43 Courses in Belfast

This course provides a basic understanding of health & safety duties and responsibilities...

Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: Learn how to plan growth and increase revenue from existing accounts Develop skills to build and develop essential relationships to increase value and visibility Learn how best to create loyalty and customer satisfaction Identify how to set account targets and development plan for building contacts and cross-selling Develop persuasion and influencing skills to better define needs and develop opportunities Learn how to add value at all stages; plus gaining competitive advantage Develop an up-selling, cross-selling strategy 1 Performance metrics for account management Introduction to the PROFIT account management model Using practical tools to measure account performance and success Planning your account strategy - red flags and green lights 2 Relationships for account management How to build and manage key relationships Producing a 'relationship matrix' Developing a coach or advocate 3 Setting objectives for your account Developing an upselling cross-selling strategy Setting jointly agreed goals, objectives and business plans Planning session 4 Feedback and Retention - building loyal and satisfied customers How to monitor and track your customer's satisfaction Building a personalised satisfaction matrix Customer service review meetings 5 Influence Getting your message and strategy across to C-level contacts Being able to better develop a business partnership within an accountes 6 Teamwork and time management Working with others to achieve your account goals Managing and working with a virtual team Managing your time and accounts effectively 7 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

Where should management effort be directed? In controlling costs and ensuring proper engineering in live projects? - yes, of course, but true cost control comes by understanding, eliminating and minimising risk prior to a business committing any funds. This course studies the stages required for practical financial and business appraisals of projects and capital expenditure. This course has two primary objectives: To impart the knowledge and skills required to ensure as risk-free as possible expenditure of that scarce resource, cash - the investors', governments' or shareholders' money must not be squandered To improve the quality of the appraisal process in the widest sense - demonstrating how the process of project and capital expenditure appraisal can be used to dramatically improve cost control and deliver as risk-free as possible expenditure As a result of the course, participants will be able to: Understand the economics of appraisal Be in control of their projects from the start Understand the economics of their projects - and devise the most appropriate mode Carry out sensitivity analysis and identify risk Improve their methods of appraisal and approach Focus on the risk areas and take out risk and control costs before they over-run The benefits of attending this course will be demonstrable from day one. Thorough appraisals and risk assessment follow through to success in project management and detailed cost control and project management. 1 Introduction Why appraise? Taking risk out of investment The short- and long-term results of not appraising business expenditure 2 Developing an appraisal process The process - overall and stage-by-stage objectives Understand business and technical risks Manage resources and time Do you invest enough time and effort at this stage? Take out the risks - control costs before you are committed to contracts and action Checklists 3 Appraisal arithmetic Review of the arithmetic of appraisalThe time value of moneyThe effects of different interest or required ratesThe effects of inflation (or deflation) in prices and costs Understanding the economics of appraisal is essential 4 Appraisal measures Meaning and use of appraisal measures Identifying the most appropriate measures for your particular business Payback Discounted cash flow measures - NPV and IRR Other measures - FW, AW, Profitability Index The meaning of the measures and their application in practice 5 Cost benefit analysis The effect on decision-making of more intangible benefits Cost benefit analysis Ensuring costs are genuine Measuring intangible benefits Environmental issues Consideration of intangible benefits in the appraisal decision-making process 6 Developing appropriate models Developing models - examples of spreadsheet models and measures for many different situations Modelling investment opportunities - summarising outcomes Sensitivity analysis - identifying, quantifying and taking out risk 7 Developing an appraisal process The process - managing risk from the outset Using the process in risk management, negotiating and project management Take out risk by thoroughly knowing your project - developing your own process

Your New Age London hypnotherapy includes as many as 3 powerful techniques that are used in the : Advanced Hypnosis, EFT Tapping (now made famous by the Nick Ortner books on EFT Tapping), and NLP (Neuro-Linguistic Programming). The trance-based hypnotherapy part helps to get messages through to your subconscious mind enabling you to succeed, NLP helps you think and feel from a positive perspective, and the EFT releases blocks in the path of your success. Without the underlying blocks in your path, you no longer have any reason to have bad habits or emotions, and so you can let go of them with ease.

