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The Sales Accelerator (In-House)
By The In House Training Company
The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. Day one - Activity Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. Using organised persistence to track and build new customer revenue. Managing your sales time effectively. Key learning points Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. How to prioritise opportunities and manage your time when sourcing new business. Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. Make outbound business or appointment calls with improved confidence, control and results. Day two - Value Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. How to better position your company and your products and services against your main competitors. Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. Day three (held around four weeks after the first module) - Conversion Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. Anticipate and answer customer objections and questions more confidently. Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points Smart ways to position price, emphasise value and be a strong player without being the cheapest. Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. Qualify pipeline opportunities with more accuracy, using a proven check-list. Use an 'option generator' to simplify complex proposals, increase business value and close business faster. Writing more effective sales proposal documents and quotations. How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. Practical methods of asking for agreement and closing a sale
CONSULTATIVE SELLING Training Programme Framework
By Dickson Training Ltd
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.
Online Options
Show all 448PL-100T00 Microsoft Power Platform App Maker
By Nexus Human
Duration 4 Days 24 CPD hours This course is intended for The App Maker builds solutions to simplify, automate, and transform tasks and processes for themselves and their team where they have deep expertise in the solution business domain. They have basic data modeling, user experience design, requirements analysis, and process analysis skills. The App Maker creates and enforces business processes, structures digital collection of information, improves efficiency of repeatable tasks, and automates business processes. The App Maker uses the Maker tools of Power Platform to solve business problems. They may use advanced features of Microsoft apps and third-party productivity tools. The App Maker is aware of the capabilities and limitations of available tools and understands how to apply them. The App Maker is self-directed, and solution focused. They may not have formal IT training but are comfortable using technology to solve business problems with a personal growth mindset. They understand the operational need and have a vision of the desired outcome. They approach problems with phased and iterative strategies. This course will teach you how to build apps with low-code techniques to simplify, automate, and transform business tasks and processes using Microsoft Power Platform. This course contains a 1-day Applied Workshop. This workshop will allow you to practice your App Maker skills by creating an end-to-end solution to solve a problem for a fictitious company. The solution will include a Microsoft Dataverse database, Power Apps canvas app, and Power Automate flows. 1 - Get started with Microsoft Power Platform for app makers Identify components Create apps Get started with Microsoft Dataverse Work with Copilot in Microsoft Power Platform 2 - Create tables in Dataverse Table characteristics Table relationships Dataverse logic and security Dataverse auditing Dual-write vs. virtual tables 3 - Create and manage columns within a table in Dataverse Define columns in Microsoft Dataverse Column types in Microsoft Dataverse Add a column to a table Primary name column Restrictions that apply to columns in a table Create an auto numbering column Create an alternate key 4 - Load/export data and create data views in Dataverse View data in a table Create or edit views of data in a table Dataverse data import options Load data into a table Dataverse data export options Export Add, update, or delete data in a table by using Excel Import data using Power Query 5 - Export data from Dataverse and use Microsoft Excel to edit records Export data to Excel Edit and update data in Excel 6 - Get started with Microsoft Dataverse for Teams Dataverse for Teams vs Dataverse Provision your first Dataverse environment Create your first table to store data 7 - Build your first app with Power Apps and Dataverse for Teams Create your first app with the hero template Customize your app with Power Apps Studio Publish your app Install template apps 8 - Build your first workflow with Power Automate and Dataverse for Teams Types of workflows that Power Automate can build in Dataverse Schedule a flow 9 - Create reports with Power BI and Dataverse for Teams Connect to and transform Dataverse for Teams data from Power BI Create a Power BI report Publish the report Share the data 10 - Get started building with Power BI Use Power BI Building blocks of Power BI Tour and use the Power BI service 11 - Explore what Power BI can do for you What can I do with the Power BI service as a consumer? View content in the Power BI service Collaborate and share in Power BI Find and view dashboards and reports 12 - Create and manage workspaces in Power BI Distribute a report or dashboard Monitor usage and performance Recommend a development life cycle strategy Troubleshoot data by viewing its lineage Configure data protection 13 - Manage semantic models in Power BI Use a Power BI gateway to connect to on-premises data sources Configure a semantic model scheduled refresh Configure incremental refresh settings Manage and promote semantic models Troubleshoot service connectivity Boost performance with query caching (Premium) 14 - Create dashboards in Power BI Configure data alerts Explore data by asking questions Review Quick insights Add a dashboard theme Pin a live report page to a dashboard Configure a real-time dashboard Set mobile view 15 - Implement row-level security Configure row-level security with the static method Configure row-level security with the dynamic method 16 - Create dashboards in Power BI Configure data alerts Explore data by asking questions Review Quick insights Add a dashboard theme Pin a live report page to a dashboard Configure a real-time dashboard Set mobile view 17 - Secure, publish, and share data in Power BI Share and use reports in Power BI Row-level security Publish