8 Educators providing Courses in Nottingham

A step-by-step guide for Dragon users.

This 2 day course is ideal for Team Leaders and Managers who have had little or no training in the role where they have to lead a team and take on management responsibilities. It will give them confidence and the skills to take decisions and get the best performance from their team. The most popular of our management training courses, the First Line Management course is specifically for people who are new to a management position or who are about to undertake a management position and have had no formal management training. Anyone who is new to a management or supervisory position will benefit from this course. Run over two days, the syllabus of the First Line Management course will cover a wide range of topics to give new or inexperienced managers a firm understanding of the foundations needed to begin their journey as a manager. It includes units on effective communication, managing your team, managing yourself, delegating, setting objectives, effective planning and personal development. Course Syllabus Module OneRole Assessment and Personal Development Planning Understanding roles and responsibilities Outline framework of management Taking the step into management Identifying personal development needs and planning Module TwoEffective Communication Skills Communicating to be effective - how and what to communicate Designing effective questioning techniques and listening actively Non-verbal communication Dealing with, and responding to, differing communication styles Module ThreeManaging Yourself Use of planning tools and techniques Dealing with time stealers and interruptions Learn how to delegate effectively Module FourManaging Your Team Understanding different management styles and how to use them Recognising performance management Setting expectations and clearly defining roles and responsibilities Pinpointing performance and motivating your team/individuals Learning the management actions required to maintain team effectiveness Team dynamics and looking at individual behaviour within teams First Line Management Course Management is the efficient, effective and economic use of resources to achieve results with and through the efforts of other people. Leadership – a definition Inspiring others to follow your lead by creating a compelling vision of the future, whereby targets are not merely achieved, but are surpassed . Leadership – a definition Inspiring others to follow your lead by creating a compelling vision of the future, whereby targets are not merely achieved, but are surpassed . The Role of the First Line Manager as ‘Leader'. First Line Managers have Leadership responsibilities – this is often the biggest challenge for Team Leaders and Supervisors who have to adapt from performing a task to motivating a team. At the beginning of the 21st century, the most powerful sources of growth, employment and wealth creation are found in innovation-driven industries. As a result, organisational leaders face a whole new set of challenges. They have to change and will increasingly need to rely on the knowledge, skills, experience and judgement of all their people. Organisational leaders will need to place less emphasis on traditional structures and control, and concentrate on five key priorities: . Five Key Priorities . using strategic vision to motivate and inspire empowering employees at all levels accumulating and sharing internal knowledge gathering and integrating external information challenging the status quo and enabling creativity Using Strategic Vision. Effective leaders will develop a strategic vision that is clear and compelling, and communicate it in a way that gives a real sense of purpose and direction. A powerful vision is clear about direction and objectives, proactive in its approach, but allows room for flexibility about the means of achievement. A powerful vision is important because it is one way of linking the present to a desirable future. The role of strategic planning is then to map out a path to achieve that vision. However, visionary thinking should not be the exclusive province of the organisation's top executives. Successful leaders will encourage participation in the formulation of a strategic vision that offers different perspectives and encourages commitment. It is also important to empower employees with the responsibility and authority to implement the vision. . Empowering Employees. Some people have proposed the view that the great leader is a great servant [2]. Certainly, many organisations believe that an environment based on trust will produce better results than one of rules, regulation and hierarchy. This means that leaders will increasingly have to respond to their employees' needs and take on some unaccustomed roles, such as coach, teacher, information provider, facilitator, listener or supporter. But for empowerment to work, organisations will have to share information and knowledge far more than they have done in the past. This will certainly include First Line Managers . Challenging the status quo and enabling creativity. There are a number of ways in which effective First Line Managers can challenge the status quo and enable creativity: . Facilitate ‘constructive dissent', i.e. encourage people to question openly a manager's perspective without fear of retaliation. An interesting example of this is at Motorola, where employees can file a ‘minority report' and lodge a different point of view to their immediate First Line Manager on a business issue. Foster a culture that encourages risk-taking. Create a sense of urgency by producing a compelling picture of the risks of not changing. To summarise, successful First Line Managers will be those that are proactive both in facilitating organisational learning and encouraging positive adaptation to external changes. . A 2 day First Line Manager Course will accelerate the process for Team Leaders and Supervisors to reach a high level of competence and confidence in the Leadership role they have . Sample Exercises Our range of bespoke First Line Manager modules works wonders! The course outlines may look as you'd expect - but the content, approach and effect is very much greater than expectations. We have a very large library of innovative exercises that are highly effective in capturing and embedding the learning points in a practical way. Following each exercise - that may be aligned to a 'Financial Theme' - they are debriefed fully and related to how the learning can to be applied back in the work-place. They are also really great fun!! Here are some template modules and sample exercises designed to embed the learning in a motivational and memorable way:- Sample 'ice-breaker' Exercise - Number Crunch The team must be effectively led and motivated to work as one to reach their objective of visiting each location in a short period of time. Debrief - Leadership and co-ordination, strategy and planning, adapting approach, decision making & control Sample Exercise - Through the Hoop Taking the full team through the 'hoop' within the 'stretching' time limit is likely to exceed the group's own self-limitations. Time ManagementSample Exercise - Cones This task requires the team to take a numbered tower of 5 cones from point 'A' to 'B' in a specific order; this will have to meet the criteria outlined in the brief. The option of 'C' is vital to achieve the results. Debrief: Stepping back for overview Planning disciplines Time-budgeting Skills audit for delegation Handling ConflictSample Exercise - Cave Rescue Requires that the group make some difficult choices and then hold a press conference to justify their decisions while under scrutiny and criticism. This also displayed some required leadership learning; notably that a unified leadership team is crucial to gain commitment and confidence and also how vital it is to plan for any communication that will involve some sort of conflict. Handling Conflict and maintaining control in a professional manner are key debriefing points from this exercise. Communication, Negotiation & InfluenceSample Exercise - Red & White There is a specific time managed agenda and itinerary, which puts the group under pressure. The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing Points: Engaging the other group to 'buy-in' to collaboration Commercial consequences when collaboration is lacking or difficult Effective communication and influence across barriers Global Thinking & Business Mind-setSample Exercise - Dragon's Den The delegation is split into 2 -3 groups - each with a specific product or service to win the Dragons' investment. (A specialised Toy; A unique Team Building Training programme; An eBook Library; An innovative soft-ware package for the Retail Industry Sector. They have to also present to the Dragon's Den their business case for feedback and negotiate with the Dragons to gain either an 'I'm in' or an 'I'm out' reply. Debrief: Global business potential Supply Chain appreciation Commercial framework Performance ManagementSample Exercise - Juggling The group will be asked to set their own team target of how many 'issues' (balls) they can manage at one time. This involves devising a sequence between the group to achieve maximum results without making any mistakes. We introduce different balls which represent different degrees of complexity, challenging the group's preparation and approach to a variety 'team members' needs. Debrief: How to maintain focus when pressure is applied Ensuring effective communication Clarifying the approach for dealing with the unexpected Setting expectations and reviewing delivery Treating every team member as an individual Prioritisation & OrganisationSample Exercise - Labyrinth This activity requires the group to solve a number of tasks through verbal communication only, but they will be forbidden to write any information down or make any gestures using their hands. They will each be provided with a great deal of different pieces of data that has to be assimilated within an increasingly pressurised time-scale. The material also contains distracting and misleading 'red-herrings'. The task requires delegates to keep focussed on the 'critical path' and be very organised in order to meet the dead-line. Debrief: Rigour of planning - SMART Prioritising through ambiguity Time budgeting Assigning roles & responsibilities to break down volume of material The value of keeping accurate records In-House & Classroom Courses Available Online We have developed an alternative to traditional face-to-face training that continues to provide a full learning experience, and allows delegates to learn effectively whilst self-isolating from home. This is how it looks: Delegates booked on Classroom and In-House courses will continue to have access to their trainer online throughout the days that the course is booked to run. Prior to a delegate's course start date, they will be enrolled on our e-learning platform (in partnership with BCF Group) for the course they are booked on to. They will also be given contact information for their trainer, and details of how to access the online workshops. Delegates will not require any special IT equipment. A desktop computer, laptop, tablet, or a mobile phone with internet and audio capability is all that is required. Delegates taking ILM Qualifications will then proceed to the book review, video review and work based assignments with 12 months tutor support as appropriate, and in line with our previous arrangements. We hope you agree that this blended learning experience represents the safest way to continue supporting our clients and delegates during the Coronavirus disruption. In-House Courses This is our own management training course which has been developed and refined over the many years we have been providing it to delegates from organisations in virtually every industry. This means that the course syllabus is flexible and can be tailored to the specific requirements of a new first line manager or managers, making it ideal for companies or organisations who require an in-house first line management training course which is attended by a number of current or potential managers. Scheduled Courses A one day version of this First Line Management course is available as an Open Course delivered at our partner, the BCF's Training suites in Nottingham and Reading from the following scheduled dates... Classroom Course - Nottingham (NG12 4DG) Classroom training courses enable you to benefit from having the tutor and other delegates right there in the room with you. Face-to-face training sessions are one of the best ways to learn, as it is easy to ask questions and have group discussions. Cost: £595 + vat 16 October 2023 09 January 2024 11 March 2024 Classroom Course - Reading (RG41 5QS) Classroom training courses enable you to benefit from having the tutor and other delegates right there in the room with you. Face-to-face training sessions are one of the best ways to learn, as it is easy to ask questions and have group discussions. Cost: £595 + vat 07 December 2023 15 February 2024 14 May 2024 Zoom™ Course Attending a course via Zoom videoconferencing gives you all of the benefits of classroom training without the need to leave your home or office. You still benefit from a real tutor facilitating the programme, and the content is exactly the same. Cost: £495 + vat 11 September 2023 04 December 2023 13 March 2024 Dickson Training Ltd Founded in 1985 in Yorkshire, we have built an impressive and loyal client base. Our partnerships are built by consistently delivering outstanding development solutions and working in close collaboration with our clients, resulting in us becoming a leading UK and international training provider.

