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Motivational Interviewing Advancing Practice 2-day In-person CPD training workshop Thursday 7th & Friday 8th November 2024 his 2-day workshop will be of interest to people in diverse settings and circumstances where conversations about change are an everyday reality. A wide range of learning methods are used to create an enjoyable atmosphere for learning and sharing ideas. These will include demonstration, video observation, brief content lectures, discussion, and focused practice. It is an introduction to Motivational Interviewing for some participants and a refresher for those people who have attended MI training previously.

Motivational Interviewing Introductory & Refresher 2-day In-person CPD training workshop Thursday 13th and Friday 14th February 2025 his 2-day workshop will be of interest to people in diverse settings and circumstances where conversations about change are an everyday reality. A wide range of learning methods are used to create an enjoyable atmosphere for learning and sharing ideas. These will include demonstration, video observation, brief content lectures, discussion, and focused practice. It is an introduction to Motivational Interviewing for some participants and a refresher for those people who have attended MI training previously.

This interactive workshop will provide a platform for members to share their experiences and ideas, contributing to a more inclusive and supportive club environment. Group Bespoke sessions depending on Club needs. Course Description To create a safe and inclusive space for club members to share their experiences, perspectives, and ideas. By fostering open dialogue and self-reflection, we aim to: Understand: Gain a deeper understanding of the club's culture, values, and challenges from the perspective of its members. Explore: Delve into the concepts of inclusion, intersectionality, and assumptions to identify potential areas for improvement. Gather: Collect valuable insights and feedback to inform future decisions and initiatives. Reflect: Encourage self-awareness and personal growth among participants. Who is it for? This workshop is open to all club members, regardless of their role, experience level, or frequency of participation. We encourage a diverse range of voices to contribute to the discussion. What's the value? By participating in this workshop, members will: Build Leadership Skills: Develop a deeper understanding of their strengths and weaknesses, enabling them to take on leadership roles with confidence and effectiveness. Boost Self-Confidence: Gain a greater sense of self-awareness and empowerment, leading to increased confidence in their abilities. Cultivate Empathy: Develop a better understanding of others' perspectives, fostering empathy and stronger relationships within the club. Improve Communication: Enhance their communication skills by learning to articulate their thoughts and feelings more effectively.

When it comes to writing a research paper, the discussion chapter is where the magic happens. It's not just about presenting your findings; it's about showcasing them in a way that resonates with your audience. You want to take your readers on a journey through your research, helping them understand not just the results but their significance as well. In this article, I’ll share some essential tips on how to effectively showcase your research in the discussion chapter, ensuring that your hard work gets the recognition it deserves. Understanding the Discussion Chapter Definition and Role So, what exactly is the discussion chapter? Think of it as the heart of your research paper. Here, you interpret and analyze your results, linking them back to your research questions. It’s the section where you reveal the implications of your findings and discuss their relevance in the broader context of your field. If you’re wondering how to navigate this crucial part, check out our guide on How To Write a Dissertation Discussion for a detailed approach. Differences from Other Chapters Unlike the results chapter, which focuses on presenting data, the discussion is where you dive deeper into what those results mean. It’s about connecting the dots and making sense of the numbers. You’re not just stating what you found; you’re telling a story about why it matters. Structuring Your Discussion Organizing Key Points A well-structured discussion is crucial for effectively showcasing your research. Start by organizing your key points logically. This might mean discussing each research question in turn or grouping findings by theme. Whatever structure you choose, ensure it flows naturally from one point to the next. Using Subheadings Don’t underestimate the power of subheadings. They guide your reader through your discussion, making it easier to follow your train of thought. Subheadings also break up the text, making your discussion more visually appealing. Interpreting Your Findings Analyzing Results Now comes the fun part: interpreting your findings. Take a close look at your results and analyze them thoroughly. What trends do you see? Are there any surprising outcomes? This is your chance to showcase your critical thinking skills and provide insights that go beyond the data. Linking to Research Questions Always link your interpretations back to your