197 Courses in London

A flexible, modular-based, programme to heighten participants' awareness of ways in which their operations can affect the environment, the principles of environmental management and the practical steps they need to take as individuals and as an organisation to improve environmental performance. Depending on the course modules selected, this programme will give participants: Increased awareness of relevant environmental issues A greater understanding of, and commitment to, the organisation's environmental management programme Preparation for any responsibilities they may have under an Environmental Management System Further benefits according to options chosen 1 Environmental awareness Definition of 'the environment' Key environmental issuesGlobal warmingOzone depletionAcid rainAir qualityWater pollutionContaminated landLand take and green belt shrinkageResource usageHabitat destruction and species extinctions. Option: This module can be used to explain the key environmental issues related to the activities of your own organisation. Diagrams, photos, pictures, examples and statistics relevant to your own organisation are used where possible to illustrate the points being made. 2 Environmental legislation Key elements of environmental legislation affecting the activities of your organisation - including international, European and UK legislation. Legislation of particular relevance to your organisation - how it affects the operations of your organisation Option: Legislation can be dealt with according to which aspect of the environment it protects (eg, air, water, waste) or which part of your organisation's activities it affects Consequences of breaching legislation 3 Environmental management systems Overview of what an environmental management system isHow is an Environmental Management System (EMS) designed and put together?Key elements (emphasising Plan - Do - Check - Review cycle)The need to continually improve Pros and consReasons for having an EMSBenefits of an EMSConsequences of not managing the environmentCosts of installing an EMS Explanation of ISO 14001 and EMAS standards and guidance as applicable to the EMSs of your organisationOverview of your organisation's EMSHow it was set up / is being developed / operatesWho is responsible for itKey parts of system (eg, environmental policy, objectives and targets) identified and discussedEMS documentation - what and where it is. Workshop option: Brainstorm 'Pros and cons' with the participants, come up with all their ideas for good and bad things about EMS and demonstrate that the 'good' list is longer than the 'bad' 4 Environmental consequences Define what an environmental impact is and discuss how they are determined, with reference to the EMS Identify why we want to determine the environmental consequences of operations and activities; how they are used in the EMS for planning, and reducing the impact on the environment Establish key environmental consequences of construction and operational activities on the site; discuss significance ranking and the control measures in place in your organisation. Workshop option: In small groups, participants are asked to identify the impact on the environment of your organisation's activities or a part of their activities. They are then asked to rank these impacts in terms of their significance, using guidelines provided to help them be aware of the contributing factors (eg, frequency, severity). For a selected number of the impacts, the participants are asked to identify what control measures there are and which of these they play a part in. All stages can be discussed with trainers as a whole group at various stages during the workshop. 5 Protected species, nature conservation and invasive weeds Nature conservation, landscape and visual issues in the planning process - overview of key nature UK wildlife legislation, EIA, appropriate timing of surveys, Hedgerow regulations and landscape and visual impact issues Ecological issues - ecological legislation, significant species, hedgerows Archaeology in the development process - why archaeology is important, organisation in the UK, legislation and planning guidance Construction phase issues and consents - major environmental issues during construction, including water resources and land drainage consents, discharges to land or water, water abstraction, public rights of way, tree protection, waste management, Special waste, noise, good practice pollution control and Environmental Audits Identification and management of invasive weeds - including legal position regarding management 6 Chemicals and fuels handling and storage How health and safety management is closely linked to environmental management of materials Planning - what mechanisms are in place for planning materials use; legislation, guidance and