406 Courses in Manchester

Many organisations find that project teams struggle to create and maintain effective plans. Estimates are often overly optimistic and risks go unmanaged until the inevitable happens. Resource managers also find it hard to forecast the likely loading on their departments and requests for support are not provided in a consistent format. This programme has been developed to address these needs in a very practical, hands-on format. Case study work can be based on simulations or on the organisation's current projects for maximum benefit to participants. The aim of this training is to develop and enhance participants' planning and risk management skills in order to maximise the success of project work undertaken by the organisation. The principal training objectives for this programme are to: Provide a structured, integrated approach to planning and risk management Demonstrate practical tools and techniques for each stage of planning Show how to organise and involve relevant people in the planning process Explain how to use the plan for forecasting and pro-active project control Identify ways to improve planning, both individually and corporately The course will emphasise the importance of participative planning techniques that improve the quality of plans whilst reducing overall time and cost of planning. The course will encourage discussion of internal procedures and practices and may be customised to include them if required. DAY ONE 1 Introduction (Course sponsor) Why this programme has been developed Review of participants' needs and objectives 2 Projects and planning Why plan? The benefits of good planning / penalties of poor planning Planning in the project lifecycle; the need for a 'living' plan The interaction between target setting and the planning process Team exercise: planning the project 3 Planning the plan Defining the application and structure of the plan Impact of planning decisions during the project lifecycle Using available time to create an effective plan 4 Defining deliverables Assessing the context; reviewing the goals and stakeholders Developing the scope and defining deliverables; scope mapping Understanding customer priorities; delivering value for money Case study: defining the project deliverables 5 Creating the work breakdown Building the work breakdown structure Detailing the tasks and sub-tasks; structured brainstorming Defining task ownership; the task responsibility matrix 6 Creating and using a logical network Developing the logical network; task boarding Determining the critical path and calculating float Accelerating the plan; concurrent programming and risk Individual and group exercises DAY TWO 7 Developing resource schedules Deriving the Gantt chart from the network Developing the detailed resource schedules Calculating the expenditure profile ('S' curve) 8 Estimating task durations and costs Understanding estimates: effort, availability and duration Estimating tools and techniques Application of estimating techniques during the project lifecycle 9 Case study Developing the project plan Refining the project plan Team presentations and discussion 10 Managing risks and refining the plan Awareness of contractual issues associated with risk Identifying and evaluating risks; deciding ownership Managing risks: determining levels of provision and contingency Controlling risks: maintaining an up-to date risk register 11 Planning for pro-active control The earned value analysis (EVA) concept and its predictive value Deriving the measures needed for cost and delivery performance Practical issues associated with implementing EVA 12 Using and maintaining the plan Tracking progress and updating the plan Publishing and controlling the plan 13 Course review and transfer planning (Course sponsor present) Identify ways of implementing the techniques learnt Sponsor-led review and discussion of proposals Conclusion

