293 ET courses in Edinburgh

This class focuses on the areas of the body that are overworked and hold tension/ trauma. By using breathwork and meditation, we are able to become more mindful of the signals our body sends us and target that area with deep stretch holds and activating the cardiovascular system to release the tension of tight muscles. An inclusive class for everyone that wants to rid the body of tightness or perhaps just to relax, focus on meditation and the breath. Benefits: detoxify the body improve flexibility strengthen digestive system oxygenates the body increase internal organ function strengthen the nervous system increase immune system function cleanse and focus the mind Spaces are limited. Reserve your spot now and begin your journey to purpose, fulfillment, and living your Ikigai! This class is sponsored by Volant Trust and Foundation Scotland. It is FREE and is aimed at WOMEN only from ETHNIC MINORITY BACKGROUNDS living in Edinburgh as per this funding application . This means “international”, from every foreign country. (Irish, any other white background, mixed ethnic, Asian/Asian British, Black/African/Caribbean, Black British, Arabic or other ethic groups) However we do welcome locals too so just sign up. We prioritize the area of Gorgie-Dalry-Saughton where our studio is based.  By attending this class you release the teacher, Giada Gaslini and Art and Spirituality Cic, from any liability arising out of any personal injuries, emotional or physical release, death, expectations of results, theft in the venue or damages that may happen to people and objects while attending.

Craft 3D jewellery on this one day intermediate silver clay boxes and beads class in Edinburgh City Centre

Learn how to solder silver clay jewellery on this one day intermediate class in Edinburgh's City Centre.

I am a qualified and experienced Brazilian Portuguese teacher with over 30 years of experience teaching children, teenagers and adults. I teach Brazilian Portuguese for general purposes but also prepare students for GCSE, A-levels and CELPE-Bras. I have also been an exame conductor for many years in several schools across London. I love teaching and helping my students speaking as a native Brazilian.

Pilates and Yoga Fusion is a low-impact workout that seamlessly blends the core-strengthening principles of Pilates with the flexibility-enhancing poses of Yoga. This unique combination offers a well-rounded practice that focuses on strength, stability, balance, and deep stretching, all performed on a mat. By incorporating mindful movement, breathwork, and intentional body alignment, this class helps to improve flexibility, mobility, and overall well-being. This class is designed for all fitness levels, whether you’re new to Pilates and Yoga or have prior experience. Our session includes a mix of flowing Yoga-inspired sequences to promote relaxation and flexibility, combined with Pilates-based exercises to engage the core and build functional strength. The emphasis on stretching helps release tension, improve posture, and enhance mobility, making it an excellent practice for anyone looking to move with greater ease in daily life. Beyond the physical benefits, Pilates and Yoga Fusion encourages mindfulness and body awareness, helping you feel more present and connected. The class environment is welcoming and supportive, providing a space to unwind, reset, and invest in your well-being. Join us for a class and experience the perfect balance of strength and flexibility! Whether you’re looking to tone your muscles, relieve stress, or improve your range of motion, this fusion workout offers something for everyone. Come move, stretch, and breathe with us—you’ll leave feeling stronger, more flexible, and completely refreshed. Egle is a fully qualified Level 3 (UK) Personal Trainer, Pilates Mat Teacher, Yoga Teacher, Sports Massage Therapist, Outdoor Fitness Instructor, and Group Exercise Instructor. Passionate about health, fitness, well-being, and nutrition, she firmly believes that the fitter and healthier a person is, the more enjoyable life becomes. Egle works with individuals of all fitness levels, from those who have never stepped into a gym or exercise class to those seeking their next challenge. Her main focus is to provide a diverse range of services tailored to meet various health and fitness needs. She is also deeply committed to injury prevention and rehabilitation, helping clients move safely and effectively toward their goals. This class is sponsored by Cash4Clubs, Sported and Flutter UKI It is FREE and is aimed at adults (particularly, but not only 18-25), women, etnic minorities, any individuals from low-income background. Suitable for all levels experience. By attending this class you release the teacher, Giada Gaslini and Art and Spirituality Cic, from any liability arising out of any personal injuries, emotional or physical release, death, physical reaction, expectations of results, theft in the venue or damages that may happen to people and objects while attending. Pictures will be taken during the workshop, if you prefer not to be in them, please inform the teacher.

