42604 Learning courses delivered Online

The principles of effective time management are applicable to all aspects of life. When successfully applied in a sales environment they can lead to improved performance, higher sales and increased customer satisfaction. All salespeople would benefit from learning the tools and techniques to introduce impactful time management to their working lives. We have developed this programme to be practical, fun and interactive. Participants will better understand how to increase the amount of time spent on high-value sales activities, be able to improve their self-motivation and ability to get more done, and be better able to plan, delegate and speed up routine tasks. This course will help participants: Learn key principles of managing sales priorities, meeting targets and getting 'everything' done! Learn proven techniques for structuring your day, week and normal routine Develop effective sales time management at the office and on the road Learn a seven-step process for setting goals and objectives in your work and personal life Understand how to make time for sales prospecting, designated call days Understand practical ways to improve your time management 1 Key principles of sales time management Course objectives and review of time log Essential principles of sales time management How do you use your time now? Reviewing your working day (from pre-course survey) Beliefs and feelings about time 2 Managing sales priorities and planning systems Managing priorities and planning systems Use organised persistence to plan your sales activity Planning your territory and prospecting activity How to use priority ratings not urgency to react to tasks 3 Dealing with distractions and communication skills Know your time 'bandits' and creating more positive habits to overcome them Making time by saying 'no' assertively and managing expectations Assertiveness techniques for handling colleagues and clients Making meetings worthwhile - preparation and planning 4 Sales goal setting and action planning Set clear, concise, and motivating sales goals and action plans How to set and use goal setting as way of managing your time and increasing results The principles of linking SMART objectives to action plans and daily activities 5 Creating results focus - every day, week, and month Batch sales tasks together, starting with emails Planning your day and week and protecting sales 'prime' time Apply the 80/20 to your sales contacts, clients, and prospects 6 Overcoming procrastination and structuring your day Understanding procrastination, what it is and how to recognise it in yourself and others How to stop procrastinating and start making progressing Build a power prospecting hour into every day Smart stuff to make more sales time: five automated tools Live the $64,000 dollar question

Duration 4 Days 24 CPD hours This course is intended for This course is intended for the person who has responsibility for daily system operations. Overview Send, display, and respond to messages Use the online help and reference materials Monitor and control job queues, active jobs, and output queues Create and change user profiles Use authorization lists and group profiles Start and stop Power Systems with IBM i Manage system devices, user display stations, and printers Save and restore objects and libraries Monitor job and history logs Diagnose a system problem Order, receive, and install PTFs This course enables a new system operator to develop basic to intermediate level skills needed for day-to-day operations of the Power System with IBM i Power Systems and IBM i concepts and overview . Reference material and support . Overview of 5250 emulation and help . Overview of System i Navigator . Overview of IBM Navigator for i . Messaging concepts . Messaging with 5250 emulation . Messaging with System i Navigator . Messaging with IBM Navigator for i . CL command concepts . CL commands with 5250 emulation . Concepts: Object, library, and the IFS . Object management with 5250 emulation . Object management with System i Navigator . Object management with IBM Navigator for i . Introduction to work management . Work management with 5250 emulation . Job control with 5250 emulation . Job control with System i Navigator . Job control with IBM Navigator for i . Print concepts . Print control with 5250 emulation . Print control with System i Navigator . Print control with IBM Navigator for i . Starting and stopping the system . System security concepts . System security with 5250 emulation . System security with System i Navigator . System security with IBM Navigator for i . System configuration overview . Configuration with 5250 emulation . Configuration with System i Navigator . Configuration with IBM Navigator for i . Save concepts . Save with 5250 emulation . Save with System