9 Influencer courses in London

The ability to influence others is a life skill but also one that has never been so critically useful at work. This one day workshop will set you on the road to discover what you need to be able to think and do that will help you take people with you. This involves learning some new tools and strategies that fit the situation you are in and making sure you use the right skills and behaviours to influence well, whether it is a single person or a room full of cynical expectant people! This workshop will enable you to: Learn about and understand influencing styles and strategies available and formulate plans and ideas on how to use them in influencing situations Understand which skills and behaviours to use to be the most effective influencer Have greater confidence in situations where they need to influence someone Use thinking, speaking and behavioural techniques that enable influencing to be effective and positive Review and evaluate learning and have an action plan to take back and implement in the workplace 1 Welcome, introductions & getting to know you and why you are here Course objectives 2 Personal objectives Introducing a learning diary 3 Gallery exercise - using images of exemplars brought by participants Plenary discussion The skills and behaviours of an exemplar influencer 4 Group task - what does your self-evaluation say? Discussion and conclusions 5 Influencing - what is it? - why do we need it? The current organisational landscape including values and behaviours the influencer operates in 6 Pit Stop - 'pull / push', 'the lost horse' and 'talking at' 7 Direct / support / delegate / coach: the different choices and approaches to choose from 8 Updating the learning diary 9 Power and types of power - its impact on influencing ability and approach and what is within your control Group task and discussion 10 The 5 influencing styles tool Series of tasks and exercises Drilling down to a personal action plan for maximising influence 11 'The person with the most flexibility has the most influence' Skills and behaviours for effective influencing Exercises and techniques that develop skills for influencing 12 Review and evaluation Action planning

Develop true expertise with our DMI Specialist, Learn social strategy, research and content from industry Skills Experts. Get the latest platform knowledge and strategies including Tik-Tok, Twitch and WeChat. Course Overview Develop true expertise and learn every aspect of Social Media Marketing across 10 modules of interactive content such as Facebook, LinkedIn, Snapchat, YouTube and Instagram. Gain relevant and deep knowledge of social strategy, research and content from industry skills experts. Become a certified social media marketing specialist: Join over 200,000 members around the world, working for some of the world’s top companies using DMI to keep their careers and skills relevant. 81% of our members have been promoted upon completion of one of our courses and 53% have got a salary increase. Get certified with the DMI SPECIALIST digital marketing certification and become a professional digital marketer. Get world class, specialist knowledge and insight: Develop true expertise with our DMI Specialist, Learn social strategy, research and content from industry Skills Experts. Get the latest platform knowledge and strategies including Tik-Tok, Twitch and WeChat. With 10 modules focused on every aspect of social media marketing, DMI Specialist is the most comprehensive Social Media Course available anywhere. Program learning outcomes and content: What Will I Learn? Get the know-how, experience and the insights to be able to work and speak with authority in this face-paced industry. In short, you’ll be a skilled digital marketer, capable of building digital marketing strategies from scratch. We’ve added 8 new soft skill lessons to give you the most industry ready certification available, anywhere. Who is this for? The DMI Specialist Social is for individuals who are responsible for social media marketing campaigns. This includes: • Digital marketing generalists • Marketing Specialists • Marketing Managers • Content creators • Social media consultants • Individuals pursuing profession in social media marketing. • Anyone who wants a career change Course Content: Social Research: Just who are your audience? What do they do, think, feel, eat, love, hate and ‘like’? And what do they think about you? Knowledge is power. And both knowledge and power are fascinating. This module gives you the research techniques to know your audience, and cultural and industry trends. Every day the very people you want to reach throw up gigantic amounts of data. Without the right tools and thinking, it’s a critical mass of meaningless banality. With the right tools and thinking, you have insight deep into hearts and souls. Delve into these tools and put them to use, including the new Google Analytics 4 platform. Social Content: Facebook kittens. Twitter debates. Instagram filters. People can’t get enough content on social media – so better content means better opportunities. So, what does your audience want to see, like and share? With streamlined planning, clever strategy and targeted scheduling, putting the right content in front of the right people is no longer a shot in the dark! Now, you can create amazing content formats that capture the attention of audiences across all social platforms. You can strategize and plan using cutting-edge tools that make your channels stand out from all the others. This module covers the various content formats across platforms, the power and practice of scheduling content and how you can bring it all together with super strategies. Facebook, Instagram and Pinterest: Facebook, Instagram and Pinterest are powerhouses of the social media world. They provide you and your brand with the chance to interact with your customers across the globe at scale. But, each of them has unique features, analytics, and quirks. The module gives you a deep understanding of how these platforms work, how to make your brand stand out in these different spaces, and why you need a spread of messaging across each to succeed. • Build an active, engaged and captive community across each channel. • Create compelling and clever ads that target your audience at the right time. • Use analytics to understand what your audience is doing. Then tweak your content to resonate in all the right ways. • Master the key features of each channel to advertise, strategize and optimize. • Manage each platform so you get the best reach and results. • Reach billions of social loving people every day! Twitter: Twitter marches to its own drum in the social media world – less post and wait, more what’s happening right now. It’s a platform that allows your audience to see, report and comment on world events in almost real-time. It’s also a place where the audience is young, wealthy and educated. Twitter literally challenges you to be ‘more clever’, and this module shows you how. • What a successful Twitter account looks and acts like. • How to use Twitter Ads Manager to advertise effectively. • The right Twitter Ad format for your campaign. • Using Twitter Analytics to react and connect better. • How to create more Tweet-friendly content – snappy, shareable and short. • When to post for maximum impact and engagement. LinkedIn: This module will introduce you to the platform and show you how to use features such as Company pages and Showcase pages, to create a stellar presence for your company – and gain a deep understanding of what that means on LinkedIn. You will understand the unique advertising features and content formats on offer such as Text ads, Sponsored ads, Sponsored InMails, Display ads, and the aptly named Dynamic ads. See what best practice means on this platform, strategize like a CEO and measure the effectiveness of your campaigns. Linkedin can be a tricky platform to master as the tone is hard to crack. But do Linkedin well and your competitors will be scrambling to copy you! You’ve got this – because we do. YouTube & Social Video: YouTube because you have eyes to see. And a picture speaks a thousand words – and this being social, should inspire a few thousand too. Social video is one of the most awesome tools in your new bag of digital tricks. And video is no longer the preserve of guys with film study degrees. This superpower is now yours, and here we give you all the tech and thought basics to make it happen, including how to set up and manage a YouTube channel and create strategies that don’t treat creativity like a buzzword. Learn how video sits within the rest of your mix across platforms, build your online audience and use advertising and analytics for visual campaigns that mesmerise. • Set up and manage a dynamic YouTube channel. • Get creative with social video strategies that engage and convert. • Learn how video sits within the rest of your social media mix. • Build and develop your online audience in a way that benefits your brand. • Use advertising and analytics to deliver mesmerizing visual. Social Apps: If you’re looking to create a buzz online, then social apps are the place to be. Think fun, engaging, and ‘out of the box’ as that’s what these platforms are made for and audiences flock to them (particularly a young demographic). Discover how to use TikTok, Snapchat, WeChat, WhatsApp, and Twitch to tune into your audience effectively. Take a dive into features and understand how to manage content to make the most of everything you post. You’ll also understand how to advertise on the apps that suit your brand. Plus, take inspiration from the best by seeing what campaigns worked and why, so you can TikTok your way to social success. Social Commerce and Affiliate Marketing: With so many eyes on social media, it pays (literally) to know how to market and sell your products online. Social commerce happens when an astute marketer combines the best of social media with the best of e-commerce. You’ll explore the ins and outs of social commerce along with how to create a successful online shop. The latest tactics and tools will be covered so you can make social buying seamless from the first click to the last. You’ll also explore how to optimize paid commerce activity – including cart abandonment – to get the best results. Looking for a way to earn extra money while you grow? Use your social media to tap into affiliate marketing – a great way to earn commission by promoting another company’s products or brand you admire. When it comes to influencing, social media allows you to think BIG. Tap into the world of social influencers by connecting and collaborating with people that think like you. Or reach out to your influencer crush and shine a light on your brand by getting into their social feed. Social Customer Service: One of the best dynamics of social media is how it manages to be collective – the thoughts of billions – yet also personal (it’s about what I ‘like’). This leaves scope for important personal interaction – meaning social customer service is an opportunity for your brand to stand out. This module examines the customer experience. It looks at how to break your audience down into buyer personas so you know them better – and so serve them better. It shows you which platforms do service best and how. Need a social customer service strategy? – no problem. Want to understand how to manage social customer service effectively? – that’s easy. Not sure how to measure and analyze customer service performance? – well, you will now! This module focuses on your customer’s happiness so you can build a contented online community. An audience that feels connected to your brand, so they’ll tell everyone else how great it really is. Social Strategy: So, you have the skills, tools, followers, know-how, tech, smarts and big ideas. Now learn to tie it all together with cutting-edge social strategies practiced by the world’s leading brands. And work out how your social offering sits with – or carries – the rest of your marketing mix. Here we look at planning a dynamic social media strategy that works for you. We dive into setting objectives and social KPIs so you know what you want and can track how you’re getting there. Social media and content production budgets are also explored so you put your money in the places that work, rather than those that don’t. Turn your social media dream into a reality by crafting a social strategy that lets you and your brand sparkle. DURATION 8-10 Weeks WHATS INCLUDED Course Material Case Study Experienced Lecturer Refreshments Certificate

EA/PA Excellence Workshop Live from London on the 25th of April 2024. Featuring Keynote speaker Reggie Love, former Special Assistant to 44th President of the USA, Barrack Obama. Panel featuring Sophie Chapman, assistant to Steven Bartlett entrepreneur, author, host of the diary of a CEO and youngest ever dragon on BBC's Dragon's Den, Victoria Wratten, CEO of the Executive & Personal Assistants Association. The workshop contains, panel talk, keynote talk and facilitation over key topics from Kate Wood over the course of the day.

Effective Presentation Skills: In-House Training In today's results-oriented, global working environment, the ability to create and deliver presentations effectively is a necessary skill set for people at all levels of an organization. Regardless of your role, it's important to know how to synthesize your ideas into a coherent and focused narrative, add visuals that support and reinforce your message, and deliver it in a way that resonates with your audience. In this highly interactive course, we will unpack and practice some of the tools and techniques used by top speakers and influencers all over the world. In this engaging two-day course, you will plan, write, refine, practice, and deliver a presentation to the class. Your presentation will be filmed on both days, and you will leave the course with a flash-drive copy of your videos; participants of the virtual classroom workshop should be prepared to present via webcam. In addition to discovering and enhancing your own personal delivery style, you will learn how to create an overarching goal for your presentation and then organize and structure it for maximum impact. You'll gain insight into how to anticipate your audience's needs and tailor the content and delivery in a way that connects with them and sustains their attention and engagement. You will also learn skills that will help you control nervous energy, remain focused on and attuned to your audience, improvise under pressure, deal effectively with questions, and build a compelling call to action. What you will Learn At the end of this program, you will be able to: Construct an effective presentation goal statement, opening, body, and closing that connect with an audience Analyze an audience's needs and style preferences, including relevant DiSC®-related elements Deliver a complete criteria-based presentation that will persuade others Align usage of visuals as well as verbal and non-verbal techniques to maximize the impact of your presentation Getting Started Introductions and social agreements Course structure Course goals and objectives Opening activities Planning and Organizing Video: 'The Art of Misdirection' Setting your presentation goal Writing a goal statement Analyzing your audience Applying the 'reality' test Creating and strengthening supports Structuring your presentation 5 components of an effective opening Presentation body Presentation closing Write your presentation opening Audience Analysis Video: 'How to Tie Your Shoes' Everything DiSC® introduction Audience DiSC® Styles Analyzing your audience Further audience analysis Effective Delivery Delivery challenges: virtual and in-person Keeping your audience engaged Your body as your instrument Verbal / paraverbal elements Body stance and nonverbal communication What are your 'tells?' Controlling nervousness Staying attuned to your audience Responding to questions Review and edit your opening Deliver your opening Visuals and Enriching Elements Using images in your presentation Guidelines for visual composition Using questions to engage your audience The power of the pause Practicing and Applying What You've Learned Preparation Delivery Feedback Opportunity to put into practice the program content and receive a video copy Summary and Next Steps What did we learn and how can we implement this in our work environment? Your personal action plan

Effective Presentation Skills (In-Person) In today's results-oriented, global working environment, the ability to create and deliver presentations effectively is a necessary skill set for people at all levels of an organization. Regardless of your role, it's important to know how to synthesize your ideas into a coherent and focused narrative, add visuals that support and reinforce your message, and deliver it in a way that resonates with your audience. In this highly interactive course, we will unpack and practice some of the tools and techniques used by top speakers and influencers all over the world. In this engaging two-day course, you will plan, write, refine, practice, and deliver a presentation to the class. Your presentation will be filmed on both days, and you will leave the course with a flash-drive copy of your videos; participants of the virtual classroom workshop should be prepared to present via webcam. In addition to discovering and enhancing your own personal delivery style, you will learn how to create an overarching goal for your presentation and then organize and structure it for maximum impact. You'll gain insight into how to anticipate your audience's needs and tailor the content and delivery in a way that connects with them and sustains their attention and engagement. You will also learn skills that will help you control nervous energy, remain focused on and attuned to your audience, improvise under pressure, deal effectively with questions, and build a compelling call to action. What you will Learn At the end of this program, you will be able to: Construct an effective presentation goal statement, opening, body, and closing that connect with an audience Analyze an audience's needs and style preferences, including relevant DiSC®-related elements Deliver a complete criteria-based presentation that will persuade others Align usage of visuals as well as verbal and non-verbal techniques to maximize the impact of your presentation Getting Started Introductions and social agreements Course structure Course goals and objectives Opening activities Planning and Organizing Video: 'The Art of Misdirection' Setting your presentation goal Writing a goal statement Analyzing your audience Applying the 'reality' test Creating and strengthening supports Structuring your presentation 5 components of an effective opening Presentation body Presentation closing Write your presentation opening Audience Analysis Video: 'How to Tie Your Shoes' Everything DiSC® introduction Audience DiSC® Styles Analyzing your audience Further audience analysis Effective Delivery Delivery challenges and in-person Keeping your audience engaged Your body as your instrument Verbal / paraverbal elements Body stance and nonverbal communication What are your 'tells?' Controlling nervousness Staying attuned to your audience Responding to questions Review and edit your opening Deliver your opening Visuals and Enriching Elements Using images in your presentation Guidelines for visual composition Using questions to engage your audience The power of the pause Practicing and Applying What You've Learned Preparation Delivery Feedback Opportunity to put into practice the program content and receive a video copy Summary and Next Steps What did we learn and how can we implement this in our work environment? Your personal action plan