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

Our ‘Professional Behaviour – A workplace Priority’ training programme provides delegates with a set of tools and increased knowledge to deal with the issues of bullying and harassment appropriately as they arise. These issues are far from easy and for many managers, the reality of dealing with complaints of this nature is both time consuming and stressful Currently it is estimated that bullying and harassment costs the UK economy £18 billion a year in lost productivity, staff retention and legal costs. Our bespoke and specialized services, developed to meet your organizational requirements in these challenging areas, can reduce stress levels, develop increased awareness, and better understanding. In addition to this face to face training, NGT will assess your organisation’s current position and where you would like it to be as its future unfolds; we will help your organization to identify improvements and assess the benefits to you of making them; we will work with you to implement the agreed solutions, at a time and in a way that fits with your operational needs; we will help you track the benefits both long term and short term via regular monitoring, evaluation, and continued discussion. Our facilitator is highly experienced in delivering this training to all levels of staff and NGT welcomes your enquiry to take this matter forward. How is this course delivered and how long is it? This is a face to face course only and lasts a full day Is the course accredited? Yes, it is a CPD accredited course Who is it for? Although it will benefit managers of all grades it is equally important that all staff are made aware of these issues How much does it cost? Course fees are fixed at a fair daily rate, details of which are available upon enquiry. Travel costs are extra. How large are the groups? We can only effectively deliver this course to groups of 15 people or less. Will you be able to deliver the course at my workplace? Based in the Midlands, we are well suited to travelling to all corners of the UK, enabling us to deliver this programme to you at your location.

We understand how much confusion there is around Driver CPC and we are here to help and assist with the process. If you are a lorry driver of either Category C1 or C and passed the driving test after 10th September 2009 you will need to complete Initial Driver CPC to be able to drive commercially (for hire or reward). There are two elements involved in Initial Driver CPC to be completed sequentially: Module 2 – Case Study Module 4 – Show & Tell Demonstration Module 2 is known as the “Case Study” and is a computer based test which you take at a Pearson Vue test centre. Module 4 is also known as the “Show & Tell Demonstration”. Lloyds School of Motoring conducts training for this and will book your test at the DVA test centre in Belfast.

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: Negotiate from a position of partnership, not competition Deal more effectively and profitably with price objections Identify and practise successful sales negotiating skills Identify strengths and weaknesses as a sales negotiator Understand different types of buyer behaviour Learn to recognise negotiating tactics and stances Apply a new and proven structure to their business negotiations Identify and adapt for different behavioural styles Be alert to unconscious (non-verbal) communication Prepare and present a proposal at a final business negotiation stage Project confidence and exercise assertiveness in all sales negotiations 1 Planning for successful business negotiations This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: What kind of a negotiator are you? Negotiation skills self-assessment and best practice How to establish roles and responsibilities for both parties How to identify and set objectives for both buyer and seller How to research and establish the other person's position (business negotiation stance) 2 How to structure your negotiations This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: Learn and apply a formal structure to use when negotiating How to establish short- and longer-term objectives and opportunities How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations Understanding of basic legal and organisational requirements 3 Verbal negotiation skills This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions How best to propose and suggest ideas, using drawing-out skills 4 Non-verbal negotiation skills This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: Gaining rapport and influencing unconsciously Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) Recognising that business negotiations are precisely structured and agreements gained incrementally 5 Proposing and 'packaging' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: How to identify the key variables that can be negotiated The power and use of 'authority' within your negotiations How to structure and present your proposal, ideas or quotation to best effect The importance of when and how to identify and influence buyer's objections 6 Dealing with price This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: The three reasons that people will pay your asking price How to set price in a competitive market The key differences between selling and negotiating Ten ways to present price more effectively and persuasively 7 Getting to 'Yes': tactics and strategies There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: How to negotiate price and reduce discounting early in the process How to recognise negotiating tactics and strategies in your customer or supplier Key strategies, techniques and tactics to use in negotiation The importance of follow-through and watching the details How to deal with stalled business negotiations or competitor 'lock-out' 8 Case studies and review This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: Case studies Question and answer Planning worksheet Negotiation 'toolkit' and check-list 9 Personal action plans Session highlights: Identify the most important personal learning points from the programme Highlight specific actions and goals Flag topics for future personal development and improvement

Refresher training courses are available for drivers of any vehicle category to assist with skills fade and improve driving competence.

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary