired from her full-time job and is currently serving as an Associate Consultant / Trainer with several Learning & Development organizations operating in Malaysia and Singapore. A chemist by training, her interest in People & Organizational Development was so intense that she decided to switch profession during her earlier years of employment, and she has never looked back since. She has gathered extensive hands-on experience, leading key projects and delivering learning programs in her field of expertise with numerous leading organizations in South East Asia, the Middle East and Europe. A project that she is particularly proud in completing was the transformation of PETRONAS Management Training Institute into a regional Leadership Centre. While leading this project, she was given the opportunity to be seconded to General Electric (GE), a Fortune 500 multinational known for its cutting-edge leadership development innovation. She was instrumental in the development of the existing leadership model for PETRONAS. In addition, she was also extensively involved in the development and implementation of Technical Competency Development process that is currently being used by more than 20 disciplines in the organization. Another massive project that she was heavily involved in was the creation of the quality culture for PETRONAS. The project saw the establishment of PETRONAS' own quality principles where she played a key role in propagating the desired mindset towards the creation of a high performing culture. Her involvement in this project took her to many PETRONAS Operating Companies which spanned into several countries across the globe including Malaysia, Indonesia, Vietnam, Sudan, South Africa and Switzerland, creating awareness through learning programs and consultancy services. The PETRONAS Quality Principles have since evolved into shared values that are now known as the PETRONAS Culture Beliefs. In keeping her expertise current after retiring from full-time employment since 2017, she has continued to deliver learning programs, providing coaching and consultancy services to selected Oil & Gas companies in Malaysia, Indonesia, Singapore, India, Oman and Thailand. Among her most recent work are virtual learning deliveries and consultancies during the COVID-19 pandemic to some government linked companies / agencies in Malaysia and PTT Exploration & Production Company of Thailand. Outside her professional circle, she is an avid cyclist, a jungle tracker and a mount climber. She is also an accredited trainer from the Human Resource Development Corporation (HRD CORP). POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

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