The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans
This dynamic programme empowers attendees to enhance their emotional intelligence, forge meaningful connections in every interaction, engage in impactful coaching conversations, and cultivate resilience and psychological safety. Through interactive workshops, compelling discussions, and practical exercises, participants will acquire skills and insights necessary to foster a space for collaboration helping shape an environment of trust and openness in their professional and personal spaces
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Based on our extensive work and experience with leaders, both in the private and public sectors, this ILM Level 5 Coaching and Mentoring programme has been designed to develop the capability of leaders to positively impact the performance of individuals and teams. We are experts at unlocking peak performance. Coaching and mentoring improves relationships, performance and engagement. This programme has been created to sharpen a leader's skills - enabling them to balance control, commitment and empowerment through productive conversations with individuals and teams. Scroll down to find out more about this ILM Level 5 qualification, or use the buttons below to jump straight to the scheduled course dates and prices. All of our ILM Programmes are provided in partnership with The BCF Group, which is the ILM Approved Centre we deliver under. Course Syllabus The syllabus of the ILM Level 5 Qualification in Business Coaching and Mentoring is comprised of six modules, covering the following: Module OneIntroduction 1.1) Explore the myths 1.2) What is coaching and mentoring? 1.3) What is business coaching? 1.4) Thoughts and perceptions 1.5) 7 competencies of a coach 1.6) Definitions - Mentoring / Consulting / Coaching / Therapy / Counseling Module TwoModels and Practice 2.1) The Wheel of Life 2.2) Johari's Window 2.3) KASH - Knowledge, Attitude, Skills, Habits of an effective coach 2.4) STAR / GROW model 2.5) Effective use of Paradigm cards 2.6) Practice and feedback Module ThreeBuilding the Relationship 3.1) Self-management 3.2) How motivation works 3.3) Personality & behavioural traits 3.4) Rapport and trust Module FourCommunication and Practice 4.1) Non-verbal communication 4.2) Effective communication 4.3) Questioning through 2nd/3rd/4th level questioning 4.4) Building a bank of coaching questions 4.5) Practice and feedback Module FiveStructure 5.1) Introduction 5.2) The coaching cycle 5.3) How to give feedback 5.4) The COMET model 5.5) Executive coaching 5.6) Psychometrics 5.7) Closing the coaching session Module SixWell-Formed Outcomes 6.1) Challenge and focus steps 6.2) Coaching goals 6.3) Establishing the gap analysis 6.4) Using diagnostic tools 6.5) SMART objectives 6.6) Designing & planning focus steps 6.7) Gaining commitment 6.8) Practice and feedback Who is it for? Business coaching is the skill to have in today's rapidly changing business climate. People and team development through business coaching is fast, efficient and cost effective, and will get you measurable results. The ILM Level 5 Qualifications in Business Coaching and Mentoring are highly accessible and have been designed for all tiers of director, management and supervisory level, or indeed anyone involved in people development. With a business-relevant, tried-and-tested approach, we encourage participants to bring live business issues and case histories with them on the course. Accreditation Upon completion of this programme all attendees will receive the 'ILM Endorsed Programme in Business Coaching & Mentoring' certificate. Participants will also be eligible to receive ILM letters after their name; either AMInstLM (Affiliate/Associate Member Institute Leadership & Management) or MInstLM (Member Institute Leadership & Management). As with all ILM Accredited Programmes, participants will need to complete the post-programme activity in order to achieve their full 'ILM Level 5 Certificate in Coaching and Mentoring in Management' certificate. These elements have been designed in order to show to the Institute of Leadership and Management (ILM) that you are able to put the skills and techniques learned on the programme into practice. Full support and guidance is provided for completing these final elements. Required Activities Pre-Course We ask you to come prepared with issues which you are currently experiencing that you would be happy to discuss and be coached on. We also send out a short document containing questions and exercises which will help our coaches understand you better and work with you in order to receive the best training. Post-Course To achieve this ILM qualification, participants will have to complete the following post-course activities: 3 x work-based assignments need to be completed within 1 year from attendance and registration. Embedded in the assignments, the Certificate will require delegates to complete 18 hours of coaching or mentoring activity with 2-3 people. The Diploma will require delegates to complete 54 hours of coaching or mentoring with 4-9 people. Tutor guided learning will take on the format of book and video reviews with ongoing tutor guidance and support via phone, Skype or face-to-face. Optional: Self-initiated 2 x 45 min executive coaching sessions per delegate to offer a coaching best practice view. Course Material Each participant will be issued with a workbook to assist them both during and after the course, which will contain information, guidance and forms to assist with the coaching sessions. Participants will also complete a Paradigm psychometric report and receive a year's membership with the Institute of Leadership & Management (ILM). In-House & Classroom Courses Available Online We have developed an alternative to traditional face-to-face training that continues to provide a full learning experience, and allows delegates to learn effectively whilst self-isolating from home. This is how it looks: Delegates booked on Classroom and In-House courses will continue to have access to their trainer online throughout the days that the course is booked to run. Prior to a delegate's course start date, they will be enrolled on our e-learning platform (in partnership with BCF Group) for the course they are booked on to. They will also be given contact information for their trainer, and details of how to access the online workshops. Delegates will not require any special IT equipment. A desktop computer, laptop, tablet, or a mobile phone with internet and audio capability is all that is required. Delegates taking ILM Qualifications will then proceed to the book review, video review and work based assignments with 12 months tutor support as appropriate, and in line with our previous arrangements. We hope you agree that this blended learning experience represents the safest way to continue supporting our clients and delegates during the Coronavirus disruption. Scheduled Courses On-Demand Course - Self-paced The online course option includes a comprehensive course manual, book reviews, useful guides and personalised tutor support. You will also be able to upload assessments online and receive online feedback. Our online training option gives you 24/7 access to our learning platform for the duration of your course. The programme elements and assignments can be completed as quickly as you like, with the only time limit being that the final assignment has to be submitted to ILM within 12 months of your registration on the programme. Diploma: £1,195 + vat | Certificate: £895 + vat Dickson Training Ltd Founded in 1985 in Yorkshire, we have built an impressive and loyal client base. Our partnerships are built by consistently delivering outstanding development solutions and working in close collaboration with our clients, resulting in us becoming a leading UK and international training provider.