research questions. This creates a cohesive narrative and reinforces the significance of your work. By showing how your findings answer these questions, you strengthen your argument and highlight the relevance of your research. Contextualizing Your Research Comparing with Previous Studies To truly showcase your research, it’s essential to place it within the context of existing literature. Compare your findings with previous studies and discuss how they align or diverge. This not only shows your understanding of the field but also underscores the contributions your research makes to the ongoing conversation. Highlighting Unique Contributions Don’t be shy about highlighting what makes your research unique. What new perspectives or insights do you bring to the table? By emphasizing these contributions, you demonstrate the value of your work and why it deserves attention. Discussing Implications Practical Applications What can your findings be used for in the real world? Discussing practical applications is a great way to showcase the impact of your research. Whether it’s informing policy decisions, guiding future research, or improving practices in your field, make sure to highlight these implications. Theoretical Implications In addition to practical applications, consider the theoretical implications of your research. How does it contribute to existing theories or frameworks? Discussing these implications can elevate your work and showcase your understanding of the broader context. Addressing Limitations Acknowledging Weaknesses Every research project has its limitations. Acknowledging these weaknesses shows integrity and a nuanced understanding of your work. Discuss what limitations might affect the interpretation of your results and how they could be addressed in future research. Suggestions for Future Research Don’t just stop at acknowledging limitations—offer suggestions for future research. What questions remain unanswered? What directions could future studies take? This not only demonstrates your critical thinking but also positions your work as a stepping stone for others. Using Visual Aids Charts and Graphs Visual aids can be a powerful tool for showcasing your research. Use charts, graphs, or tables to present your data in a way that’s easy to understand. Visuals can help highlight key findings and make complex information more digestible. Effective Data Presentation Ensure that your visuals are clear and well-labeled. A confusing graph can detract from your discussion rather than enhance it. Take the time to present your data effectively, and your readers will appreciate the effort. Incorporating Feedback Utilizing Peer Reviews Feedback from peers can be invaluable when writing your discussion chapter. Don’t hesitate to seek out input from colleagues or mentors. Their insights can help you refine your arguments and enhance the clarity of your writing. Adjustments Based on Critiques Once you receive feedback, be open to making adjustments. Sometimes, outside perspectives can reveal blind spots in your reasoning or highlight areas for improvement that you might not have considered. Engaging Your Audience Writing Style and Tone Your writing style plays a significant role in engaging your audience. Aim for a conversational tone that invites readers in. Avoid jargon where possible, and strive for clarity in your explanations. Rhetorical Questions for Engagement Using rhetorical questions can be an effective way to engage your readers. It prompts them to think critically about the points you’re making and can make your discussion feel more interactive. Proofreading and Editing Importance of Clarity Once you’ve drafted your discussion, take the time to proofread and edit. Clarity is key; a well-written discussion is much easier to follow. Check for grammatical errors, awkward phrasing, and ensure your arguments flow logically. Common Mistakes to Avoid Watch out for common pitfalls, such as over-explaining or being too vague. Aim for a balance that conveys your insights without overwhelming your reader. Conclusion In conclusion, showcasing your research in the discussion chapter is all about clarity, context, and engagement. By structuring your discussion thoughtfully, interpreting your findings, and addressing limitations, you can effectively communicate the significance of your research. Remember, this is your chance to shine and demonstrate the value of your hard work. FAQs What is the purpose of the discussion chapter? The discussion chapter interprets the results of your research, linking them back to your research questions and placing them in the context of existing literature. How do I interpret my findings effectively? Analyze your results, identify trends, and connect them back to your research questions to demonstrate their significance. Should I include limitations in my research? Yes, acknowledging limitations shows integrity and a nuanced understanding of your work. It also opens up avenues for future research. How can I make my discussion engaging? Use a conversational tone, incorporate rhetorical questions, and structure your arguments clearly to keep your audience interested. What are common pitfalls to avoid in this chapter? Be cautious of over-explaining, using jargon, or failing to connect your findings back to your research questions.