Celebrate Beltane with us at our Flower Crown Workshop, led by artist and facilitator Eugenia Rosa, at the Art & Spirituality Centre in Edinburgh. Beltane marks the peak of spring and the beginning of summer, a time of celebration, fertility, and love. In this workshop, Eugenia will guide you in creating a vibrant flower crown using seasonal blooms, perfect for welcoming the energy of this joyful season. Why make a flower crown for Beltane? Flower crowns are traditional symbols of beauty, abundance, and connection to nature. Creating and wearing one at Beltane honours the earth’s fertility and brings a touch of ritual to this special season. What to Expect: Beautiful, Seasonal Creations: Work with a variety of fresh flowers and greenery to design a flower crown that celebrates the beauty of spring. Joyful & Festive Setting: Enjoy a lively workshop atmosphere, perfect for celebrating the peak of spring with community. Add Personal Elements: Bring along any favourite ribbons, charms, or small blooms to make your crown uniquely yours. Spaces are limited, so book early to bring the magic of Beltane to life at the Art & Spirituality Centre. This class is sponsored by The Volant Charitable Trust Small Grants Programme, administered by Foundation Scotland. It is FREE and is aimed at WOMEN only from ETHNIC MINORITY BACKGROUNDS living in Edinburgh as per this funding application . This means “international”, from every foreign country. (Irish, any other white background, mixed ethnic, Asian/Asian British, Black/African/Caribbean, Black British, Arabic or other ethic groups) However we do welcome locals too so just sign up. We prioritize the area of Gorgie-Dalry-Saughton where our studio is based.  By attending this class you release the teacher, Giada Gaslini and Art and Spirituality Cic, from any liability arising out of any personal injuries, emotional or physical release, death, expectations of results, theft in the venue or damages that may happen to people and objects while attending.

MEF Carrier Ethernet training course description The course progresses from a overview of the Carrier Ethernet service and how it works onto looking at the concepts in depth. Service attributes and management follow with the course finishing with studies of practical Carrier Ethernet. What will you learn Discuss and understand key Carrier Ethernet Concepts. Understand tasks related to designing, deploying and maintaining a Carrier Ethernet network. Offer effective solutions to implementing a Carrier Ethernet enterprise network given available customer resources and requirements. Carry out informed discussions using industry Carrier Ethernet 'vocabulary. Pass the MEF CECP 2.0 professional accreditation exam. MEF Carrier Ethernet training course details Who will benefit: Anyone working with Carrier Ethernet Prerequisites: The course attendees need to be conversant with data networks, as well as Ethernet and IP technologies. Duration 5 days MEF Carrier Ethernet training course contents Section One: Introduction to Carrier Ethernet Introduction to Carrier Ethernet: What is Carrier Ethernet? Evolution, advantages, The MEF, MEF specifications; UNI, EVC, OVC, EPL/EVPL, EP-LAN/ EVP-LAN, EP-Tree/EVP-Tree, etc, overview. How Carrier Ethernet Works: Service Frame Handling. Carrier Ethernet at Customer Premises, metro and core. Carrier Ethernet Workings, UNI attributes, Service Attributes (EVC and EVC per UNI attributes), Bandwidth Profiles, service multiplexing, L2 protocol processing; Carrier Ethernet equipment, CPE, aggregation and homing nodes, core equipment; management systems. The Setting Up of a Carrier Ethernet Service: Step 1: Choose service type, EPL/EVPL, EP-LAN/EVP-LAN, EPTree/EVP-Tree, EVLine...; Step 2: CPE tasks, UNI-C tasks (UNI attributes, service attributes (EVC and EVC per UNI) and bandwidth profiles), UNI-N tasks (L2 protocol handling). Step 3: Non-CPE tasks, Access, metro and core connections set up. Section Two: Carrier Ethernet Concepts in depth Carrier Ethernet Definitions in Depth: UNI, UNI I & II, UNI-N and UNI-C, etc.; NNI/ENNI; EVC; OVC, OVC type (P2P, M2M, Rooted MP), OVC end point (root, leaf, trunk), OVC end point map, OVC end point bundling; Service types in detail, EPL/EVPL, EP-LAN/EVP-LAN, EP-Tree/EVP-Tree, EVLine, Access EPL, Access EVPL . Carrier Ethernet Service Frame Handling: Unicast, multicast and broadcast frame delivery, Tagged, untagged and priority; Tagging, C and S-Tags, 802.3, 802.1d, 802.1q, 802.1ad, 802.1ah evolution, VLAN ID translation/preservation. CoS preservation. Other Key Carrier Ethernet Concepts: MTU, MTU at UNI, MTU at ENNI; Physical Layer Attributes, FE, GbE and 10GbE, Service Multiplexing and Bundling Concept and detail, rules and implications; Hairpin Switching Managing Bandwidth in a Carrier Ethernet Network: Token Bucket Algorithm, EIR, CIR, CBS, EBS, Coupling Flag; Frame Colors, recoloring, Color Awareness attribute, Color Forwarding; Bandwidth Profiles, rules and concepts. MEF CoS identifiers, DEI bit (in S-Tag), PCP bit (in C-Tag or S-Tag), or DSCP (in IP header), Multiflow bandwidth concepts; CoS Label/Color Identification. Section Three: Carrier Ethernet Service Attributes Overview: Carrier Ethernet 2.0; Blueprint C Service Attributes: Per UNI, Physical interfaces, Frame format, Ingress/egress Bandwidth Profiles, CEVLAN ID/EVC Map, UNI protection. EVC per UNI, Ingress/egress Bandwidth Profiles, etc.; Per EVC, CEVLAN ID Preservation, CoS ID Preservation, Relationship between SLA and SLP, Class of Service, etc. OVC, ENNI, OVC End Point per UNI and OVC End Point per ENNI, Ingress/egress bandwidth profiles, etc. Section Four: Managing Carrier Ethernet Networks Overview: MEF Service Lifecycle.Carrier Ethernet maintenance: Port, Link & NE failure, Service Protection Technologies, Fault Identification and Recovery, LAG, Active/Standby EVC, Single EVC with transport protection, G.8031, G.8032, MPLS FRR. SOAMs: Connectivity fault management, connectivity Monitoring, Loopback, Linktrace; Performance Management, Frame Delay, Inter Frame Delay Variation, Availability, Frame Loss Ratio, Resiliency, HLI, DMM, DMR, SLM, SLR; Key Concepts, Single vs dual ended, ordered UNI pair calculations. LOAMs: Link discovery, link monitoring, etc. Terminology and Concepts: MEG levels, MIPs. Section Five: Practical Carrier Ethernet Carrier Ethernet Transport Technologies:Layer 1: SDH. Layer 2: Bridging, provider bridging, PBB, PBBTE. Layer 2.5: MPLS VPWS, MPLS VPLS, MPLS-TP. Carrier Ethernet Access Technologies: fiber, SDH, active fiber, PON, GPON, 10G PON, OTN, WDM; copper, PDH, G-SDSL, 10Pass-TS, HFC; packet radio. Optimising mobile backhaul with Carrier Ethernet Key challenges solutions: Market pressure, LTE evolution, elements and architecture (RAN BS, NC, GWIF.), synchronization, bandwidth management. Circuit Emulation over Ethernet: Purpose, needs and applications. Synchronization: Phased, ToD, External Reference source, SynchE ,NTP, IEEE-1588 v2/ PTP, ACR; MEF Service Definitions for emulated circuits. Applying what you know: Practical examples and scenarios, Carrier Ethernet solutions; Practice Scenarios, Given a scenario, determine appropriate Ethernet services