This workshop has been designed to help managers understand their responsibilities and what they need to do to ensure compliance with current workplace legislation - including the fire safety and CDM regulations. The day will cover the legal background - including an appreciation of how safety legislation has evolved and why; the logic behind recent developments and the implications for staff and employers; key areas of current legislation; roles and responsibilities in health and safety management, including monitoring contractors and suppliers effectively; implementing sound health and safety policies and procedures; getting staff on board, and implementing effective systems. Also, recognising potential risks and hazards and developing strategies to minimise their impact in the workplace. This course will give participants an understanding of: The broader context of the key areas of health and safety regulation which apply to your organisation Existing health and safety practice and guide them in how to shape and implement an effective health and safety policy What they should do and the procedures to support it Potential areas of risk in the workplace - and how to take action to minimise the threat to staff safety How sound health and safety processes can contribute to business performance 1 Understanding the workplace legislation Overview of health and safety and workplace legislation Compliance, the role of the facilities manager, and who is accountable? Breakout session to discuss where we are now and to highlight issues of concern Applying required policies and procedures Developing and implementation/review of the safety policy Communicating with users, clients and contractors Health and safety manual 'Selling' health and safety 2 Key legislation - a practical working guide Asbestos Regulations Construction (Design and Management) Regulations 2007 / 2015 Control of Substances Hazardous to Health (COSHH) Regulations Disability Discrimination Act (DDA) Display Screen Equipment (DSE) Regulations 1992 Electricity at Work Regulations 1989 Fire Precautions (Workplace ) Regulations 2006 Health and Safety (Consultation with Employees) Regulations 1996 Health and Safety (First Aid) Regulations 1981 Health and Safety at Work etc. Act 1974 Management of Health and Safety at Work Regulations 1992 Manual Handling Operations Regulations 1992 Portable Appliance Testing (PAT) Provision and Use of Work Equipment Regulations 1992 REACH - Registration, Evaluation, Authorisation and restriction of Chemicals Reporting of Injuries, Diseases, and Dangerous Occurrences Regulations (RIDDOR) 1995 Waste Electrical and Electronic Equipment (WEEE) Regulations 2006 Work Equipment Regulations 3 Controlling contractors Understanding the Regulations Selecting and assessing contractors Understanding and setting accountability Why a method statement? How to apply a permit to work system Safe systems of work Round-table discussion to bring out issues from participants' own experience 4 Risk assessment Understanding your hazards Identifying specialist areas How to undertake these assessments Implementation of sound systems and processes Syndicate exercise identifying where assessments are needed and carrying out assessments 5 Keeping the work environment safe Sick building syndrome and legionella Asbestos Waste management Pest control Provisions for first aid Accident reporting and investigation At-work driver safety Security 6 Fire safety Understanding the Regulatory Reform Fire Safety Order Fire certificates The fire risk assessment Testing fire-fighting equipment? Emergency procedures Workshop to examine the procedures for dealing with different types of emergencies 7 Ergonomics programme Ergonomics - important or irrelevant? Are you complying with HSE regulations? Furniture and equipment Display screen equipment assessments Homeworking - your concern or not? Syndicate exercise to review what to do when relocating or refurbishing an office 8 Inspecting and auditing Role of Health and Safety Executive Inspectors - 'be prepared' FM role Staff/trade union involvement Independent audits Records and reports Communicating the results 9 Action plan Participants to list actions they need to take after the course

High quality specifications are of paramount importance in achieving the right technical performance and value for money. This long-established training programme has been developed to help those involved in producing specifications to create high quality documents in an organised and effective way. It provides a sound foundation for those new to the topic whilst at the same time offering new insights to those with more experience. The programme emphasises the need for a clear definition of requirements combined with the ability to communicate those requirements effectively to third parties. A structured method of preparing specifications is provided, and a range of practical techniques is presented, to enable participants to put the principles into practice. The commercial and contractual role of specifications is also addressed. The objectives of the workshop are to: Provide a clear understanding of the role and purpose of specifications Present a framework for organising and producing specifications Define the key steps involved in creating effective specifications Demonstrate methods for assisting in defining requirements Provide tools and techniques for scoping and structuring specifications Show the role of specifications in managing variations and changes to scope Present methods to assist the writing and editing of specifications Review how specifications should be issued and controlled DAY ONE 1 Introduction Review of course objectives Review of participants' needs and objectives 2 Creating effective specifications The role of specifications in communicating requirements The costs, benefits and qualities of effective specifications Understanding the differences between verbal and written communication The five key steps of 'POWER' writing: prepare-organise-write-edit-release Exercise: qualities of an effective specification 3 Step 1: Preparing to write - defining readership and purpose; the specification and the contract Designing the specifications required; applying BS 7373 Defining the purpose, readership and title of each document Effective procedures for writing, issuing and controlling specifications The roles and responsibilities of the key players Understanding contracts; the contractual role of the specification Integrating and balancing the technical and commercial requirements Writing specifications to achieve the appropriate contract risk strategy Deciding how to specify: when to use functional and technical specifications The role of specifications in managing variations and changes to scope 4 Case study 1 Teams review a typical project scenario and identify the implications for the specification Feedback and discussion 5 Step 2: Organising the specification content Defining the need and establishing user requirements Deciding what issues the specification should cover Scoping techniques: scope maps, check lists, structured brainstorming Clarifying priorities: separating needs and desires Dealing with requirements that are difficult to quantify Useful techniques: cost benefit analysis, QFD, Pareto analysis 6 Case study 2 Teams apply the scoping techniques to develop the outline contents for a specification Feedback and discussion DAY TWO 7 Step 2: Organising the specification content (cont) Deciding what goes where; typical contents and layout for a specification The three main segments: introductory, key and supporting Creating and using model forms: the sections and sub-sections Detailed contents of each sub-section Tools and techniques for outlining and structuring specifications 8 Case study 3 Teams develop the detailed specification contents using a model form Feedback and discussion 9 Step 3: Writing the specification The challenges of written communication Identifying and understanding the readers needs Choosing and using the right words; dealing with jargon Problem words; will, shall, must, etc; building a glossary Using sentence structure and punctuation to best effect Understanding the impact of style, format and appearance Avoiding common causes of ambiguity Being concise and ensuring clarity Choosing and using graphics to best effect Exercises and examples 10 Step 4: Editing the specification Why editing is difficult; how to develop a personal editing strategy Key areas to review: structure, content, accuracy, clarity, style and grammar Editing tools and techniques 11 Step 5: Releasing and controlling the specification Key requirements for document issue and control Final formatting and publication issues; document approval Requirements management: managing revisions and changes 12 Course review and action planning What actions should be implemented to improve specifications? Conclusion

