1724 Courses in Leeds

Wouldn't sales be a 'walk in the park' without challenging customers? Why is it that some customers are so difficult to please, so quick to call 'foul' at the slightest blip and so mean with their gratitude after we've bent over backwards to accommodate them? Whether we are looking at prospective or existing customers, there is a toolkit for dealing with the most challenging of them. This course will help participants: Use broad open questions to give the customer a platform for their opinions or issues Improve listening skills to really understand what's behind the customer's challenging style Probe specific phrases to show listening and earn deeper disclosure Use silence to let challenging customers 'blow off steam' Understand the negative impact of certain phrases on a challenging customer Summarise effectively and reassure the customer of our understanding of their needs Recognise the 'behaviour cycle' and avoid emotional escalation Understand 'transactional analysis' and how to bring people from 'child' to 'adult' state Create loyalty in customers who are slow to give trust 1 What makes a customer 'challenging'? Why customers challenge us - understanding their drivers 'Wearing their shoes' - seeing things from their perspective Understanding our own personality style How to flex with a style that is different from our own Ways to quickly recognise a customer's style The benefits of flexing with a challenging customer's style 2 Practical exercise - forum theatre Participants take it in turns to deal with the trainer (who plays the role of the challenging customer) Observers stop the action when they hear or see something they deem wrong The participant in the seat gets a chance to use a suggested alternative line The participant who makes the suggestion has the chance to occupy the seat and deliver it themselves Frequent feedback from the trainer as to how the participant's words are making him feel Opportunities to rewind the action if an ill-advised line is suggested and delivered Flipchart for capturing what worked, what didn't work and why Mehrabian principle - the importance of body language and tone over words used 3 Questioning and listening skills How to use open questions to get the customer talking What questions to avoid and why The use of pauses and silence to reduce tension and build trust What listening is and what it isn't Question funnelling - how to earn deeper disclosure through probing The power of summary 4 Transactional analysis explained What is transactional analysis (TA)? Exploring the TA states and why people behave in that way under pressure How to bring challenging customers to 'adult' state to reduce tension How 'parent' or 'child' behaviours can be inadvertently triggered Understanding the 'behavioural cycle' and how to break it Mini-role play 'vignettes' to demonstrate real time impact of ill-chosen words 5 How to build trust with challenging customers Techniques for placating current challenging customers Methods that the participants have already used effectively - understanding why those methods worked and how other participants can model them Participants' experiences of trust having been lost - understanding why those experiences had that negative outcome How to 'go the extra mile' with challenging customers 6 Bringing a 'real' challenging customer to life Participants give the trainer a brief profile of a specific challenging customer of theirs 5-10 minute roleplay in which the trainer brings that individual to life Observing participants - without interrupting - make notes on what is and isn't working Trainer stops the action half-way through to give feedback on how he is feeling Participant goes back into the roleplay having recalibrated their approach based on feedback Observers give feedback on what did and didn't work Trainer comes out of character to explain the impact of the participant's words and behaviours 7 Wrap-up Key learnings from each participant Individual action planning - steps that can and will be implemented in the workplace

We run regular First Aid at Work public courses or we can bring our training to you. Includes complimentary annual refresher video training.

We run regular First Aid at Work public courses or we can bring our training to you. Includes complimentary annual refresher video training.

Overview This course covers distressed debt analysis and investing, focusing primarily on corporates but also including financial institutions and sovereign debt as special topics. The programme begins with the foundations of the distressed debt market, causes of and early warning signals, possible outcomes and how to evaluate the probability of outcomes in different scenarios. Restructuring is reviewed in detail, as well as estimation of sustainable debt levels, business valuation and the importance of capital and group structure. Differences between active control and passive non-control investments are highlighted, including stakeholder tactics and due diligence. Case studies cover a variety of companies across sectors and geographies, challenging delegates to make investment decisions on real distressed debt situations. Who the course is for Distressed debt investors, Loan portfolio managers and Private equity investors Hedge fund managers High yield credit analysts and Equity analysts High yield asset managers and Mergers and acquisitions bankers Debt capital markets/leveraged finance bankers Business turnaround/restructuring accountants/corporate finance professionals Lawyers Strategy consultants Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Overview A comprehensive and practical 3 days workshop on pricing, using and managing structured interest rate derivatives. What used to be called exotic interest rate derivatives are now commonplace and an essential part of the financial marketplace either as legacy transactions or embedded in new structures. This intensive course is for anyone who wishes to be able to use, price, manage, market or evaluate standard interest rate derivatives such as Constant Maturity Swaps, Range Accruals and Quantos. We also look in detail at such important products as CMS spread-linked structures and volatility/variance swaps, always from a pragmatic practitioner’s perspective. Who the course is for This course is designed for anyone who wishes to be able to price, use, market, manage or evaluate interest rate derivatives. Interest-rate sales / traders / structurers / quants IT Bank Treasury ALM Central Bank and Government Treasury Funding managers Insurance Investment managers Fixed Income portfolio managers IPV professionals Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement. This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process. This programme will help participants: Understand 'how buyers buy' and align their selling activities accordingly Recognise the difference between 'latent pain' and 'active vision' opportunities Conduct effective pre-call planning and research Stimulate interest and establish credibility with your prospects Get prospects to share / admit high priority pain Engage in consultative dialogue that promotes the differentiating strengths of your offerings Gain access to 'power' people within an opportunity Effectively qualify and disqualify opportunities based on objective decision criteria Better control and manage sell cycles Improve their chances of winning competitive opportunities Shorten sales cycles and avoid 'no decision' Negotiate the steps leading to a successful sale 1 An introduction to selling Understanding the key points that encourage a customer to purchase from us The difference between consultative selling and a transactional sale Understanding the roles that trust and empathy play in a sale Understanding how tricks and manipulation can sink a sale Vital pre-meeting research that must take place before a conversation Understanding how the customer sees us and why positioning is important 2 Structuring the sales conversation process Defining a set process for structuring a sales call with a chance to demonstrate understanding How the first minute of a conversation can destroy a sale Understanding BPO objectives for a sale How a step-by-step sales conversation process helps win more sales Understanding the mis-match between the customers buying process How our sales processes can lead to mistakes 3 How and why people buy An insight into the emotional factors behind how people arrive at purchasing decisions Using research from neuroscience that shows how sales people can really make mistakes Understanding how people make decisions about larger purchases Understanding the stakeholders in companies and their buying motives How to analyse the stakeholders and determine a win-plan 4 Understanding the funnel Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting Understanding the role of forecasting in sales analysis Why many forecasts are nearly always wrong Understanding the stages of a sales process How 'verifiable outcomes' can really change forecasting 5 Questioning techniques Understanding the different questioning techniques and when they should be used Using the 'knowledge tree' as a framework for questioning Understanding the use of real empathy to help customers uncover their needs How effective research can really empower your questions How to ask 'high gain' questions How to ask difficult questions without feeling intrusive 6 Features and benefits How to practically apply them in a sales scenario How to align the benefits to customers' business goals Really understanding the difference and how to demonstrate true economic benefits to a customer How to discover business goals, and align value propositions to these How to craft an effective value proposition for a customer Using the SAR storytelling method to really engage customers to align their thinking patterns Using the latest neuroscience research that explains what customers are really thinking 7 Overcoming objections How 'confirmation bias' can hinder any sales conversation How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way Practising the method to become comfortable and congruent with it 8 Closing the sale A deep dive into what closing is How different sales have different closes How too many closing methods can destroy a sale How to lead up to a close with a logical sequence of questions Using the ACSAT trust method of closing A clear methodology with a chance to practise the skills in a fun way