i Navigator . Save with IBM Navigator for i . Restore concepts and overview . Problem determination with 5250 emulation . Problem determination with System i Navigator . Overview of the PTF process . PTFs with 5250 Emulation . Class summary . Additional course details: Nexus Humans AS24 IBM System Operator Workshop for IBM i training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the AS24 IBM System Operator Workshop for IBM i course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This introductory-level Python course is geared for experienced web developers new to Python who want to use Python and Django for full stack web development projects. Overview Working in a hands-on learning environment, guided by our expert team, attendees will learn to: Develop full-stack web sites based on content stored in an RDMS Use python data types appropriately Define data models Understand the architecture of a Django-based web site Create Django templates for easy-to-modify views Map views to URLs Take advantage of the built-in Admin interface Provide HTML form processing Geared for experienced web developers new to Python, Introduction to Full Stack Web Development with Python and Django is a five-day hands-on course that teaches students how to develop Web applications using the Django framework. Students will explore the basics of creating basic applications using the MVC (model-view-controller) design pattern, as well as more advanced topics such as administration, session management, authentication, and automated testing. This comprehensive, practical course provides an in-depth exploration of working with the programming language, not an academic overview of syntax and grammar. Students will immediately be able to use Python to complete tasks in the real world. The Python Environment Starting Python Using the interpreter Running a Python script Getting help Editors and IDEs Getting Started Using variables Built in functions Strings Numbers Converting among types Writing to the screen Command line parameters Flow Control About flow control Conditional expressions Relational and Boolean operators while loops Lists and Tuples About sequences Lists and list methods Tuples Indexing and slicing Iterating through a sequence Sequence functions, keywords, and operators List comprehensions Working with Files File overview The with statement Opening a file Reading/writing files Dictionaries and Sets About dictionaries Creating and using dictionaries About sets Creating and using sets Functions Returning values Function parameters Variable Scope Sorting with functions Errors and Exception Handling Exception overview Using try/catch/else/finally Handling multiple exceptions Ignoring exceptions Modules and Packages Creating Modules The import statement Module search path Creating packages Classes About OO programming Defining classes Constructors Properties Instance methods and data Class/static methods and data Inheritance Django Architecture Django overview Sites and apps Shared configuration Minimal Django layout Built in flexibility Configuring a Project Executing manage.py Starting the project Generating app files App configuration Database setup The development server Using cookiecutter Creating models Defining models Related objects SQL Migration Simplel model access Login for Nothing and Admin for Free Setting up the admin user Using the admin interface Views What is a view HttpResponse URL route configuration Shortcut: get_object_or_404() Class-based views Templates About templates Variable lookups The url tag Shortcut: render() Querying Models QuerySets Field lookups Chaining filters Slicing QuerySets Related fields Q objects Advanced Templates Use Comments Inheritance Filters Escaping HTML Custom filters Forms Forms overview GET and POST The Form class Processing the form Widgets Validation Forms in templates Automated Testing Why create tests? When to create tests Using Django's test framework Using the test client Running tests Checking code coverage

Duration 2 Days 12 CPD hours This course is intended for This is an advanced course for DBAs and technical individuals who plan, implement, and maintain Db2 11.1 databases Overview This course is designed to teach you how to: Perform advanced monitoring using the Db2 administrative views and routines in SQL queries. Manage the disk space assigned in Database Managed Storage (DMS) and Automatic Storage table spaces, including the activities of the rebalancer. Use SQL queries and Db2 commands to check the high water mark on table spaces and to monitor the rebalance operation. Utilize the REBUILD option of RESTORE, which can build a database copy with a subset of the tablespaces using database or tablespace backup images. Plan and execute the TRANSPORT option of RESTORE to copy schemas of objects between two Db2 