27492 Development courses delivered Online

This 2-day workshop is offered with an internal and external focus. Day 1 will focus on building your internal network and relationships by focusing on your personal network, your brand, influencing skills and perceptions. Day 2 focuses on your external relationships with suppliers, patient groups etc. This will focus on assertiveness, outcome rather than relationship focus, and influencing and negotiating skills. DAY ONE 1 Can you succeed by yourself? 2 Relationship awareness theory 3 The Strengths Deployment Inventory / Your FACET5 profile 4 Building rapport 5 Influencing power bases 6 Active listening 7 Building your personal internal network 8 Perceptions 9 Your brand DAY TWO 3 Preparing for conflict 2 The negotiation conversation 1 Your stakeholders and what they want from you 4 Influencing others 5 Your communication approaches for success 6 Emotional Intelligence 7 The trust model 8 Knowing your outcomes

In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals

Successfully closing a sale and negotiating the best outcome for the business is a key skill for all salespeople, and often an area that is overlooked. Investing in this skill will have a positive impact on interactions with customers, both new and existing, and lead to improved sales performance. Whilst understanding how to reach a conclusion with a customer faster means increased efficiency and more time to invest in sourcing new business. We have developed this programme to be practical, fun and interactive. Participants will learn proven techniques for influencing, persuading and negotiating with clients, gain increased confidence and clarity when reviewing contract terms and prices, and understand how to structure and manage sales negotiation and contract review meetings. This course will help participants: Learn a structured and proven approach to the negotiation of contract terms Apply the key principles of negotiation, playing the person and the problem Create a contract negotiation strategy - from opening to close Recognize and put to use proven negotiation tactics and techniques Learn how to embrace conflict positively - to 'say no, then negotiate' Plan and prepare for any commercial negotiation conversations Understand the stages of negotiation and how to move through them 1 Closing and negotiating from a position of personal power The eight steps of a sales or commercial negotiation Ten ways to resist price pressure How to draw on sources of power when you have less authority The six principles of influence and persuasion and how to use them 2 Effective negotiation - planning and theory How to plan and structure your negotiation for a successful and quick conclusion Influence: knowing how to 'push or pull' to win an argument Achieving a BATNA - a range of practical skills and techniques Case study: planning for a client negotiation around contract or price issues 3 Effective closing and negotiation - practice and reality Higher-level questioning techniques to investigate and solve problems Listening to lead - active listening and structuring your conversation The most common 'unforced' negotiation mistakes and errors Case study: setting objectives, sources of value, trading concessions 4 Sales negotiation tactics and playing the game How high - how hard - how soon; why now How to identify hidden or perceived currencies and values How to use these to establish a higher base price Negotiation best-practice checklist and summary

This very practical workshop is designed to enable participants to improve the impact, clarity and accuracy of their business documents - both internal and external.: This workshop will help participants: Identify the purpose of writing their documents - to themselves and to their readers Recognise and meet the needs of their readers Plan documents systematically and improve the layout, flow and structure Express the content more clearly, concisely and correctly Adapt the tone and style of writing to the circumstances Proof-read and edit work effectively, using formal marks and techniques Improve visual layout, format and appearance 1 Course objectives Welcome and Introductions The problems now - group discussion 2 Writing better business documents What points to highlight / exclude Starting off Introductions Conclusions Executive summaries 3 Rules and standards George Orwell's famous maxim Why write? - clarifying your aims and objectives A seven-step method for better preparation The three-stage process for writing well Grouping information for your reader 4 Proof-reading and editing The difference between proof-reading and editing Proof-reading methods and strategies Proof-reading marks and techniques Training your eye for detail Knowing what to look for 5 Effective editing Grammar and English standards Words - usage and spelling Sentences - units of thought Paragraphs - themes Punctuation - spotting and correcting common errors Say what you mean - active v passive language 6 How's your English? Grammar quizzes and punctuation test Spotting spelling errors Rephrasing jargons and clichés Common error's and mistakes 7 Document layout House style Use of white space Fonts and effects 8 One-to-one workshops These are practical sessions with one-to-one consultation with colleagues and the trainer They are held at key points to consolidate the learning from different sessions 9 Course summary Summary of key points Action plans

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

Effective communication is a skill. This half-day workshop is very interactive - participants can practise their communication skills in a positive, supportive environment. 1 Welcome, introductions and objectives The definition of effective communication Exercise: sending a message 2 Verbal communications Effective communicators - who are they? What skills or attributes do they have? Listening skills, clear use of words, presence, eye contact, body language 3 How good a listener are you? Exercise: listening skills questionnaire and evaluation 4 Impact versus intent - what did you really mean to say? Attitudes influence behaviour and behaviour breeds behaviour Exercise: 'I never said she stole money' The need to avoid misunderstanding or misinterpretation 5 The 5 key principles to effective communication Exercise: 'What would you say?' 6 Written communication What makes an effective written communication? Kipling's 6 Honest Men: who, what, where, when, why and how Planning to write an email 7 Fuzzy meanings Probabilities for misunderstandings and misinterpretations 8 Practical exercise Hone written communication skills and put into practice hints and tips from the session 9 Review of key learning points and objectives