Our self-leadership and executive development programme can be fully ITA SDS funded supporting leaders and business owners and creating a growth plan. SDS INDIVIDUAL TRAINING ACCOUNTS (ITA) Rely On Our Team for Your Executive Development The Power Within Training offers unrivalled executive development training for go-getters and self-starters throughout England and Scotland. Did you know that approximately 55% of people making their living in sales don’t have the right skills to be successful? Good sales skills are some of the rarest and most sought-after skills in the workforce. Whether you’re running a business, looking to progress further in your career or want to sharpen your skills before returning to work, our self-leadership training will help you develop the skills you need to succeed. After completing our executive development training, you’ll have a sales mindset and the skills to secure your ideal role, perform better, and utilise high-payoff action-planning techniques. Don’t hesitate to contact us to learn more information. OUR TRAINING SOLUTIONS What is Self-Leadership Executive Training? Self-Leadership Development Our self-leadership development course was designed to give you total control of your career, business, and professional life. Most professionals will spend more than 80% of their time at work or in business. We’ve structured our executive training to help those looking to enhance their career prospects or business success by taking advantage of our unique Motivational Intelligence seven steps to success framework. The seven-step success system will take you through a journey of self-discovery, self-awareness, and self-development, which enables you to understand the barriers and self-limiting obstacles that have been holding you back. The Power Within’s self-leadership training will guide you through overcoming these barriers and eliminating them from your life. If you are looking to stand out from the crowd and build a career or business you can be proud of, then this live classroom-based programme is definitely for you. Benefits of Self-Leadership Development The self-leadership training has been designed from the ground up to inspire, guide, and develop you into not only achieving your goals but being able to measure success in your career, help you find your dream job, and help make an immediate impact in everything you do. Completing our executive leadership development course will allow you to utilise emotional intelligence to get the best of your team while focusing on clear values and principles that increase your overall success and profitability. Working on your self-leadership skills will grant you greater insight into the factors hindering or impacting your success while giving you the tools to make decisions and get into action. Here are some additional benefits of our self-leadership training: Build Awareness – When you’re a leader, you must inspire and motivate people to achieve and go after the bigger picture for your organisation. You’ll need an effective and flexible leadership style to ensure your team succeeds. We’ll help you discover your leadership style and how you can use it effectively to the advantage of your business. Increase Team Engagement, Motivation, and Accountability – How can you expect your team to behave if you’re no longer motivated to succeed? The Power Within will give you the tools to keep striving toward success while ensuring your business is focused and motivated. Cultivating a High-Performance Culture – The right high-performance culture installs peak performance into every team member. Through our executive development, you’ll be able to help each reach their targets while they look for ways to improve constantly. Develop Strategic Skills – We’ll help you develop leadership skills and self-improvement goals, allowing you to introduce changes to your business based on your guiding visions while encouraging others to share the same vision. If you are looking to stand out from the crowd and build a career or business you can be proud of, then this live classroom-based programme is definitely for you. What Are the Key Skills Learned from Executive Development Training One of the first sets of vital skills for self-leadership you’ll learn is the ability to stop, step back, and reflect on the things that trigger us to react. When we react, we’re being controlled by the trigger. Another skill we’ll help instill is to consider intention. Intention is important to us, such as our values and what we’re trying to achieve. When you become intentional, you start to live a life of choice. Self-leadership and executive development are a journey. The more self-leadership we attain, the more successful we’ll become. The more successful we become, the more self-leadership we need. Here are some additional critical skills you’ll learn from our self-leadership training: Self-Awareness – It’s vital to hone your ability to see yourself as clearly as you are. This skill takes dedication, introspection, and mindfulness. Also, a dose of self-awareness helps with self-control, self-confidence, and feelings of validation. Overall, you should be open to critique and accountability. Goal Setting – A good self-leader must be proactive in not only identifying their goals but how to reach those goals in a manageable manner. Our executive development training will teach you how to break down a larger goal into more attainable steps to avoid burnout while helping you celebrate smaller milestones. Self-Motivation – A classic way to handle self-motivation is to divide long-term goals into smaller, more attainable ones. This optimization means recognising what about the goal that appeals to you, then forming a strategy that aligns with your strengths and values toward that goal. Constructive Thought Patterns – Through our leadership skills and self-improvement course, you’ll be able to review your performance and assess your intentions and effectiveness while providing an opportunity to ensure your strategies are geared towards success. This is done by focusing on improving strengths and the mental imagery of yourself that recognizes your capacity to grow, develop, and change. Self-leadership training teaches you to see yourself as having the ability to create, improvise, innovate, and adapt. OUR LIVE WORKSHOPS ARE BACK What’s Covered in Our Executive Development? Self-Leadership "It's a mindset thing" When you undergo our self-leadership training, you’ll experience several modules designed to allow your conscious and subconscious belief systems to work together for a predetermined goal or set of outcomes. Self-leadership is one skill that will significantly impact your career, team, and even your life’s happiness. Our executive leadership development course promotes bold and powerful decisions to get you back into the driver’s seat of your life and make the best of each day by setting goals, shifting your mindset, and finding your purpose. During each module, we’ll work with you and help you design and deliver your team leadership programmes catered to your team and your business dynamic. Our goal is to allow you to evolve into a bigger and better leader. Here are some of the modules in our self-leadership training: Unleash Your True Potential Create Your Personalised 7-Step Success Framework Peak Performance and Self-Mastery Growth Mindset and Mindset Performance The Power of Feedback Taking Back Control of Your Personal & Professional Journey Goal Setting & Defining If you are looking to stand out from the crowd and build a career or business you can be proud of, then this live classroom-based programme is definitely for you. Discover Who’s Leading Our Self-Leadership Training James Fleming, the co-creator of The Power Within, will lead your self-leadership training. James founded The Power Within with his wife, Enas Fleming. They wanted to inspire people around the world to think better, be better and achieve more. James believes that everyone can be whatever they set their minds to. Founding The Power Within allowed James to turn that deep knowledge into a business that helps others think bigger, better, and achieve more daily. He strives to give leaders the tools and knowledge to achieve their full potential while increasing their self-confidence and self-belief through Motivational Intelligence Revolution. James wants to support today’s businesses to become tomorrow’s leaders. Course Overview Our self-leadership development course is a quick-paced training that is between eight and twelve hours in length. After you attend the face-to-face workshops, you’ll be given access to our online self-leadership training portal. This allows you to continue your journey of self-development by ensuring you’ll always have a system and process to fall back on when you need it. One of the best parts of our executive development course is that you receive this information fully funded. Even if you aren’t eligible for funding, you can still invest in this course and begin a new chapter of professional development for yourself. Elevate yourself if any of our eligibility requirements apply and you early less than 22,000 a year.

Course Duration: Half-day or full-day program (with virtual delivery options) Target Audience: HR professionals, leaders, managers, and wellbeing champions who are responsible for creating and maintaining mental health support systems and promoting work-life balance within their organisations. Course Objectives By the end of this course, participants will be able to: Understand the importance of mental health and wellbeing in the workplace. Learn strategies for creating a workplace culture that supports mental health and resilience. Develop practical tools to prevent burnout and promote work-life balance. Identify systems and resources to help employees maintain mental health and manage stress. Design and implement a workplace wellbeing plan that fosters employee engagement and productivity. Course Outline Module 1: The Importance of Workplace Wellbeing What is workplace wellbeing? Understanding mental health, emotional wellbeing, and work-life balance The link between employee wellbeing and organisational performance Statistics and trends: The rising importance of mental health in the workplace The business case for prioritising mental health: reducing absenteeism, turnover, and improving productivity Legal and ethical considerations in workplace mental health Module 2: Mental Health in the Workplace Recognising the signs of mental health challenges (e.g., anxiety, depression, stress) The impact of workplace culture on employee mental health Stress and burnout: Causes, symptoms, and prevention strategies The role of leadership in promoting mental health and supporting employees Confidentiality and stigma: Overcoming barriers to mental health support Module 3: Creating a Culture of Wellbeing Building a supportive and