databases. Create incremental database or tablespace level backups to reduce backup processing and backup image storage requirements. Implement automatic storage management for table spaces and storage groups or enable automatic resize options for DMS managed table spaces to reduce administration requirements and complexity. Describe the various types of database memory including buffer pools, sort memory, lock memory and utility processing memory. Adjust database or Db2 instance configuration options to improve application performance or processing efficiency. Implement Db2 Self Tuning Memory management for specific database memory areas. This course is designed to teach you how to Perform advanced monitoring using the Db2 administrative views and routines in SQL queries. Manage the disk space assigned in Database Managed Storage (DMS) and Automatic Storage table spaces, including the activities of the rebalancer. Use SQL queries and Db2 commands to check the high water mark on table spaces and to monitor the rebalance operation. Utilize the REBUILD option of RESTORE, which can build a database copy with a subset of the tablespaces using database or tablespace backup images. Plan and execute the TRANSPORT option of RESTORE to copy schemas of objects between two Db2 databases. Create incremental database or tablespace level backups to reduce backup processing and backup image storage requirements. Implement automatic storage management for table spaces and storage groups or enable automatic resize options for DMS managed table spaces to reduce administration requirements and complexity. Describe the various types of database memory including buffer pools, sort memory, lock memory and utility processing memory. Adjust database or Db2 instance configuration options to improve application performance or processing efficiency. Implement Db2 Self Tuning Memory management for specific database memory areas. Course Outline Advanced Monitoring Db2 Table Space Management Db2 Database Memory Management Database rebuild supportDb2 database and tablespace relocation Db2 Incremental Backup Additional course details: Nexus Humans CL464G IBM Db2 11.1 Advanced Database Administration training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the CL464G IBM Db2 11.1 Advanced Database Administration course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for This course is designed for the following roles: Network engineers Network security engineers Network architects Sales/presales engineers Overview After taking this course, you should be able to: Describe Cisco SD-WAN security functions and deployment options Understand how to deploy on-premises threat prevention Describe content filtering options Implement secure Direct Internet Access (DIA) Explain and implement service chaining Explore Secure Access Service Edge (SASE) and identify use cases Describe Cisco Umbrella Secure Internet Gateway (SIG) and deployment options Implement Cisco Umbrella SIG and Domain Name System (DNS) policies Explore and implement Cloud Access Security Broker (CASB) and identify use cases (including Microsoft 365) Describe how to use Cisco ThousandEyes to monitor cloud services Configure Cisco ThousandEyes to monitor Microsoft 365 applications Examine how to protect and optimize access to the Software as a Service (SaaS) application with Cisco SD-WAN Cloud OnRamp Describe and deploy Cloud OnRamp for multi-cloud, including interconnect and colocation use cases Examine Cisco SD-WAN monitoring capabilities and features with vManage and vAnalytics The Implementing Cisco SD-WAN Security and Cloud Solutions (SDWSCS) v1.0 course is an advanced training course focused on Cisco SD-WAN security and cloud services. Through a series of labs and lectures you will learn about on-box security services, including application-aware enterprise firewall, intrusion prevention, URL filtering, malware protection, and Transport Layer Security (TLS) or Secure Socket Layer (SSL) decryption. You will also learn about cloud integration with multiple cloud service providers across multiple use cases. Additionally, the course labs will allow you to configure and deploy local security services and cloud security services with the Cisco Umbrella Secure Internet Gateway (SIG), as well as integrate the Cisco SD-WAN fabric with a cloud service provider using the Cisco vManage automated workflows. The course lab environment is built using Cisco Catalyst 8000v IOS XE routers and Cisco SD-WAN 20.7 code, and it includes the integration of Cisco FirePOWER Threat Defense for network security and Cisco ThousandEyes for network monitoring. The course will allow you to earn 24 Continuing Education (CE) credits toward recertification. Course Outline Introducing Cisco SD-WAN Security Deploying On-Premises Threat Prevention Examining