Ethernet LANS training course description This course has been replaced as part of our continuous curriculum development. Please see our Definitive Ethernet switching course What will you learn Describe what Ethernet is and how it works. Install Ethernet networks Troubleshoot Ethernet networks Analyse Ethernet packets Design Ethernet networks Recognise the uses of Hubs, Bridges, switches and routers. Ethernet LANS training course details Who will benefit: Those wishing to find out more about how their LAN works. Prerequisites: Intro to Data comms & networking. Duration 3 days Ethernet LANS training course contents What is Ethernet? LANS, What is Ethernet?, history, standards, the OSI reference model, how Ethernet works, CSMA/CD. Ethernet Cabling UTP, cat 3,4,5, Cat 5e, Cat 6, Cat 7, fibre optic cable, MMF, SMF. Hands on Making a cable. 802.3 physical specifications Distance limitations, hubs and repeaters, 5-4-3-2-1 rule, 10BaseT, 10BaseF, 100BaseTX, 100BaseFX, 1000BaseSX, 1000BaseT, 10gbe. Hands on Working with hubs. Ethernet layer 2 Overview, NICS, device drivers, MAC addresses, broadcasts, multicasts, frame formats, Ether II, 802.3, 802.2, SNAP, compatibility, Ethernet type numbers, Ethernet multicast addresses, Ethernet vendor codes. Hands on Installing Ethernet components, analysing MAC headers. IP and Ethernet ARP Hands on Analysing ARP packets. Ethernet extensions Full/half duplex, auto negotiation, flow control methods, 802.3ad, 802.3af, 802.3ah. Hands on Configuration of full/half duplex. Ethernet speed enhancements Encoding, Carrier extension, packet bursting, jumbo frames. Prioritisation 802.1P, 802.1Q, TOS, WRR, QOS, VLANs. Hands on 802.1p testing Interconnecting LANS Broadcast domains, Collision domains, What are bridges, transparent bridging, What are switches? STP, VLANS, What are routers? Layer 3 switches, Connecting Ethernet to the WAN. Hands on STP, Analysing Ethernet frames in a routed architecture. Troubleshooting and maintaining Ethernet Utilisation, performance, TDR and other testers, bottlenecks, statistics, RMON. Hands on Monitoring performance, troubleshooting tools.

BECOME A SPIRITUAL WARRIOR MENTOR  A journey through Japanese shamanism and philosophy in 13 modules during 3 full week-ends, available online and in person, to become a Spiritual Warrior Mentor and learn practical shamanic practices to use in your sessions and group work.  This will require the completion of some case studies and homeworks.  It gives you the opportunity to add a job qualification to your holistic experience that can be used in individual sessions or group events. We are a globally certified IPHM training provider (International Practitioners of Holistic Medicine). MODULES 1) Loving your imperfection through Wabi Sabi: accept the impermanence of things and recognise the beauty of imperfection, learning to flow like a river. In this module you will learn not to attach yourself to a theory, to a knowledge, but learn how to become flexible in order to be powerful and solve any life problem. 2) Embrace your wish to change through Kaizen: Kaizen is an approach to creating continuous improvement based on the idea that small, ongoing positive changes can reap significant improvements compared to radical changes to achieve transformation. In this module you will learn how to master the art of creating habits. 3) Face life challenges and storm through Hanafubuki: through 'the cherry blossom storm' we have the magical moment when the sakuras begin to fall, creating a delicate blizzard of petals. This concept of ephemeral beauty is a metaphor for human life, rich and beautiful but also fragile and fleeting. In this module you will learn how to remain calm to make the best decisions. 4) Express your own emotions and welcome those of others through Omoiyari: Omoiyari is commonly translated to empathy, but it actually has a deeper meaning; it literally means to give your thoughts to others. In this module you will learn how to release your own emotions and develop empathy and compassion for others. 5) Repair your own soul wounds through Kintsugi: Kintsugi is the art of mending broken objects with gold, it is the art of treasuring your wounds by repairing them with the gold of pure aesthetic experience. The wounds of our lives are seen through the eyes of the soul,which receives and heals them with the gold of death,of rebirth and freedom. In this module you will learn to perform a rite of passage after which nothing will be the same as before. 6) Master the art of patience through Nintai: Nintai is the power of enduring without complaint, without looking for quick results. It means sticking to your path, trusting the process, to your beliefs. In this module you will learn to never give up, to wait for the right time for things to happen. 7) How gratitude changes you and your brain through Itadakimasu: this word means “I humbly receive” and relates to the traditional way of showing gratitude by elevating above one’s head the gift received. Through time, itadakimasu became the expression showing appreciation for the food received. In this module you will learn the benefits of gratitude on your mental health. 8) Learn to become grounded through Shinrin-Yoku: Immersion in nature has scientifically proven therapeutic effects: it can reduce stress hormone concentrations in the body, strengthen the immune system, regulate blood pressure and heart rate, and lower cholesterol. Shinrin-Yoku is an adventure of deep communion with nature. In this module you will learn how to ground yourself. 9) Develop the best version of you through Hanasaki: this is the blossom of a flower. You will use this word for blossoming the best version of yourself. No matter who you are, where you come from, what your path has been so far, in this module you will learn to aspire to a better version of yourself. 10) Less is more: learn to declutter and simplify your life through Danshari: There’s a new movement rising around the world. Perhaps you’ve heard of it: Danshari. It means “refusal, disposal and separation” You can simply translate it as cleaning or tidying up, but this word means more than this. In this module you will learn to abandon attachment to objects and make a better use of them. 11)Connect with your soul mission through Ikigai: ikigai is that thing that gives our existence a marvellous intensity, it is what gives meaning to life or, as the French would say, its raison d’etre. There is a fire inside us: it can burn with more force, it can weaken, but then it can come back stronger than ever. Ikigai cannot be a simple mental vision, as it is wider, deeper and absolute than the thinking mind. You can only live it, and only by living it can you know it. In this module you will learn the first steps to move nearer to your soul mission. 12)Accept your own shadows, feeling a part of the universe through Yugen: Beauty is Darkness. Shadows are what allow the visible to emerge. The whole world and ourselves are a constant duality: we wake up and go to bed, the sun rises and goes down, we feel on top of the world and we feel stressed, we move in and out, we feel active and we feel lazy and so on. It’s the natural flow of the universe, nothing lasts in the same status forever. In this module you will learn to keep this duality between inner light and darkness stable and to reach the perfect moment. 13)Accept the impermanence of life through mono no aware: ‘this is the deep feeling or pathos of things, the powerful emotions that objects can evoke or instil in us. It is often associated with a poignant feeling of transience, a beautiful sadness in the passing of lives and objects, like the glorious colour of autumn leaves as they are about to fall. In this module you will learn how to let go of our attachments to transient things. Through this certified course you will learn these for yourself and to help others in their transformation if you are an holistic therapist: ● to become grounded and calm ● to create fundamental daily habits ● to have the right approach to solve any life challenge and storm ● how to flow with life ● to express your emotions and develop compassion ● to repair your own wounds ● to practise patience and gratitude ● to become a better version of yourself ● to be nearer to meet your soul mission You can choose: Online (either live or receiving the recordings)  or at the Art and Spirituality Centre 6-8 Alexander Drive EH11 2RH Edinburgh First week-end 22nd-23rd February 2025 10am-5pm Saturday Modules 1,2 (Wabi sabi, Kaizen) Sunday Modules 3,4 (Hanafubuki, Omoyari) Second week-end 15th-16th March 2025 10am-5pm Saturday Modules 5,6 (Kintsugi, Nintai) Sunday Modules 7,8, 9 (Itadakimasu, Shinrin-Yoku, Hanasaki) Third week-end 14th-15th June 2025 10am-5pm Saturday Modules 10,11 (Danshari, Ikigai) Sunday Modules 12,13 (Yugen, Mono No Aware) If you are not available to attend, you can catch up with the recordings and do your homeworks in order to qualify. You an also attend one day or one week-end only. Cost The full course with qualification: £450 Option A) Pay the whole course in full with £50 discount, so just £400 and get a free 1-1 session with me (online or in person) of the value of £100 Option B) Pay a Deposit £150 to secure your place, £150 1st March and £150 1st June 2025 Option C) Join individal week-ends with no qualification £150 each Option D) Join one day only £75 each Disclaimer  By booking any event or 1-1 session -online or any other venues – with us, you release Giada Gaslini, Invisible Caims/School of Shamanism, Art and Spirituality and any business partners working with for the event from any liability arising out of any personal injuries, emotional or physical release, death, expectations of results, theft in the venue or damages that may happen to people and objects while attending. We recommend that you consult your GP regarding the suitability of undertaking an exercise programme, if the class you are booking includes it like with yoga or similar, and following all the safety instructions required before beginning to exercise. When participating in an exercise, there is the possibility of sustaining a physical injury. If you engage in this exercise programme, you agree that you do so at your own risk, are voluntarily participating in these activities and assume all risk of injury to yourself. You acknowledge that coaching, shamanic healing and counselling are not to be used as a substitute for psychotherapy, psychoanalysis, mental health care, or other professional advice by legal, medical or other professionals. Our sessions are aimed at inner research, problem solving and personal growth, they do not replace the work of doctors and psychotherapists because they do not consider, treat or aim to solve pathologies and symptoms that are strictly medical. All contracts subject to and governed by the law according to my current insurance.   Added element of the disclaimer If the class happens in any venue and you are causing any damage to the property, you are taking responsibility of your actions. It is down to the individual to take personal responsibility when participating in physical activity and when entering a space that is used and shared by other parties. Giada Gaslini does not take any responsibility about possible risks that may arise but can only advise and enforce guidelines and legal requirements as defined by the Scottish Government and local authorities.  Giada's Journey Creative explorer of the human well-being with twenty years’ experience running events, workshops and retreats. Co-author of a non-profit book with other 33 Italian women about their stories in different countries. She has been learning to heal herself supportinga Holistic connection between mind, body and spirit. She has been studying and practicing Buddhist teachings, meditation and the Five Tibetan Rites Yoga in Nepal, India and Italy. Approached the imaginal world and dreams with the psychologist Elio Occhipinti and a regressive hypnosis journey with the vision of the psychiatrist Brian Weiss.  Her studies and practice have helped her become: Shamanic Practitioner and Teacher with the two years formal training at Anam Cara and one year in Wales Shamanic and Integral Yoga Teacher, Ikigai Coach,Forest Therapy Guide qualified with Selene Calloni Williams at the Imaginal Academy and part of the Italian-Swiss Association for Counselling and Coaching, Aiscon.  Professional Esoteric Numerologist graduated at The Connaissance School of Numerology Corporate Mental Health Coach achieved with WeFocus Founder of Drink In Art exhibitions of local artists in private flats Founder of Invisible Caims creative and spiritual workshops, classes and therapies Founder of the Art and Spirituality Centre centre for creativity and well-being in Edinburgh

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample Exercise – Red & White  There is a specific time managed agenda and itinerary, which puts the group under pressure.  The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.