1428 Courses in Manchester

'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

REFERENCE CODE 601/2998/0 COURSE LEVEL NVQ Level 2 THIS COURSE IS AVAILABLE IN Course Overview This qualification is aimed at those who have responsibility for carrying out Building Maintenance work in the workplace. Because of the wide range of Construction related maintenance work it is not expected that all candidates will carry out the same activities; the qualification is structured to ensure that there is a high degree of flexibility within the units available. There are 6 pathways to cover a range of maintenance tasks that come under the following broad headings; Carpentry and Joinery, Painting and Decorating, , Tiling, Plastering, Roofing and Trowel Operations. Candidates must complete at least 2 of these pathways. All work must be completed following Industry recognised Safe Working Practices and in accordance with relevant legislation. This qualification is at Level 2, although some units may be at different levels and should be taken by those who are fully trained to deal with routine assignments. Candidates should require minimum supervision in undertaking the job. The qualification has been developed in a way to allow employees from companies of all sizes and specialisms equal opportunity to complete.

This course will help you to gain a better knowledge of the policy which underpins end of life care. It will help you to learn about the delivery of great end of life care and improve your communication skills to strengthen working relationships during this period. You will also feel you have a better understanding on how to support the friends and family of the person that you are caring for.

REFERENCE CODE 601/8330/5 COURSE LEVEL NVQ Level 2 THIS COURSE IS AVAILABLE IN Course Overview This qualification is aimed at those who are involved in installing roof sheeting and cladding systems and associated tasks on site working from drawings and specifications. It is not expected that candidates working in this industry all do the same activities or use the same equipment and machinery so there is a group of optional units to cover these matters, however all candidates will need to prove competence in preparing the resources required, installation of sheeting and cladding systems and rainwater goods (gutters, pipes, downpipes and angles (swan necks, off sets), brackets and supports, sumps, overflows and outlets). All work completed must be carried out in accordance with Building Regulations and Industry recognised safe working practices, including the disposal of waste. The qualification is structured to ensure that there is a high degree of flexibility within the units available and will allow employees from companies of all sizes and specialisms equal opportunity to complete. To provide this opportunity in addition to the core skills above, candidates will also be able to select optional units recognising skills including, repair and/or refurbishment of roof sheeting/cladding/rainscreen systems, working with boom and/or scissor type mobile elevating platforms (MEWPs), installing solar collectors, use of ergonomic manipulating machines or slinging/signalling the movement of loads.

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This course is for you if you have previously passed the Site Management Safety Training Scheme...