The fundamental tool to identify waste, create effective process flow, reduce process cycle times, and implement process improvement.

In a world focused on digital media, 24-hour news channels and social channels, it’s really important to communicate with your audience – there are lots of opportunities to do this if you are interviewed by journalists. There’s the chance to deliver expert comments or take part in in-depth features or give a quote about your business or organisation. The media wants to stay relevant and engaged with its audience and you can play a part in that and talk to your audience. In our Broadcast Media Training Courses, we will teach you the best ways to share your story, how to answer those difficult questions and present yourself with confidence and style. This means you will capitalise on every opportunity. Our broadcast media and media interview training courses include: Exploiting the opportunity The world of digital media means there are lots of opportunities to appear online, on radio or on TV, as an expert or commentator and gain invaluable exposure for your business and organisation. You may meet journalists at industry events or be contacted for a comment on an issue. You may also need media training because you have to protect your business’ reputation by reacting proactively if you become involved in a news story. Media training will help you handle interviews with journalists, content creators and other media professionals. You need to communicate positively and effectively and make sure your message reaches the audience. It means speaking consistently, and with style and confidence. You’ll also need to know how to handle challenging questions and make sure you positively manage your reputation. Contemporary Media Training Our media training is interactive, engaging and importantly, carried out by experienced journalist trainers. Our team has worked at the highest levels of journalism and broadcasting and will give you an invaluable insight into how to maximise the opportunity of a media appearance. We will take you through the background of what journalists want and need, and give you a clear understanding of how to prepare and deliver your messages and ideas. We will then carry out a number of media style interviews which our technical team will record and playback so you can see and hear yourself. We will then support you with practical, inclusive and useful feedback for you to put into practice for the next interview. We provide copies of all your recordings and useful notes after the training. Locations that suit you We deliver training at our facilities in Birmingham or London or at your location, bringing our technical equipment and cameras with us. You can have a half day training session for up to 4 people or a full day training for a larger group. We also deliver training online for small groups which can be useful when teams are spread around the country. Expert Journalist Trainers We pride ourselves on two things at Coherent Comms – delivering contemporary media training and our supportive inclusive feedback. We know there are lots of media training companies out there but our clients tell us they work with us because we listen. We don’t tell you what training you need or hark back to the old days. We take on board your communication needs and deliver bespoke training. Our associates are working in digital communications, carrying out interviews for news online sites and our contacts are producing digital content for a 21st century audience. We’ll talk to you about TV and radio but we understand the wider media landscape and how to navigate it. And we’re really proud of our feedback – we want to take you from good to great and believe confidence building with tips and ideas that will work for you is the best way to develop your skills. We will help you design the course you want All our media training is bespoke and designed to exactly suit your needs. We have lots of ideas of how it might work but we want to hear from you and what you want! So get in touch with our friendly team by phone on 0754 533 4269 or fill in our contact form and we will get back to you. We’d love to hear how you hope to improve your media and communication skills.

Firefighting or solving the same problems week after week? Create a problem-solving culture in your business with this proven methodology.

Generating new leads and new business can be both time-consuming and frustrating. It's not easy - it takes skill, careful preparation and the creation of effective models and methods, even perhaps using formal approaches and scripts. Once generated, a new lead or enquiry must also be carefully managed to maximise the potential revenue it can generate. But it's crucial to get it right. If your company can afford not to worry about getting new business - congratulations! If your company is completely confident that it is performing at peak potential in generating new leads - again, congratulations! But if your company is working in the real world, couldn't your team do with some help, to become even just that little bit more effective, to make the process just that little less painful? This highly practical, intensive workshop gives sales teams the proven strategies and tactics they need to build a sustainable new business pipeline. This course will help participants: Develop a clear and consistent process for new business development and lead-generation Master the secret of effective new business development and lead-generation - 'only sell the appointment or next stage of the sales process, not your product or service' Set and achieve the right level of new business development and lead-generation activity to achieve your personal and organisational sales goals Apply the key principles of effective prospecting and pipeline management using a proven toolkit and approach Overcome the most common 'put-offs' when conducting telephone or face-to-face business-development and lead-generation activities Develop an engaging telephone voice and manner - and a 'networking personality' Qualify potential opportunities with more accuracy on a consistent basis Prioritise opportunities and manage their time when sourcing new business Discover online sources of leads, contacts and referrals Overcome psychological blocks to cold or warm calling - theirs and the client's Identify potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Make outbound sales or appointment calls with improved confidence, control and results Improve the conversion of calls to appointments by using more effective questions and sales messages Get past gatekeepers and assistants more effectively Make the most of your CRM software and systems 1 Online marketing - what works! Workshop overview and learning objectives Choosing your social media channels LinkedIn for sales and marketing Designing and implementing an effective new business email campaign online Creating a lead-generation strategy online - with case studies Avoiding common mistakes in social media marketing Case study: 'Best practice in social media sales and marketing' Using blogs and video-based marketing (eg, YouTube) New trends and how to keep your finger on the 'social media' pulse Twenty essential websites and online marketing tools 2 Making appointments by telephone Planning the call, telephone techniques, integrating with email and online marketing Developing a clear and consistent process to appointment-making Setting and achieving the right level of telephone activity to achieve your appointment goals Applying the key principles of effective prospecting and pipeline management generation, using a proven toolkit and approach Overcoming the most common 'put-offs' to seeing or engaging with you Overcoming psychological blocks to cold or warm calling - yours and the client's Identifying potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Making outbound sales or appointment calls with improved confidence, control and results Improving conversion of calls to appointments by using more effective questions and sales messages The five keys to developing an engaging telephone voice and approaching manner 3 Power networking Strategies for networking and B2B referral-based marketing The importance, and different types, of networking How to work a room - preparation and strategy Communication dynamics in networking - the power of the listening networker Assumptions when networking Business networking etiquette Making connections, asking for cards, contact details and referrals, gaining follow-up commitments Building relationships - follow-up and follow-through 4 Developing new leads Strategies for first-time sales calls Gaining rapport and opening first-time and new business sales calls effectively Advanced consultative selling - questioning techniques to quickly and efficiently uncover opportunities, need areas and preferences Presenting your solution to a new or first-time customer - creating an enthusiastic and compelling personalised and persuasive summary of your proposal Value message - differentiate your solutions clearly and accurately, with tailored value statements Presenting the right initial USPs, features and benefits and making them relevant and real to the customer Smart ways to position price, emphasise value and be a strong player without being the cheapest or leading on price Learn and use advanced techniques to determine customer needs, value and decision-making criteria in depth on a first-time call 5 Organised persistence - CRM and prospect-tracking Organised persistence - sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management Maintaining a good database for maximising new business ROI Developing a contact strategy with different types and levels of contact Analysing your contact base using state-of-the-art software and tools Making the most of your CRM systems and solutions Understanding that your attitude makes a difference when sourcing new business Setting SMART objectives for new business development and lead-generation Practical exercise - setting personal development and business goals Time management tips to improve daily productivity New business pipeline management strategies for peak sales performance 6 Workshop summary and close Practical exercise - developing your new business action plan Review and feedback