If you're just starting a business, looking to re-energise a current business, need small business help and support or are seeking to take your business to the next level, together, we can develop strategies towards achieving your goals.
An 8 week coaching programme like no other. Discover how to build your business, free your time all the while making more money and doing more of the stuff you love. Stop not-earning when you're off on holiday, off for the weekend or off sick... Create a business that works for you, even when you're not there.
CRRUK equips professionals with the concepts, skills and tools to build conscious, intentional relationships, and to coach relationship systems of any size.
Free webinar on business development for healthcare practitioners
CRRUK equips professionals with the concepts, skills and tools to build conscious, intentional relationships, and to coach relationship systems of any size.
Whether you are embarking on your coaching journey or boast a wealth of coaching experience, Systemic Coaching Supervision presents a vibrant resource for professional and personal growth. This unique approach employs a systemic perspective to review your interactions with teams, organisations, couples, and individuals, while also delving into the dynamics within yourself. You will take another stride toward mastering the art of working with complex systems through Systemic Coaching Supervision. Guided by one of our seasoned supervisors, this process will: 1. Heighten your self-awareness as a coach. 2. Unearth strategies to enhance the depth and breadth of your coaching practice. 3. Strengthen your commitment to ethical conduct and best coaching practices. 4. Recharge and rejuvenate yourself for the demands of this rewarding but challenging work. Within a nurturing cohort, you will encounter the same level of collaboration and wisdom that you have grown to rely on in Organisation and Relationship Systems Coaching (ORSC™). CRR Global’s coaching supervision, rooted in systemic principles, provides invaluable support for the vital work you undertake with teams and intricate systems. Our team coaching supervision sessions fulfil the requirements for yourAdvanced Certification for Team Coaches (ACTC) accreditation via the ICF. · Intimate groups · Engage in a virtual program consisting of four 75-minute sessions · Cultivate this beneficial routine for coaching professionals · Partake in systems-inspired introspection led by an experienced ORSC coaching supervisor · Further enrich your skills in team and systems coaching, elevate self-awareness, and explore ethical standards and best practices · Utilise a framework that facilitates system alignment and collective action · Eligible for five hours of ICF resource development credits Fulfil the required five hours of group coaching supervision needed for the Advanced Certification in Team Coaching (ACTC). Explore the transformative power of reflective practice in enhancing your coaching skills. Utilising CRR Global’s Meet, Reveal, Align & Act model as your guide, you will reinforce your capacity for systems thinking and unpack your experiences to evolve as a more proficient practitioner.
QLS Endorsed + CPD QS Accredited - Dual Certification | Instant Access | 24/7 Tutor Support | All-Inclusive Cost
As a personal trainer, you have spent time gaining valuable fitness insights, skills, and qualifications. You have your subject down to a science, but do you know how to get more personal training clients? Reduce the hassle and guesswork with the NASM Business Accelerator. Learn the best personal training marketing, networking, and communication techniques in the industry. We will give you the tools to be in charge of your future in the fitness industry. Gaining and retaining personal training clients has never been easier! Learn how to leverage your abilities for consistent client growth, and in the process, obtain a roadmap for a stronger fitness business that will pay dividends for your future. Safeguarding your exceptional qualifications with a strategic business plan will generate guaranteed wins and help you sell personal training to prospects. Within this course, you will receive instructional videos, written lessons, business exercises, and quizzes, to help guide you on the path to success. The curriculum combines the power of NASM with the expertise of the leaders in business coaching: NPE. Become another NASM success story with the Business Accelerator course!