inclusive workplace culture that prioritises mental health Encouraging open dialogue: How to talk about mental health and reduce stigma The role of leadership in modelling and promoting wellbeing practices Policies and practices to promote work-life balance (e.g., flexible working, remote work options) The importance of employee engagement in fostering a culture of wellbeing Module 4: Systems and Resources for Mental Health Support Developing an Employee Assistance Program (EAP) and other mental health resources Peer support networks and mental health champions within the workplace Mental health first aid training: How to support colleagues in need Creating accessible resources for employees to manage their mental health (e.g., online tools, workshops, apps) Integrating wellbeing initiatives into existing HR systems: policies, performance management, and professional development Module 5: Strategies for Managing Stress and Preventing Burnout Stress management techniques for individuals and teams Time management, task prioritisation, and setting boundaries to reduce stress Mindfulness and relaxation exercises to combat workplace stress Encouraging regular breaks, physical activity, and healthy work habits Building resilience: Developing coping strategies for challenging situations Preventing burnout: Identifying early warning signs and taking proactive measures Module 6: Promoting Work-Life Balance Defining work-life balance in today’s connected world Strategies for setting boundaries between work and personal life Managing expectations: How to avoid overworking and reduce the pressure to be "always on" The importance of taking breaks, vacations, and "disconnecting" from work Flexible working arrangements and how they contribute to balance Supporting parents, carers, and individuals with other life commitments Module 7: Implementing a Workplace Wellbeing Plan Conducting a wellbeing audit: Understanding current practices and identifying gaps Designing a comprehensive wellbeing program: Key components and best practices Measuring the success of wellbeing initiatives: Metrics, feedback, and employee engagement Aligning wellbeing efforts with organisational goals and values Action planning: Creating a roadmap for rolling out workplace wellbeing initiatives Communicating wellbeing resources and encouraging employee participation Module 8: Sustaining Wellbeing in the Workplace Embedding mental health and wellbeing into the organisation’s long-term strategy Continuous improvement: Monitoring and refining wellbeing programs Engaging employees in ongoing wellbeing activities (e.g., wellness challenges, workshops, wellness days) Training leaders and managers to foster ongoing mental health support Celebrating successes and recognising the importance of mental health in organisational culture Delivery Style Interactive, with a blend of group discussions, case studies, and role-playing activities Practical exercises for creating wellbeing strategies and action plans Relaxation techniques and mindfulness exercises incorporated into the sessions Tools and templates for creating mental health initiatives in the workplace Employee engagement surveys and feedback collection techniques to measure program effectiveness Course Materials Provided Workplace Wellbeing Framework and Best Practice Guidelines Wellbeing Plan Template and Action Plan for Implementation Stress Management and Resilience Toolkit Resources for Managers: Creating Mental Health-Supportive Teams Mental Health First Aid Checklist and Employee Assistance Program Resources Resource list: Apps, books, and online resources for mental health in the workplace Optional Add-ons Follow-up sessions for managers and leaders on maintaining a mental health-friendly work environment E-learning modules on specific aspects of wellbeing (e.g., stress management, mental health first aid) One-on-one wellbeing consultations or coaching for employees Employee wellbeing workshops (e.g., mindfulness, physical wellness, nutrition)

Course Duration: Half-day or full-day program (with virtual delivery options) Target Audience: HR professionals, leaders, managers, and wellbeing champions who are responsible for creating and maintaining mental health support systems and promoting work-life balance within their organisations. Course Objectives By the end of this course, participants will be able to: Understand the importance of mental health and wellbeing in the workplace. Learn strategies for creating a workplace culture that supports mental health and resilience. Develop practical tools to prevent burnout and promote work-life balance. Identify systems and resources to help employees maintain mental health and manage stress. Design and implement a workplace wellbeing plan that fosters employee engagement and productivity. Course Outline Module 1: The Importance of Workplace Wellbeing What is workplace wellbeing? Understanding mental health, emotional wellbeing, and work-life balance The link between employee wellbeing and organisational performance Statistics and trends: The rising importance of mental health in the workplace The business case for prioritising mental health: reducing absenteeism, turnover, and improving productivity Legal and ethical considerations in workplace mental health Module 2: Mental Health in the Workplace Recognising the signs of mental health challenges (e.g., anxiety, depression, stress) The impact of workplace culture on employee mental health Stress and burnout: Causes, symptoms, and prevention strategies The role of leadership in promoting mental health and supporting employees Confidentiality and stigma: Overcoming barriers to mental health support Module 3: Creating a Culture of Wellbeing Building a supportive and inclusive workplace culture that prioritises mental health Encouraging open dialogue: How to talk about mental health and reduce stigma The role of leadership in modelling and promoting wellbeing practices Policies and practices to promote work-life balance (e.g., flexible working, remote work options) The importance of employee engagement in fostering a culture of wellbeing Module 4: Systems and Resources for Mental Health Support Developing an Employee Assistance Program (EAP) and other mental health resources Peer support networks and mental health champions within the workplace Mental health first aid training: How to support colleagues in need Creating accessible resources for employees to manage their mental health (e.g., online tools, workshops, apps) Integrating wellbeing initiatives into existing HR systems: policies, performance management, and professional development Module 5: Strategies for Managing Stress and Preventing Burnout Stress management techniques for individuals and teams Time management, task prioritisation, and setting boundaries to reduce stress Mindfulness and relaxation exercises to combat workplace stress Encouraging regular breaks, physical activity, and healthy work habits Building resilience: Developing coping strategies for challenging situations Preventing burnout: Identifying early warning signs and taking proactive measures Module 6: Promoting Work-Life Balance Defining work-life balance in today’s connected world Strategies for setting boundaries between work and personal life Managing expectations: How to avoid overworking and reduce the pressure to be "always on" The importance of taking breaks, vacations, and "disconnecting" from work Flexible working arrangements and how they contribute to balance Supporting parents, carers, and individuals with other life commitments Module 7: Implementing a Workplace Wellbeing Plan Conducting a wellbeing audit: Understanding current practices and identifying gaps Designing a comprehensive wellbeing program: Key components and best practices Measuring the success of wellbeing initiatives: Metrics, feedback, and employee engagement Aligning wellbeing efforts with organisational goals and values Action planning: Creating a roadmap for rolling out workplace wellbeing initiatives Communicating wellbeing resources and encouraging employee participation Module 8: Sustaining Wellbeing in the Workplace Embedding mental health and wellbeing into the organisation’s long-term strategy Continuous improvement: Monitoring and refining wellbeing programs Engaging employees in ongoing wellbeing activities (e.g., wellness challenges, workshops, wellness days) Training leaders and managers to foster ongoing mental health support Celebrating successes and recognising the importance of mental health in organisational culture Delivery Style Interactive, with a blend of group discussions, case studies, and role-playing activities Practical exercises for creating wellbeing strategies and action plans Relaxation techniques and mindfulness exercises incorporated into the sessions Tools and templates for creating mental health initiatives in the workplace Employee engagement surveys and feedback collection techniques to measure program effectiveness Course Materials Provided Workplace Wellbeing Framework and Best Practice Guidelines Wellbeing Plan Template and Action Plan for Implementation Stress Management and Resilience Toolkit Resources for Managers: Creating Mental Health-Supportive Teams Mental Health First Aid Checklist and Employee Assistance Program Resources Resource list: Apps, books, and online resources for mental health in the workplace Optional Add-ons Follow-up sessions for managers and leaders on maintaining a mental health-friendly work environment E-learning modules on specific aspects of wellbeing (e.g., stress management, mental health first aid) One-on-one wellbeing consultations or coaching for employees Employee wellbeing workshops (e.g., mindfulness, physical wellness, nutrition)

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.

Training and networking day for those working in community, corporate, challenges & events roles in UK hospices: FREE for HIGN members £25 fee for non-members (or commitment for your hospice to take organisational membership - you MUST have your line manager's approval before booking if you are a non-member) 10am: Arrival & refreshments 4pm: Close Lunch will be provided at no extra charge, please specify if you have any dietary requirements when booking The day will NOT be online or recorded so that people feel more comfortable openly sharing.

Training and networking day for those working in individual giving, in-memory, legacy, data & supporter care roles in UK hospices: FREE for HIGN members £25 fee for non-members (or commitment for your hospice to take organisational membership - you MUST have your line manager's approval before booking if you are a non-member) 10am: Arrival & refreshments 4pm: Close Lunch will be provided at no extra charge, please specify if you have any dietary requirements when booking The day will NOT be online or recorded so that people feel more comfortable openly sharing.