a report to a Power BI workspace Share reports and user experience Protect data in Power BI Data refresh and alerts 18 - Embed Power BI content Embed Power BI reports Embed other Power BI content types Optimize the embedding experience 19 - How to build your first model-driven app with Dataverse Model-driven apps, powered by Microsoft Dataverse Explore sample apps 20 - Get started with model-driven apps in Power Apps Introducing model-driven apps Components of model-driven apps Design model-driven apps Incorporate business process flows 21 - Configure forms, charts, and dashboards in model-driven apps Forms overview Form elements Configure multiple forms Use specialized form components Configure views overview Configure grids Create and edit views Configure charts overview Dashboards overview Use interactive streams and tiles 22 - Manage Dynamics 365 model-driven app settings and security Configure role-based security Manage teams and business units Explore settings and customizations 23 - Use specialized components in a model-driven form Create business process flows Embed a canvas app in a model-driven form Add a timeline in a model-driven form Create a report in a model-driven form 24 - Get started with Power Apps canvas apps Start Power Apps Power Apps data sources Use Power Apps with Power Automate and Power BI Designing a Power Apps app 25 - Customize a canvas app in Power Apps Improve your app by making basic customizations Explore controls and screens in canvas apps 26 - How to build the User Interface in a canvas app in Power Apps Use themes to quickly change the appearance of your app Brand a control Icons Images Personalization Build for phones or tablets 27 - Navigation in a canvas app in Power Apps Understanding navigation The Navigate and Back functions More ways to use the Navigate function 28 - Manage apps in Power Apps Power Apps review 29 - Build a mobile-optimized app from Power Apps Learn about mobile-optimized apps Identify components to make a canvas app mobile-optimized Create a mobile-optimized app that uses responsive designs Identify performance considerations for a mobile-optimized canvas app 30 - Use and understand Controls in a canvas app in Power Apps Core properties of controls Entering and displaying data with text controls Additional controls for enhancing your app's usability Media Modern controls Work with component libraries 31 - Create formulas to change properties in a Power Apps canvas app Formulas overview Use a formula to modify the format of controls Use formulas to perform calculations Use a control to modify the property of other controls Conditional formatting Functions for validating data 32 - Use imperative development techniques for canvas apps in Power Apps Imperative versus declarative development The three types of variables in Power Apps Global variables Contextual variables Collections Additional variable concepts 33 - Manage apps in Power Apps Power Apps review 34 - Create formulas to change properties in a Power Apps canvas app Formulas overview Use a formula to modify the format of controls Use formulas to perform calculations Use a control to modify the property of other controls Conditional formatting Functions for validating data 35 - Create formulas to change behaviors in a Power Apps canvas app Formulas and functionality Understanding true and false Understanding control behaviors and actions Performing multiple actions in a formula Control the display mode through a formula Use controls and functions to create a dynamic formula 36 - Author a basic formula that uses tables and records in a Power Apps canvas app Records and tables Using the Table function Store a table Filter your table Use the lookup function to return a record Additional table functions 37 - Build a canvas app for a real estate solution with Copilot in Power Apps 38 - Get started with Power Automate Introducing Power Automate Create your first flow Troubleshoot flows 39 - Build approval flows with Power Automate Provide solutions to real-world scenarios. 40 - Build flows to manage user information 41 - Power Automate's deep integration across multiple data sources 42 - Use the Admin center to manage environments and data policies in Power Automate Administer flows Export and import flows Learn how to distribute button flows 43 - Use AI Builder in Power Automate AI Builder in Power Automate saves time Advanced usage of AI Builder in Power Automate 44 - Optimize your business process with process advisor Get familiar with process advisor Create your first recording Edit recordings and group actions Analyze recordings and interpret results Automation recommendations 45 - Optimize your business process with process advisor Get familiar with process advisor Create your first recording Edit recordings and group actions Analyze recordings and interpret results Automation recommendations 46 - Build flows for a real estate solution using Copilot in Power Automate When to use Copilot in Power Automate 47 - Use Dataverse triggers and actions in Power Automate Dataverse triggers Query data Create, update, delete, and relate actions 48 - Create tables in Dataverse Table characteristics Table relationships Dataverse logic and security Dataverse auditing Dual-write vs. virtual tables 49 - Create and manage columns within a table in Dataverse Define columns in Microsoft Dataverse Column types in Microsoft Dataverse Add a column to a table Primary name column Restrictions that apply to columns in a table Create an auto numbering column Create an alternate key 50 - Get started with Power Apps canvas apps Start Power Apps Power Apps data sources Use Power Apps with Power Automate and Power BI Designing a Power Apps app 51 - How to build the User Interface in a canvas app in Power Apps Use themes to quickly change the appearance of your app Brand a control Icons Images Personalization Build for phones or tablets 52 - Get started with Power Automate Introducing Power Automate Create your first flow Troubleshoot flows 53 - Challenge Project - Build a booking requests app with Power Apps and Power Automate Prepare
Overview When it comes to a complex decision-making process, we are always confronted with problems that require us to take an efficient decision. It involves prioritising our work, understanding the failure of the process and deciding how to resolve the issue. All these things require a realistic approach to problem-solving. This course will enable us to learn how to be inventive, logical decision maker by understanding the principles behind critical thinking and the tools used to consistently identify and select the best decision among multiple alternatives.