REFERENCE CODE 601/4322/8 COURSE LEVEL NVQ Level 3 THIS COURSE IS AVAILABLE IN Course Overview Who is this qualification for? 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 either solid or 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. See the qualification Rules of Combination for more details on the specific skills required. In addition to this qualification there is a Level 2 qualification in Plastering and a number of other Construction and Construction related qualifications available through Oscar Onsite Academy. What is required from candidates? GQA qualifications are made up of a number of units that have a credit value or credits. This qualification consists of 4 mandatory units and 2 pathways, Solid and Fibrous. The qualification mandatory units have a total credit value of 31 credits-in addition the Solid plastering pathway requires achievement of 54 credits from the pathway mandatory units and a minimum of 14 credits required from the pathway optional group, giving a total of 99 credits. The fibrous plastering pathway requires achievement of all of the qualification mandatory units (31 credits) 45 credits from the pathway mandatory units and a minimum of 16 credits required from the pathway optional group a total of 92 credits for this pathway. The units are made up of the things those working in these job roles need to know to be able to do to carry out the work safely and correctly. These are called Learning Outcomes, and all must be met to achieve the unit. Mandatory units Level Credit Confirming Work Activities and Resources for an Occupational Work Area in the Workplace Developing and Maintaining Good Occupational Working Relationships in the Workplace Confirming the Occupational Method of Work in the Workplace Conforming to General Health, Safety and Welfare in the Workplace Additional units A/600/7882 Producing Granolithic Paving Work in the Workplace Producing Specialised Plasterer’s Surfaces in the Workplace 3 29 Pathway C – Solid – Pathway C1 – Solid Mandatory Units (54 credits) Producing Complex Internal Solid Plastering Finishes in the Workplace 3 27 Producing Complex External Rendering Finishes in the Workplace 3 27 Pathway C2 – Solid Optional Units – candidates must achieve a minimum of 14 credits Installing Direct Bond Dry Linings in the Workplace Installing Mechanically Fixed Plasterboard in the Workplace Running In-situ Mouldings in the Workplace Pathway D – Fibrous – Pathway D1 – Fibrous Mandatory Units (45 credits) Producing Complex Plasterwork Moulds in the Workplace Summary of the: GQA LEVEL 3 NVQ DIPLOMA IN PLASTERING (CONSTRUCTION) Installing Complex Fibrous Plaster Components in the Workplace 3 18 Pathway D2 – Fibrous Optional Units – candidates must achieve a minimum of 16 credits Running In-situ Mouldings in the Workplace 3 25 Repairing Complex Fibrous Plaster Components in the Workplace 3 16 Assessment Guidance Evidence should show that you can complete all of the learning outcomes for each unit being taken. Types of evidence: Evidence of performance and knowledge is required. Evidence of performance should be demonstrated by activities and outcomes, and should be generated in the workplace only, unless indicated under potential sources of evidence (see below). Evidence of knowledge can be demonstrated though performance or by responding to questions. Quantity of evidence: Evidence should show that you can meet the requirements of the units in a way that demonstrates that the standards can be achieved consistently over an appropriate period of time. Potential sources of evidence: Suggested sources of evidence are shown above, these can be supplemented by physical or documentary evidence, e.g. Accident book/reporting system Notes and memos Safety record Telephone/e-mail records Training record Customer and colleague feedback Audio evidence Records of equipment and materials Witness testimonies Work records Photographic/ video evidence Please Note that photocopied or downloaded documents such as manufacturers or industry guidance, H&S policies, Risk Assessments etc, are not normally acceptable evidence for qualifications unless accompanied by a record of a professional discussion or Assessor statement confirming candidate knowledge of the subject. If you are in any doubt about the validity of evidence, please contact Oscar Onsite Academy

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results. This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques. Course Syllabus The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following: Module One Understanding the Customer The importance of good customer care Selling vs. selling attitude The reasons people buy Adopting a positive approach Module Two Self-Awareness Understanding your selling style Adapting your selling style to your customer Understanding your customers buying style Module Three Effective Communication and Rapport Building Why does communication need to be effective? Actively listening to your customers' needs Right question at the right time The impact of positive and emotive language Module Four Taking a Consultative Approach Different styles of selling Taking a consultative approach to selling Preparation techniques Buyer behaviour and motivation A selling approach to match the buyers mind Module Five Presenting the Solution Selling the benefits Sales tool kit Unique sales points Advanced questioning techniques Module Six Gaining Commitment Recognising and acting upon buying signals Dealing with customers concerns No means no? How to cope in stressful situations Module Seven Confirming the Sale Confirming or closing? Effective confirming techniques Going the extra mile Benefits For you as an individual This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed. For an employer The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact. What will I learn? By the end of the course, participants will be able to: Appreciate the need for preparation before a sales appointment Effectively identify and meet needs with advanced questioning techniques Identify verbal and non-verbal buying signals Construct professional answers to questions and possible objections Present your products and/or services with the buyer in mind Identify and use a selling style appropriate to capture the buyer's attention Recognise and overcome major objection types How to apply effective confirmation techniques with the buyer in mind Real Play Option We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group. The group is split the group into 2 sub-groups, one with the actor, the other with the trainer. Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied. The actor and trainer 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. Scheduled Courses 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 please contact us.