policies which define how to manage materials Materials storage - what are the considerations for storing materials, covering:Labels: what are the different types and what do they tell us?Storage facilities: what are the requirements for safe storage of materials (eg, signs, secondary containment, access, segregation, lids/covers)Handling: safe handling for protecting the environment, organisational procedures, high risk situations (eg, decanting, deliveries), how to reduce the risks (eg, use of funnels, proper supervision, training)COSHH and MSDS: brief explanation of legislation and its role in environmental control of hazardous materials, how to use the information provided by COSHH assessments Option: These sessions can be illustrated with photographs/pictures and examples of good and bad storage and handling practices Workshop Options: Labelling Quiz - quick-fire quiz on what different labels tell us; Build a Storage Facility - participants are asked to consider all the environmental requirements for building a safe storage facility for their organisation 7 On-site control measures Overview of the legislation associated with nuisance issues on site and mitigating problems when they arise Examples of bad practice, including fuel storage tanks and mobile equipment - costs involved with prosecution of fuel spills, remediation costs, management costs, legal fees, bad PR coverage Identification and management of contaminated land and relevant legislation Workshop option: Participants are provided with a site plan containing information on site features, environmental conditions and indications of potential issues 8 Waste management Why worry about waste? - a look at how waste disposal can impact on the environment, illustrated by examples of waste-related incidents, statistics on waste production on national, industry-wide and organisational levels, landfill site space, etc Legislation - overview of the relevant legislation, what the main requirements of the regulations are, what penalties there are, and the associated documentation (waste transfer notes) Waste classification - a more in-depth look at how waste is classified under legislation according to hazardous properties, referring to Environment Agency guidance Handling and storage requirements - what are the requirements of the applicable waste legislation and how are they covered by organisational procedures? Examples of good and bad environmental practice associated with handling and storing waste. Workshop option: 'Brown bag' exercise - participants pass round a bag containing tags each with a different waste printed on. They are asked to pick out a tag and identify the classification and the handling, storage and disposal requirements for the waste they select Waste minimisation - overview of the waste minimisation 'ladder' and its different options (elimination, reduction, reuse and recycling), benefits of waste minimisation, examples of waste minimisation techniques Workshop option: Participants are asked to identify opportunities that actually exist within the organisation for minimising production of waste that are not currently being taken advantage of 9 Auditing Requirements for environmental auditing of operations Auditing the EMS Types of internal and external audits Requirements EMS standards (ISO 14001 and EMAS) Carrying out internal audits and being prepared for external audits Workshop options:Mock audit 'Brown Bag' - can be used either for trainers to test participants as if they were in an audit situation, or for the participants to test each other and practice their auditing technique. The bag contains tags each with a different topic printed on (eg, waste skips); participants pass the bag round and select a tag; they are then questioned by the trainer or another participant about that topic as if they were in an audit situation. If the participants are auditing each other, they will be provided with a set of guidelines to keep in mind during the workshop.Virtual auditing - a more practical workshop where participants review photographs of situations/activities relevant to the organisation's operations. They are asked to identify all the good and bad environmental practices that are occurring in the situations. 10 Incident response What should you do when an incident does happen? What should be in a spill kit? When should you call in the experts? When should you inform the Environment Agency or Environmental Health Officer? Workshop option: The participants are provided with some incident scenarios and asked to develop a response to the incident 11 Monitoring and reporting Environmental monitoring programmes and procedures Monitoring and reporting as control measures for environmental consequences Monitoring and environmental 'STOP' card systems - personal and behavioural monitoring and reporting

Budgeting is more than mere vague oversight. Budgeting should deliver the corporate strategy, add shareholder value and lead to a well-run business - for the benefit of all involved in it. Effective budgeting leads to real control - effective day-to-day operational control and more. This course demonstrates what proper budgeting and operational control can do. This course will help ensure that participants: Appreciate the importance of the budgeting process Take ownership of it Use it as a daily working tool - not an annual exercise - to help run their part of the operation Improve their reporting against budget Ensure their delivery against budget 1 Objectives of budgets The budget process Stages - what is the prime aim of a budget? What is forecasting? ObjectivesPlanningImplementation 2 Budget and cost control focus Choosing objectives Links with corporate strategy Links with resource management Can the accounting systems cope? 3 Traditional budgeting and control Benefits and drawbacks The process Control and feedback Reporting - what can be expected? 4 Advanced budgeting and control Understanding the business process Taking out costs Cost awareness ZBB - as valid as ever 5 Reports Reports for action The purpose of a report Content - deliverables and feedback Culture is so important

To provide a fundamental understanding of building services in the context of: The working environment The success of the core business The health and safety of the occupants Operating cost and environmental impact The optimisation of cost and value Strategies for continuous improvement DAY ONE 1 Building services fundamentals The function of services in commercial buildings and their importance to the core businessElectrical servicesLightingHeatingVentilation and air conditioningLiftsWater Understanding IT and communication systems Practical exercises 2 The provision of comfort and safety Statutory requirementsHealth and safety legislationControl of contractorsRisk assessmentFire precautionsLegionella, sick building and other risks Business requirementsUnderstanding user requirementsMatching systems to business needs Practical exercises 3 Getting the design right What the FM needs to know about design and its procurementSuccessful space planningRelationship between services, space planning and designGetting the brief rightSupplier selection and management Practical exercises DAY TWO 4 Operation and maintenance Why maintain?Maintenance contractsInput and output specificationsResource optionsContracts - principal elementsTendering - key stepsSelection criteriaOperational criteriaMaintenance trends Performance-based service provisionInput and output specificationsKPIs and thresholdsRisk containmentValue-add opportunitiesPerformance contract strategy Practical exercises 5 Contingency planning Being ready for the unexpected Identifying and reducing riskInternal risksExternal risksIdentifying threats at your site Managing riskProtective systemsOccupier obligationsFire managementTesting Practical exercises 6 Commissioning services systems Physical commissioning Common problems Typical costs Commissioning stages Continuous commissioning Energy efficiency and the scope for environmental improvement Practical exercises 7 Satisfying the occupants Obtaining and responding to feedbackWhen to get feedbackWhyHowWhat to do with it Practical exercises 8 'Air time' Sharing experience and addressing specific issues of interest to participants Course review Close

Successfully closing a sale and negotiating the best outcome for the business is a key skill for all salespeople, and often an area that is overlooked. Investing in this skill will have a positive impact on interactions with customers, both new and existing, and lead to improved sales performance. Whilst understanding how to reach a conclusion with a customer faster means increased efficiency and more time to invest in sourcing new business. We have developed this programme to be practical, fun and interactive. Participants will learn proven techniques for influencing, persuading and negotiating with clients, gain increased confidence and clarity when reviewing contract terms and prices, and understand how to structure and manage sales negotiation and contract review meetings. This course will help participants: Learn a structured and proven approach to the negotiation of contract terms Apply the key principles of negotiation, playing the person and the problem Create a contract negotiation strategy - from opening to close Recognize and put to use proven negotiation tactics and techniques Learn how to embrace conflict positively - to 'say no, then negotiate' Plan and prepare for any commercial negotiation conversations Understand the stages of negotiation and how to move through them 1 Closing and negotiating from a position of personal power The eight steps of a sales or commercial negotiation Ten ways to resist price pressure How to draw on sources of power when you have less authority The six principles of influence and persuasion and how to use them 2 Effective negotiation - planning and theory How to plan and structure your negotiation for a successful and quick conclusion Influence: knowing how to 'push or pull' to win an argument Achieving a BATNA - a range of practical skills and techniques Case study: planning for a client negotiation around contract or price issues 3 Effective closing and negotiation - practice and reality Higher-level questioning techniques to investigate and solve problems Listening to lead - active listening and structuring your conversation The most common 'unforced' negotiation mistakes and errors Case study: setting objectives, sources of value, trading concessions 4 Sales negotiation tactics and playing the game How high - how hard - how soon; why now How to identify hidden or perceived currencies and values How to use these to establish a higher base price Negotiation best-practice checklist and summary

This very practical one-day programme provides participants with the skills and knowledge required to be an effective member of the procurement team and to enable them to procure a wide range of resources for the organisation, in a compliant and cost-effective manner. It also empowers them to be able to collaborate with all key stakeholders. By the end of the programme participants will be able to: Understand the basic concepts of good procurement practice Apply a range of tools and techniques for developing scopes of work and specifications Apply various methods to select and evaluate suppliers Develop robust contract award strategies Appreciate the commercial importance of effective procurement and opportunities to reduce cost and add value Develop appropriate procurement strategies depending on risk and value Appreciate the legal aspects of procurement 1 Welcome Introductions Aims and objectives Plan for the day 2 The basics of procurement The concept of total cost of ownership v price The procurement cycle The roles of the customer and the contractor Impact upon profit 3 Specification process Importance of effective specifications Specification development process Types of specification Team approach Use of performance specifications Early supplier involvement (ESI) / early contractor involvement (ECI) 4 Quality Concepts and practices Defining 'fit for purpose' Conformance to requirements Compliance to standards Role of the supplier Quality assurance tools and techniques 5 Procurement methods RFP RFQ ITT Negotiated procurement Strategic partnerships Outsourcing 6 Tendering How to undertake a formal tendering process Business case to award Critical stages in the process Risks and benefits 7 Tender evaluation How to undertake a quotation analysis Tools of analysis Use of VFM models Role of the customer Comparisons around cost, quality, and delivery 8 Supplier selection and evaluation Developing critical selection criteria Using the 10Cs model Importance of effective selection process Weighting systems Importance of validity and evidence 9 Capital equipment procurement Life cycle cost issues Payback calculations Compatibility issues Maintenance and training issues After-sales support 10 Supplier relationships Corporate social responsibility issues Communication 360 feed-back Open and ethical Initial understanding Clear and fair terms and conditions 11 Close Review of key learning points Personal action planning

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

Customers are astute and well-practised in researching and seeking information, solutions and added value in the minimum number of clicks online. There's only so much time they're willing to spend carrying on clicking. This mentality isn't just restricted to the world of B2C. In our increasingly hectic world, where information is expected to be available instantly, it applies just as much to B2B. In this workshop, we look at how putting yourself in the shoes of your customer and mapping their decision-making and buying journey is critical to ensuring that you provide what they perceive as fast solutions and added value. You will learn all about the three pillars for creating competitive brand experiences: Customer engagement planning puts you firmly in the shoes of your customer, helping you to build meaningful marketing communications delivered through the right resources at the right time to inspire your customers to engage with you. This programme will help participants to: Understand the evolution of the customer buying journey Map a customer buying journey for your brand or solutions Understand the customer micro-moments and signals indicating interest and buying intent, both online and offline Apply the psychology of branding to build marketing communications with impact Develop sales and marketing content that differentiates your brand(s) from the competition by demonstrating unique value and how you can meet your customer's needs 1 The evolution of the customer journey Understand how the use of mobile has had an impact on the customer buying journey where today's customers can research and compare products and solutions whenever and wherever they like, making the purchase journey even less linear Explore how marketers are adapting to this new customer behaviour and drawing upon various strategies to win the hearts and minds of their audiences 2 The See-Think-Do-Care framework Explore the many different frameworks used to track the customer journey Understand and apply the modern marketing model, where the internet has enabled the customer to hop between multiple touchpoints before making a purchase decision 3 Customer micro-moments and signals in their buying journey Understand the online and offline moments when customers seek information to research and make buying decisions Apply this understanding to build a marketing communication plan to reach customers at all stages of their buying journey 4 The role of branding in the customer journey Explore the psychology of branding Learn how to ensure your branding is relevant to your target customer needs Bring together your brand value and story to achieve brand loyalty 5 The Why-How-What framework Apply a systematic approach to build a successful and compelling brand Understand how starting with 'why' will help build your brand purpose Apply the content marketing matrix to communicate your brand's value Apply the hero-help-hub model to build engaging content marketing Actionable outcomes We will use your brand examples to provide opportunities for practice: You will learn and reflect on best practice examples of customer engagement You will discover your brand value, purpose and the 'sweet spot' to drive engagement with your customers You will create a customer engagement plan that can be implemented immediately within your business You will receive immediate feedback on your customer engagement plan You will have the opportunity to share common issues and solutions with your colleagues in the group

This two-day programme gives the key insights and understanding of contracting principles and the impact they have on business and operations. The course is designed for individuals involved in or supporting contracting who want to improve their commercial management skills; individuals in functions such as project management, business development, finance, operations who need practical training in commercial management; general audiences wanting to gain a basic understanding of commercial management. This is an assessed programme, leading to the International Association for Contracts & Commercial Management (IACCM)'s coveted Contract and Commercial Management Associate (CCMA) qualification. The programme addresses 31 different subject areas, across the five stages of the contracting process. By the end of the course the participants will be able, among other things, to: Develop robust contract plans, including scope of work and award strategies Conduct effective contracting activities, including ITT, RFP, negotiated outcomes Negotiate effectively with key stakeholders, making use of the key skills of persuading and influencing and to work with stakeholders to improve outcomes Set up and maintain contract management systems Take a proactive approach to managing contracts Make effective use of lessons learned to promote improvements from less than optimal outcomes, using appropriate templates Develop and monitor appropriate and robust Key Performance Indicators to manage the contractor and facilitate improved performance Understand the approvals process and how to develop and present robust propositions Make appropriate use of best practice contract management tools, techniques and templates DAY ONE 1 Introductions Aims Objectives Plan for the day 2 Commercial context Explaining the contracting context Define the key objective The importance of contact management Impact upon the business 3 Stakeholders How to undertake stakeholder mapping and analysis Shared vision concept, How to engage with HSE, Finance, Operations 4 Roles and responsibilities Exploring the key roles and responsibilities of contract administrators, HSE, Finance, Divisional managers, etc 5 Initiating the contract cycle Overview of the contracting cycle Requirement to tender Methods Rationale and exceptions 6 Specifications Developing robust scope of works Use of performance specifications Output based SOW 7 Strategy and award criteria Developing a robust contract strategy Award submissions/criteria 8 Managing the tender process Review the pre-qualification process Vendor registration rules and processes Creation of bidder lists Evaluation, short listing, and how to use of the 10Cs© model template and app 9 Types of contract Classify the different types of contracts Call-offs Framework agreement Price agreements Supply agreements 10 The contract I: price Understanding contract terms Methods of compensation Lump sum, unit price, cost plus, time and materials, alternative methods Cost plus a fee, target cost, gain share contracts Advanced payments Price escalation clauses DAY TWO 11 Risk How to manage risks Risk classification Mitigation of contractual risks 12 Contractor relationship management session Effectively managing relationships with contractors, Types of relationships Driving forces? Link between type of contract and style of relationship 13 Disputes Dealing with disputes Conflict resolution Negotiation Mediation Arbitration 14 Contract management Measuring and improving contract performance Using KPIs and SLAs Benchmarking Cost controls 15 The contract II: terms and conditions Contract terms and conditions Legal aspects Drafting special terms 16 Managing claims and variations How to manage contract and works variations orders Identifying the causes of variations Contractor claims process 17 Completion Contract close-out process Acceptance/completion Capture the learning/HSE Final payments, evaluation of performance 18 Close Review Final assessment

This very practical two-day workshop analyses the content and implications of key MoD terms and conditions of contract. The programme explains the principles and terminology of the contractual aspects of defence procurement as well as considering a number of relevant policies and initiatives. The course covers key components, constructs and methodologies associated with any commercial venture entered into with the UK MoD. Starting at the MoD organisational level the workshop sets the scene by looking at the acquisition process and organisation, detailing the various roles and responsibilities of MoD personnel. The workshop provides an in-depth examination of MoD DEFCONs and many narrative terms, setting them in the context of the organisation and its structures. The workshop helps participants to gain an understanding of the content and purpose of the range of MoD DEFCONs and narrative conditions commonly used throughout the acquisition lifecycle. It includes a review of Part 2 of the Defence Reform Act 2014 regarding Single Source Pricing, which comes into effect in 2015 and is already starting to be applied to significant contracts. On completion of this programme the participants will understand the terminology associated with the MoD terms and conditions of contract and will have an accurate view of their relevance, usage and their legal basis and how they can affect contractual and commercial decision-making. They will have gained an insight into defence acquisition contracting and they will be more commercially aware. DAY ONE 1 The commercial environment Key roles and responsibilities of the MoD organisations at the heart of the acquisition process 2 Tendering to MoD An appraisal of some of the obligations placed upon contractors when they are submitting a proposal to the MoD pre-contract 3 Standardised contracting MoD have introduced non-negotiable standardised contracts for certain levels of procurement. This section considers their use and relevance to defence contracting 4 Pricing, profit, post-costing and payment The parameters specific to a costing structure and the differences between competitive and non-competitive bidding The role of the QMAC, the profit formula, the requirements for equality of information and post-costing Different types of pricing and issues surrounding payment 5 Defence Reform Act - Single Source Pricing Single Source Pricing under Part 2 of the new Defence Reform Act Changes from the existing position, how contractors are affected and the compliance regime that accompanies the new requirements 6 Delivery and acceptance Specific requirements and the significance and impact of failing to meet them Acceptance plans Non-performance and the remedies that may be applied by the Customer - breach of contract, liquidated damages and force majeure DAY TWO 7 Protection of information and IPR Contractor's and MoD's rights to own and use information How to identify background and foreground intellectual property Technical information and copyright in documentation and software How to protect IPR at the various stages of the bidding and contracting process 8 Defence Transformation and Defence Commercial Directorate Widening and increasing roles and functions of the Defence Commercial Directorate Background to the Defence Reform Act 2014 9 Legal requirements Terms used in MoD contracts to reflect basic legal requirements Records and materials required for MOD contracts and therefore the obligations, responsibilities and liabilities that a company undertakes when it accepts these conditions Overseas activities 10 Subcontracting and flowdown Understanding the constructs required by the MoD for subcontracting Which terms must be flowed down to the subcontractor and which are discretionary 11 Termination Termination of a contract for default Termination for convenience How to optimise the company's position on termination 12 Warranties and liabilities Obligations and liabilities a company might incur and how they might be mitigated MoD policy on indemnities and limits of liability 13 Electronic contracting environment Electronic forms of contracting Progress toward a fully electronic contracting environment

'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