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The main aim of this workshop is to encourage and enable delegates to present their sales messages stylishly and persuasively to expert buying audiences and improve their conversion rates. The focus is placed firmly on performance and creativity in top level presenting. It is aimed at experienced sales professionals who are expert at selling but need to be able to present and pitch for business at high skill levels in order to land major accounts. Delegate numbers will be restricted to 4 people. Delegates should be willing and be prepared to give video-recorded presentations as part of the course. Course Syllabus The syllabus of the Sales Presenting course is comprised of two modules, covering the following: Module One Components of Top Presenting Preparation and performance in presenting Being stylish and compelling Differentiation, risk-taking and presenting Connecting with your audience Achieving impact and drama Creating a buying emotion Getting out of a comfort zone First delegate presentations Module Two Pitching in Teams Getting your act together - the plan Looking and sounding like a team The buyer's perspective Getting your moves right - choreography Dealing successfully with questions Rehearsing to succeed Second delegate presentations Dragon's Den Exercise The delegation is split into two groups, each with a specific product or service to win the Dragons' investment. They have to also present to the Dragon's Den their business case for feedback and negotiate with the Dragons to gain either an "I'm in" or an "I'm out" reply. A full debrief is then conducted covering: Planning Commercial consequences Putting forward a business case Critical thinking Negotiating Selling skills Presentation skills Profile building 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.

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