Content Filtering Exploring Cisco SD-WAN Dedicated Security Options Examining Cisco SASE Exploring Cisco Umbrella SIG Securing Cloud Applications with Cisco Umbrella SIG Exploring Cisco SD-Wan ThousandEyes Optimizing SaaS Applications Connecting Cisco SD-WAN to Public Cloud Examining Cloud Interconnect Solutions Exploring Cisco Cloud OnRamp for Colocation Monitoring Cisco SD-WAN Cloud and Security Solutions Additional course details: Nexus Humans Cisco SD-WAN Security and Cloud Onboarding v1.0 (SDWSCS) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Cisco SD-WAN Security and Cloud Onboarding v1.0 (SDWSCS) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 4 Days 24 CPD hours This course is intended for The primary audience for this course are as follows: Technical professionals, including system engineers, technical support personnel, channel partners, and resellers, who need to know how to deploy Cisco ASR 9000 Series routers in their network environment Overview Upon completing this course, the learner will be able to meet these overall objectives: Major features and benefits of a Cisco ASR 9000 Series router Major features and benefits of the Cisco IOS XR Software operating system Data flow through the Cisco ASR 9000 Series router Configure the Cisco ASR 9000, back out of configuration changes, and restore older versions of the configuration Install the Cisco IOS XR operating system, package information envelopes (PIEs), and software maintenance updates (SMUs) Enable multicast routing on a Cisco ASR 9000 Series router Configure Multiprotocol Label Switch-Traffic Engineering (MPLS-TE) on a Cisco ASR 9000 Series router Configure Layer 3 VPN services Configure Ethernet link bundles Configure local E-Line L2VPN Configure Ethernet over MPLS E-Line L2VPN Configure EoMPLS with pseudowire backup Configure local E-LAN L2VPN Configure link-based Ethernet operations, administration, and maintenance (E-OAM) Configure virtual private LAN service (VPLS) L2VPN Configure VPLS with Border Gateway Protocol (BGP) autodiscover Configure service-based connectivity fault management (CFM) Multiple Spanning Tree-Access Gateway (MST-AG) Configure Layer 2 multicast features Basic QoS implementation How to configure and verify network virtualization (nV) on the ASR 9000 series In this 4-day course, Cisco Aggregation Services Router 9000 Series Essentials (ASR9KE), you will learn about the features and functions of the Cisco ASR 9000 Series platforms. Through a combination of lecture and hands-on labs, you will gain an understanding of all major aspects of the platform, including hardware; software; Layer 2 and Layer 3 services; Layer 2 and Layer 3 multicast; operations, administration, and management (OAM); quality of service (QoS) features; and network virtualization. Course Outline Introduction to the Cisco ASR 9000 Aggregation Series Cisco ASR 9000 Hardware Cisco IOS XR Software Overview Cisco IOS XR Software Basics Cisco IOS XR Software Installation Cisco IOS XR Software Operations Cisco IOS XR Routing Protocols Layer 3 Multicast Cisco IOS XR MPLS Cisco IOS XR Layer 3 VPN Cisco ASR 9000 Layer 2 Architecture Cisco ASR 9000 Point-to-Point Layer 2 Services Cisco ASR 9000 Multipoint Layer 2 Services Cisco ASR 9000 Operations, Administration, and Maintenance Cisco ASR 9000 Layer 2 Multicast Cisco ASR 9000 QoS Cisco ASR 9000 Network Virtualization Additional course details: Nexus Humans Cisco ASR 9000 Aggregation Services Router Series Essentials v6.1 (ASR9KE) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Cisco ASR 9000 Aggregation Services Router Series Essentials v6.1 (ASR9KE) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This course is designed for experienced integration specialists and senior-level developers with experience in application development, messaging middleware applications, and transport protocols such as HTTP and FTP. Overview Describe the features and uses of IBM App Connect Enterprise Develop, deploy, and test message flow applications Generate message flow applications from predefined patterns Use the IBM App Connect Enterprise Toolkit problem determination aids to diagnose and solve development and runtime errors Describe the function and appropriate use of IBM App Connect Enterprise processing nodes Write basic Extended Structured Query Language and Java programs to transform data Use the IBM Graphical Data Mapping editor to transform data Define, use, and test simple XML and Data Format Description Language (DFDL) data models Describe supported transport protocols and how to call them in message flows IBM App Connect Enterprise provides connectivity and universal data transformation in heterogeneous IT environments. It enables businesses of any size to eliminate point-to-point connections and batch processing, regardless of operating