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

Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: Assess the sales profitability and potential of existing key accounts Prioritise where time and energy is directed for maximum profitability Understand the key players in the decision making unit Create a strategic plan for the development of each client target Develop proactive sales consultancy skills Learn advanced communication and influencing techniques 1 What makes an effective account manager? The difference between order taking and account management How do you define a key account in your business? Why should existing customers remain with your company? How do you compare to the competition? 2 How do I prioritise my account management activity? Use practical tools to help you assess revenue potential Analyse the investment required versus the return on your time Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats Appreciate how this knowledge will improve your sales development 3 Planning strategies for each account Create a list of priority accounts and activities Learn how to develop a long-term and sustainable relationship Discover how they make their purchasing decisions Research the make-up of the Decision Making Unit for each client 4 Learning and utilising the six principles of influence Learn the secrets these principles offer sales people Discover how these principles will work for you Create an influencing strategy for influencers within the client Learn new habits of influence 5 Proactive sales skills Plan proactive sales meetings for key accounts Set primary and secondary objectives for every touch point with the customer Structure sales meetings for maximum effectiveness Help the customer commit and achieve their objectives 6 Putting it into practice Discuss real scenarios to plan for putting these skills into practice Share common issues with fellow sales people Create a personal development plan

This programme has a simple objective: to help a sales team create and implementa comprehensive account development plan. If you want to earn strategic partner or preferred supplier status with your clients and customers then you need to add value to their business, consistently, and you can only do this if you have a plan - a key account management plan. This programme will help participants: Discover opportunities - through a deeper understanding of the customer's business Develop partnership - through a better 'value proposition' for the customer Increase repeat business - based on higher customer satisfaction Improve synergy - by getting everyone to 'sing from the same hymn sheet' Develop a collaborative account plan - validated by the customer and their own management Secure resources - management will align resources to execute soundly based account plans Win an increased share of 'customer wallet' - through systematic account development 1 The six principles of strategic account development Introduction to the PROFIT account development model:- Performance- Relationships- Objectives and goals- Feedback- Integration- Teamwork Practical account development strategies: overview and case studies 2 Performance Use practical tools to help you manage and measure account performance and success Design and build a monthly account dashboard for all sizes of account Prioritise and manage accounts and customers pro-actively and successfully, using proven planning tools Develop a cross-selling strategy to integrate products or solutions into the customer's business as closely as possible 3 Relationships How to build and manage key relationships within an account Qualifying and managing key influencers accurately Producing a 'relationship matrix' for each account quickly and easily Approaching and developing new contacts strategically Tools and techniques for successful tracking of contacts and call-backs Developing a coach or advocate in every customer organisation pro-actively 4 Objectives and goals Where are you now? - how to establish your competitive position within an account Know how to set, monitor and track key objectives for accounts over the short, medium and long term Selling against the competition - developing both long- and short-term sales strategies 5 Feedback - building loyal and satisfied customers The correct way to manage customer expectations and create listening loops within an account How to monitor and track your customer's perception and satisfaction with your organisation Building a personalised satisfaction matrix for each account Customer review meetings - best practice in building loyalty by regular joint planning events Understanding the concept of long-term customer value and the importance of adapting a customer-focused attitude 6 Integration How to integrate your products or solutions with the customer's business needs and processes Spot and react to early warning signals that may cause an account's loyalty to fade, reduce revenue or switch to a competitor Developing a loyalty strategy for key accounts or groups of smaller accounts Getting your message and strategy across to C-level contacts 7 Teamwork Working with others to achieve your account goals Gaining internal commitment from your organisation Managing and working with a virtual team Creating cross-departmental communication loops 8 Putting it all together Personal account reviews Personal learning summary and action plans

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. Day one - Activity Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. Using organised persistence to track and build new customer revenue. Managing your sales time effectively. Key learning points Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. How to prioritise opportunities and manage your time when sourcing new business. Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. Make outbound business or appointment calls with improved confidence, control and results. Day two - Value Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. How to better position your company and your products and services against your main competitors. Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. Day three (held around four weeks after the first module) - Conversion Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. Anticipate and answer customer objections and questions more confidently. Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points Smart ways to position price, emphasise value and be a strong player without being the cheapest. Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. Qualify pipeline opportunities with more accuracy, using a proven check-list. Use an 'option generator' to simplify complex proposals, increase business value and close business faster. Writing more effective sales proposal documents and quotations. How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. Practical methods of asking for agreement and closing a sale