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Duration 2 Days 12 CPD hours This course is intended for This course is a must-have for the Business Analyst, Business Systems Analyst, Systems Analyst, and Requirements Engineer. The Business Sponsor and the Project Manager who are actively involved with specifying requirements for their project will also benefit from this workshop. Overview Describe the planning, techniques, and partnerships that are vital to the success of requirements elicitationIdentify and differentiate between the different types of requirements that need to be elicitedDescribe the importance of documenting business objectives and project scope before eliciting requirementsUtilize a context diagram to scope the requirementsUtilize a process, techniques, and templates for stakeholder identification and analysisApply industry best practices to common issues with Stakeholders during requirements elicitationPlan and conduct a good InterviewIntroduce standards in process modelingPlan and develop a prototype to elicit requirements In this interactive 2-day course, you will learn how to enhance and refine your elicitation skills. Working in small groups, you will practice new techniques and discuss strategies that your organization should be using to better define stakeholder needs. Day 1 Unit 1: Course Introduction Unit 2: Fundamentals of Requirements Elicitation Unit 3: Understanding the Project Objectives and Scope Unit 4: Identifying and Analyzing Your Stakeholders Unit 5: Interviewing Techniques Day 2 Unit 6: Facilitation Techniques Unit 7: Process Modeling Unit 8: Prototyping Unit 9: Document Analysis, Interface analysis, and Reverse Engineering Unit 10: Course Summary Additional course details: Nexus Humans BA26 - Requirements Elicitation 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 BA26 - Requirements Elicitation 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 2 Days 12 CPD hours This course is intended for This course has been expressly designed for the Business Analyst, Business System Analyst, System Analyst, and/or Requirements Engineer. The Designer, Developer and Tester who are actively involved in utilizing use cases may also benefit from this workshop. Overview Employ use cases to elicit requirements, at a business, system or subsystem levelEmploy use cases to document the scope of a projectWrite use cases in a clear and unambiguous way.Model use cases with workflow diagramsPlan and divide up the project work based on your use casesManage a use case as it evolves over time and goes through many changes This course provides a strong foundation in the mechanics of use case diagramming and writing textual descriptions of use cases. In this highly interactive workshop, you will learn how to enhance and refine your use case skills, how to involve your stakeholders in the use case process, and how to develop use cases that provide valuable information to the designers and testers. Use cases that meet the needs of designers can be too technical and too detailed for other stakeholders. Use cases that satisfy business users are usually not very helpful to designers and testers. How do you satisfy these two disparate interests? And how do you handle the details like business rules, data validations and user interface specifications? Introduction Course objectives Understanding of business analysis Knowledge areas of BABOK© Guide Overview of Use Cases Describe the purpose and value of a use case approach Use case terminology Introducing a use case approach Needs Assessment Purpose of Needs Assessment Needs Assessment and use cases Defining and understanding the strategic goals and objectives Understanding the business process Identifying actors Identifying business information Analyzing locations and operations Drawing the business use case diagram Building the business architecture Defining solution options Defining System Scope Product scope/project scope System actors versus business actors Analyzing the business process model Analyzing business use cases Identifying candidate use cases Identifying scenarios Diagramming use cases Draw a use case diagram Create a use case catalog Evaluating, Prioritizing, and Packaging Use Cases Iterative nature of this work Evaluating use cases Use case priority Use case risk Use case complexity Use case dependencies Evaluate and Prioritize use cases Dividing work up between releases Packaging A process for how to perform packaging Writing the Main Success Scenario Use case descriptions Primary and secondary goals Assumptions Pre-conditions Triggers Post-conditions Scenario example Main success scenario Conditional execution Use cases and requirements Best practices for writing a use case description Writing the Other Scenarios Scenarios and flows Alternate scenarios and flows Alternate vs. basic flow Guidelines for alternate flows Exception flows Failed post conditions Write alternate and exception flows Process Modeling to Describe Use Case Flows UML© Activity Diagram Notation Sequencing activities Developing an activity diagram Facilitated sessions Draw a UML© Activity Diagram Using Advanced Diagramming Techniques Commonality Dependency Relationships Identify relationships Comparing the different relationships Developing a Requirements Specification Requirements and use cases Detailed requirements Common approaches to specifications Non-functional requirements Write non-functional requirements User interface requirements UI data descriptions Business rules Decision tables and inference rules How to document simple calculations Reporting requirements Data requirements Data accessibility requirements Traceability Course Summary Wrap-up Finding more information Additional course details: Nexus Humans BA28 - Requirements Analysis and Use Cases 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 BA28 - Requirements Analysis and Use Cases 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.