This course provides exceptional training on the principles and processes required to successfully operate a warehouse. PARTICIPANTS WILL LEARN HOW TO: • Learn about the characteristics of a warehouse and its function • Understand the basic principles of effective layout design and product storage prioritization • Gain an understanding of modern practices in warehouse operations, such as Kanban and 5S • Understand the importance of packaging and data inputs to improve the performance of pick and pack operations • Understand the role of KPIs in warehouse and supply chain management COURSE TOPICS INCLUDE: Material storage as part of supply chain management Evaluation of outsourcing issues Challenges of codification and traceability Performance management Automated and mechanized systems Different storage methodologies Use of Warehouse management systems Optimum cube utilization and labour productivity Picking and packing management systems Goods receipt and dispatch

We run regular Emergency First Aid at Work public courses or we can bring our training to you. Includes free annual refresher video training.

We use the Insights Discovery® Personality profiling model, which adds a simple visual methodology that supports effective communication. Explore the concept of change and gain an understanding of the process Understand how different personality types respond to change Engage the wider organisation by building relationships with staff Motivate teams through change Insights Discovery - How it Works: Through Insights Discovery® and our own, in-house Insights Discovery® licenced practitioner, we use the Insights Discovery model to understand an individual’s unique preferences. Our Insights Discovery-based people development programmes are simple and deeply insightful. They provide immediate impact and enable positive, lasting change. Insights Discovery® is: Simple: easy to understand so everyone can apply what they learn. Universal: it speaks to everyone at all levels. Deeply Insightful: take you places you never expected. Positive: the supportive language is so engaging it empowers people to change. Fun! The memorable colour energy system that really sticks Using Insights Discovery® as part of a wider programme: Insights Discovery® is at the heart of everything that we do. This simple framework of four colour energies can be used to develop highly-tailored solutions to meet your unique business needs. Example solutions: Increasing communication and collaboration: learn how your team, department or organisation can work together more effectively in a series of Insights Discovery® Workshops. Improving personal effectiveness: as part of a programme of coaching, Insights Discovery can be used to identify areas of strength and help create a development plan tailored to each individual. Developing leaders and sales people: use an understanding of preferences to assess individual and collective strengths and enhance crucial business skills. Explore the concept of change and gain an understanding of the process Understand how different personality types respond to change Engage the wider organisation by building relationships with staff Motivate teams through change

The model adds an easily understandable engaging communication tool that delegates begin to use immediately and effectively when they leave the training room. The model adds an easily understandable engaging communication tool that delegates begin to use immediately and effectively when they leave the training room. Insights Discovery - How it Works: Through Insights Discovery® and our own, in-house Insights Discovery® licenced practitioner, we use the Insights Discovery model to understand an individual’s unique preferences. Our Insights Discovery-based people development programmes are simple and deeply insightful. They provide immediate impact and enable positive, lasting change. Insights Discovery® is: Simple: easy to understand so everyone can apply what they learn. Universal: it speaks to everyone at all levels. Deeply Insightful: take you places you never expected. Positive: the supportive language is so engaging it empowers people to change. Fun! The memorable colour energy system that really sticks Using Insights Discovery® as part of a wider programme: Insights Discovery® is at the heart of everything that we do. This simple framework of four colour energies can be used to develop highly-tailored solutions to meet your unique business needs. Example solutions: Increasing communication and collaboration: learn how your team, department or organisation can work together more effectively in a series of Insights Discovery® Workshops. Improving personal effectiveness: as part of a programme of coaching, Insights Discovery can be used to identify areas of strength and help create a development plan tailored to each individual. Developing leaders and sales people: use an understanding of preferences to assess individual and collective strengths and enhance crucial business skills. Explore the concept of change and gain an understanding of the process Understand how different personality types respond to change Engage the wider organisation by building relationships with staff Motivate teams through change