Art & Flash - ekphrastic writing workshops
By Flash Cabin
Monthly online ekphrastic writing workshops exploring contemporary artworks for story inspiration.
Overview Effective decision-making requires the adoption of decision approaches that fit the complexities of these situations and the efficient management of decision-making processes. It also requires the ability to think strategically in highly interactive markets and acute insights into the psychology behind people's behaviour. Objectives Develop critical thinking skills, sharpening your intuition in the face of risk and uncertainty Learn ways to discover, manage, mitigate and avoid decision-making traps Learn to leverage the power of 'nudges' - a light-touch way to influence human behaviour and improve decision-making Boost your ability to build high-performing teams by understanding what conditions enable teams to make better decisions than individuals Become a more strategic leader and decision-maker by understanding the long-term impact your decisions can have on your organisation
The Art of Doing: Create 10 Python GUIs with Tkinter Today!
By Packt
With this course, you will kick start your journey of creating awesome GUI applications in Python using the Tkinter library. During the process, you will become familiar with the GUI widgets, application layout, and executable files.
Bias hides in open minds
By Mpi Learning - Professional Learning And Development Provider
Unconscious bias from a fresh new perspective for anyone who interacts with, or makes decisions about, people; whether you work with customers, supervise staff or work in collaboration, this session will enhance your insight and interactions.
Decision Making for Managers
By Mpi Learning - Professional Learning And Development Provider
In today's dynamic business environment, Managers need to evaluate different courses of action and make decisive decisions.
Description Decision Making Diploma Every organization's achievements indicate the power and efficiency of its decision-making process. Every decision-maker should take a step back to learn from their past decisions. Taking a step back will help them to recognize their drawbacks and rectify their careless mistakes. Teamwork is essential for a good decision-making process. One can make the best decision when he has a broad awareness about himself and his company. Similarly, the ability to perceive things from all angles increases the quality of decisions. There are certain invisible forces involved in the process of decision-making. A lack of understanding about these factors will lead to an ineffective decision. In this modern era, many changes have been faced by the business world. The business environment has become uncertain and complex. Moreover, every organization has to state its vision statement which articulates its service to society and the world and the reason for the existence of the company. The reconstruction of the definition of every organization's role to the community emphasizes on the importance of building trust with its staff and clients. The focus of every decision-maker is to utilize all the resources creatively. Decision-making Diploma course offers a chance to learn all the aspects of decision-making process. This course comprises of ten units which discuss an overall idea about the process of decision-making, the relevance of good decisions, the kinds of decision making, decision-making approaches, invisible forces involved in decision-making, vision statement and the relationship between goals and decision-making. One of the other important focuses of this course material is the awareness about intuitive decision-making. Organizations are institutions where decisions are taken on a daily basis. In day -to -day decision-making process, intuition is very important. A lack of empathy will act as an obstacle for our intuition to function. Intuition is not fear. It is not an emotion, but it includes emotion. This course discusses the difference between rational decision-making and intuitive decision-making. Traditional decision-making approaches and innovative decision-making approaches are entirely different. An innovative decision-making process addresses many issues and is much more effective. The old decision-making approaches were based on only one perspective. New approaches embrace all perspectives and involve employee participation too. Decision-making diploma is very helpful to all businessmen who have to take great decisions. A flaw in the decision-making process can adversely affect the company's goals. Better results come with better decisions. There are many procedures involved in the process of decision-making. Tackling these procedures will make you a good and successful decision-maker. What you will learn 1: Big-Picture Pressures on Decision-Makers 2: The Key Ingredients for Effective Decisions 3: Company Culture and Decision-Making 4: Growing Your Business by Growing Yourself 5: Raising Self- and Organizational Awareness for Better Decisions 6: Learning from Mistakes and Unintended ConsequencesUnit-7 Understanding Intuitive Decision-Making 8: Laying the Groundwork for All Decisions 9: The Nitty-Gritty: Walking through the Decision-Making Process 10: Tackling Various Types of Business Decisions Course Outcomes After completing the course, you will receive a diploma certificate and an academic transcript from Elearn college. Assessment Each unit concludes with a multiple-choice examination. This exercise will help you recall the major aspects covered in the unit and help you ensure that you have not missed anything important in the unit. The results are readily available, which will help you see your mistakes and look at the topic once again. If the result is satisfactory, it is a green light for you to proceed to the next chapter. Accreditation Elearn College is a registered Ed-tech company under the UK Register of Learning( Ref No:10062668). After completing a course, you will be able to download the certificate and the transcript of the course from the website. For the learners who require a hard copy of the certificate and transcript, we will post it for them for an additional charge.
7 Steps to Sourcing Taster
By Property SQ2
7 Steps to create a Property Sourcing Business. Is this the business for you? Can you master being the deal maker? Join this course to find out.