system, protocol, and data format. This course teaches you how to use IBM App Connect Enterprise to develop, deploy, and support message flow applications. These applications use various messaging topologies to transport messages between service requesters and service providers, and allow the messages to be routed, transformed, and enriched during processing. In this course, you learn how to construct applications to transport and transform data. The course explores how to control the flow of data by using various processing nodes, and how to use databases and maps to transform and enrich data during processing. You also learn how to construct data models by using the Data Format Description Language (DFDL) Course Outline Introduction to IBM App Connect Enterprise Application development fundamentals Exercise: Importing and testing a message flow Creating message flow applications Exercise: Creating a message flow application Connecting to IBM MQ Exercise: Connecting to IBM MQ Controlling the flow of messages Exercise: Adding flow control to a message flow application Modeling the data Exercise: Creating a DFDL model Processing file data Exercise: Processing file data Using problem determination tools and help resources Exercise: Using problem determination tools Exercise: Implementing explicit error handling Mapping messages with the Graphical Data Mapping editor Referencing a database in a message flow application Exercise: Referencing a database in a map Using Compute nodes to transform messages Exercise: Transforming data by using the Compute and JavaCompute nodes Processing JMS, HTTP, and web service messages Preparing for production Exercise: Creating a runtime-aware message flow Additional course details: Nexus Humans WM668G IBM App Connect Enterprise V11 Application Development training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the WM668G IBM App Connect Enterprise V11 Application Development course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This course is designed for the following roles: Network designer Network engineer Systems engineer Data center engineer Consulting systems engineer Technical solutions architect Cisco integrators/partners Overview After taking this course, you should be able to: Design Cisco ACI access policies according to best practices Use fabric system settings Design Cisco ACI logical components Design the migration of IP and logical components from an existing data center to Cisco ACI Design Cisco ACI physical structure Migrate existing data center connectivity and physical components from an existing environment to Cisco ACI Design Cisco ACI external Layer 3 connectivity and Cisco ACI Layer 4-7 service insertion, including PBR-based service redirection Design the L4-L7 service insertion in single-pod Cisco ACI, by evaluating the available options and choosing the optimal connectivity flow Design L4-L7 service insertion in Cisco ACI Multi-Pod Design a transit routing solution Design service sharing using vzAny Build a migration plan for Layer 2 and Layer 3 connectivity, including L3Outs and contracts Migrate vSphere compute environment to Cisco ACI Design QoS for interpod and intersite networks Design the DHCP Relay feature, SPAN feature, Port Tracking feature, Import/Export policies, and Snapshot/Rollback feature The Designing Cisco Application Centric Infrastructure (DCACID) v1.0 is a 5-day product training course that provides you with the knowledge and skills to understand and utilize a programmable fabric design built on Cisco Nexus© 9000 Series Switches in Application-Centric Infrastructure (ACI) mode. This course is a deep dive into Cisco ACI design, covering design considerations and best practices, so you can build solid ACI solutions and avoid common mistakes that can impact the network infrastructure. With a focus on various design use cases, this course provides information that can help you practice design decisions, validate your designs, and apply best practices while using Cisco ACI in your multiservice or cloud data centers. Course Outline Designing Access Policies Using Fabric System Settings Designing Logical Components Use Case: Migration of IP and Logical Structure Designing Physical Structure Use Case: Migration of Connectivity and Physical Components Designing L3Outs and Service Insertion Use Case: Service Insertion in Single Pod Use Case: Service Insertion in Cisco ACI Multi-Pod Use Case: L3Out Transit Routing Use Case: Shared Services vzAny and Endpoint Security Groups Use Case: Migration of Layer 2 and Layer 3 Connectivity Use Case: VMware Data Center Migration to Cisco ACI Use Case: IPN and ISN QoS Use Case: DHCP Relay and SPAN Additional course details: Nexus Humans Cisco Designing Cisco Application Centric Infrastructure v1.0 (DCACID) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Cisco Designing Cisco Application Centric Infrastructure v1.0 (DCACID) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