An accredited qualification to prepare supervisors and team leaders for a future management role. This programme gives Team Leaders & Managers the skills, disciplines and confidence to manage their team effectively and add a great deal more value to the organisation - where they have to apply their learning in order to achieve the highly coveted ILM qualification. In order for a business to obtain maximum results, it is important that employees are motivated and supported in their job roles. It is the responsibility of the team leader or supervisor to lead their team effectively and present feedback to management. This 3-day programme will guarantee to boost your performance as a team leader and help you make the transition from working in a team to leading a team. We use a combination of theory and practical to help you develop yourself, and a toolkit of resources to use in the workplace. This is an internationally accredited course which not only carries kudos but it ensures you apply the learning back into the workplace for an immediate impact. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Course Syllabus The syllabus of the ILM Level 2 Award in Leadership and Team Skills course is split into three main modules, covering the following: Module One Developing Yourself as a Team Leader Learning the various roles, functions and responsibilities of a team leader - depending on workplace Recognising limits of authority and accountability, and how these are defined Developing personal skills and abilities for effective team leading Using reflective learning skills to improve performance Identifying areas of strength and possible improvement Finding ways of obtaining feedback from others Receiving and responding positively to feedback Module Two Workplace Communications Learning stages in the communication process Consideration of the recipient's needs Spotting barriers to communication and how to overcome them Establishing a range of direct communication methods relevant to the team Collating a range of direct communication methods relevant to people outside own area of responsibility. This includes written, telephone, e-mail and face-to-face Recognising the aspects of face-to-face communication, including appearance, impact, body language Realising the importance of succinct and accurate records of one-to-one oral communication Reasons for maintaining records of one-to-one communication (e.g. potential disciplinary or legal issues) Module Three Managing Yourself Setting SMART objectives and using them to prioritise own actions Learning simple time management techniques Developing an awareness of own skills and abilities Giving yourself personal objectives in relation to team objectives Developing flexibility and responding to daily changing circumstances Diagnosing the causes and impacts of stress at work Identifying symptoms of stress in yourself Knowing the implications of stress for workplace and non-work activities/relationships Developing simple stress management techniques Available sources of support Action planning and review techniques Accreditation As with all ILM accredited programmes, participants will need to complete the post-programme activity in order to achieve their full ILM Level 2 Award in Team Leading. This element is designed to show to ILM that you are able to apply what you have learned in the workplace. Who Is It For? This programme is ideal for practising or aspiring team leaders, in any industry sector, who is looking to gain a solid foundation or develop their existing skills as a team leader. This internationally recognised course will give you a solid understanding of what is needed to be a successful team leader, how to delegate, motivate and how to implement these skills in to your work place. What Will I Learn? At the end of the course, successful candidates will: Have a good understanding of the team leader role Apply a range of effective communication skills to overcome barriers Know how to motivate, build confidence and gain the best from their teams Identify, build and encourage effective team behaviours Apply practical skills and knowledge to be transferred to the workplace Gain an internationally recognised qualification What Is Required? There are no formal entry requirements, but participants will normally be either practising or aspiring team leaders, with the opportunity to meet the assessment demands and have a background that will enable them to benefit from the programme. Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information about running this course in-house at your premises, please contact us for more information.

REFERENCE CODE 600/6511/4 COURSE LEVEL NVQ Level 2 THIS COURSE IS AVAILABLE IN Course Overview This qualification is aimed at those who are involved in plastering activities in the workplace. It is not expected that candidates working in this industry all do the same activities so the qualification has been developed to allow opportunities for those carrying out work in any one of the following broad categories: solid basic plastering, solid full plastering, basic fibrous plastering and full fibrous plastering. Those taking the qualification must also prove knowledge and competence in working at heights, calculating quantities and wastage and the use of powered and hand tools and equipment. All work completed must be done in accordance with building regulations and industry recognised safe working practices, including the disposal of waste. The qualification is structured to ensure that there is a high degree of flexibility within the units available and will allow employees from companies of all sizes and specialisms equal opportunity to complete. To provide this opportunity in addition to the core skills above, candidates will also be able to select optional units recognising skills including, working with direct bond dry linings, laying sand and cement screeds, installing mechanically fixed plasterboard and carrying out repair work. The standards cover the most important aspects of the job. This qualification is at Level 2, although some units may be at different levels and should be taken by those who are fully trained to deal with routine assignments. Candidates should require minimum supervision in undertaking the job

If you work with children, then our accredited Level 3 paediatric first aid course is ideal for you. This 2-day course covers everything you need to know about first aid for children, from CPR to dealing with common injuries and illnesses. You'll learn how to deal with all sorts of emergencies, both big and small, so you can feel confident that you're prepared for anything. The Level 3 Award in Paediatric First Aid Course (RQF) has been specifically designed to meet the criteria set by the Department for Education’s EYFS Framework.

The IOSH Managing Safelyaward is valid for three years. Award-holders need to undertake this one-day refresher programme every three years in order to maintain their status. This very interactive, practical programme covers: An interactive case study exercise is used throughout the day to apply refreshed knowledge to the plan-do-check-act model and then link it back to the workplace. For example, participants examine the elements of a safety and health policy, come up with ideas to influence safety culture, and select the best communication methods to engage a workforce.