We've all sat through far more bad presentations than good ones, but knowing what 'good' looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride. Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a high-impact, tailored and compelling case for purchase. This course will help participants: Prepare mentally and physically for stand-up presentations Use voice modulation and bullet-pointing to demand attention Avoid boring their prospects Master the do's and don'ts of PowerPoint Deal more effectively with technical hitches and prospect's interruptions Use eye contact and engagement to avoid prospects 'tuning out' Deploy best practice essentials for presenting with colleagues Steer through the toughest Q&A 1 Preparing your presentation Mindset Knowing your objective(s) Vocal warm-up techniques Assembling pre-agreed benefits Time management Room set-up Technical preparation 2 How to open your presentation Vocal energy Summary and agreement of prospect's needs How to have posture and confidence Use of humour What to do with those dreaded hands Confident v non-confident body language 3 How to get and keep people's attention Bullet pointing Linking benefits to specific, stated needs Practical exercise - formulating and delivering tailored benefits Being selective with features Third party reinforcement and case studies 'Watering the garden' eye contact technique Practical exercise - participants practise 'sharing out' eye contact to audience How to handle a prospect's negative body language Handling interruptions 4 Presenting in groups Credentialing all participants Role delineation for group presentations Edifying other participants' messages - do's and don'ts How to maintain energy when not speaking Practical exercise - good and bad practice when not speaking Teamwork in Q&A sessions How to hand over professionally 5 PowerPoint do's and don'ts Use of visual aids Good and bad PowerPoint slides How to make PowerPoint work for you Classic PowerPoint errors Avoiding and handling technical problems Good and bad flipchart practice 6 Closing and / or achieving next action steps Power of summary Good Q&A practice Handling objections Practical exercise - handling objections on one's feet Creating consensus among prospect panel What to do when prospects disagree with each other When to trial close How to close on next action steps 7 Wrap-up Key learning points from each participant Action steps to be implemented on next presentations

Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: Understand why people buy - and how that makes it easier to sell Manage the sales process better Steer their sales calls to a more positive outcome Recognise - and respond to - customer buying signals Meet and overcome objections Choose the most appropriate techniques for closing with confidence Enhance their resilience Improve their communication skills on the telephone 1 Introduction Aims and objectives Overview Self-appraisal of current skills and development areas 2 The sales approach What selling means Why selling is like nature 3 The telephone as an instrument of communication Qualities of the telephone How telephone communication differs from face-to-face Advantages and drawbacks of the telephone How to optimise selling over the telephone Communication techniques to help you stand out from the crowd 4 Creating a relationship Professional telephone etiquette Building a rapport Connecting with the customer so that they feel you are on the same wavelength 5 The structure of a sales call Opening the call - creating a positive first impression Effective questioning to gather information and establish need Identifying and presenting the features and benefits of the product or service Matching the benefits to customers' needs Recognising and responding to buying signals Anticipating, meeting and overcoming objections Closing the sale and asking for the order - different closing techniques The importance of testimonials - how to obtain them and when to use them 6 Listening skills The challenges of accurate listening How to enhance listening skills Ensuring the customer feels heard and understood through empathetic listening 7 Shaping and using a script Developing a script to increase levels of confidence Leaving the door open 8 Managing the campaign Organisation and call planning Identifying your target market group Planning who and when to call Logging constructive information 9 Personal management The importance of persistence Is there a time to back off? Stamina - optimising energy levels Bouncing back 10 Practising the new information Pulling the details together Practising in a supportive environment 11 Action planning Personal learning summary and action plan