560 Learning courses in Bradford

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

The often-used phrase, 'just the receptionist', completely misrepresents the role. An excellent receptionist is a most valuable resource for any organisation. This programme has been designed specifically to deal with the essential skills necessary to represent the organisation to the best possible effect. It will also help you get the most out of your working day. There are six key reasons to take part in this workshop. It will help you: See your role in a new light Develop your communication skills Deal with different types of customer and situation Boost your confidence Cope in a pressurised environment Get more satisfaction from your working day 1 Introduction Workshop objectives and personal objectives The challenges of 21st century communication What makes an excellent point of Reception? And why is it so important? Who and where are our customers? As a customer, how do you like to be treated? What makes people feel valued? Objective and subjective aspects of customer service 'Micro moments' that shape the relationship 2 Communication on reception Definition of communication Barriers to good communication The 'recipe' of verbal, vocal and visual aspects of communication Differences between communicating face-to-face and on the telephone Communication 'leaks' The primitive human response The impact of visual communication - body language, gesture and facial expression Voice - tone, speed, volume, pitch, clarity, inflection, pacing Words - positive words and phrases compared with negative terminology Professional greetings face-to-face Steering the conversation with effective questioning 3 Telephone excellence How we use the telephone Qualities of the telephone Non-verbal communication on the telephone - what aspects can be 'seen' by the other person? Professional telephone etiquette Taking and leaving messages - key points that can help customers, colleagues and the organisation Clarifying information 4 Listening skills for accuracy and relationship building How accurate are your listening skills? What are the challenges for accurate listening? Active / empathetic listening 5 Creating a rapport by 'style flexing' Understanding how different people communicate Shaping our message to the other person so that they feel understood How changing situations can alter communication needs 6 Confidence and assertiveness Recognising different styles of behaviour - aggressive, passive and assertive Qualities of assertive communication - verbal, vocal and visual Assertive techniques - basic, persistence, negotiation / empathetic Demonstrating confidence 7 Coping in a pressurised environment Words - the most useful ones to use with stressed people and identifying the 'red rag' words Challenging situations - what do you find difficult and how do you respond? Dealing with outbursts of anger Bringing non-stop talkers back from their tangent Constructive ways to say 'no' 8 Pulling it all together Action plans Summary of key learning points

Conflict is a word that conjures up many emotions. It is something that most people would prefer to avoid, if possible. Work can be an emotive place. Positive relationships can make your life at work exciting, motivating and challenging, whilst relationships that do not hold value to you could make your life very difficult and stressful, especially if there is conflict between you and your manager. This course is essential for people who want to understand where conflict can be used to positive effect and how to manage conflict in your working relationships and see it as something positive that can stimulate the environment. Research has shown that relationships at work are an extremely high motivational factor, and for a lot of people it has a higher importance that salary! Therefore, it is essential that we invest in relationships and search out new ways to make them better in order to have a more positive influence on our surroundings. By understanding why other people are in conflict we can manage the conversation a lot better, with outcomes managed more effectively so the 'conflict' will add value to the organisation. This participative event will cover a wide variety of exercises and personal stories, and leave course participants with a clear strategy to identify when they are in conflict with someone and how they will structure their approach to get to a satisfactory outcome. This is a workshop that targets anyone where conflict needs to be managed and cannot seem to resolve it, whether internally or externally. At the end of the day, participants will: Know their key relationships and the strength of those relationships Complete the Strengths Deployment Inventory (SDI) to identify where you deploy your strengths Understand what is important to you and your key stakeholders Know how motivational value systems can influence behaviour Tailor your communication style to match that of your opposite party Know conflict strategies to resolve conflict in others Learn to be more assertive when challenging Achieve key personal, departmental and organisational objectives 1 Where are you now? How effective are your current working relationships? Can I work effectively without the input from others? Who do you need to be a success? 2 The Strengths Deployment Inventory (SDI) Completion of the SDI questionnaire An understanding of the theory A 'trip around the triangle' Predicting relationship interaction Your scores and what they mean in your relationships 3 Conflict theory What is conflict? The 3 flags of conflict What are your conflict triggers? Your conflict scores plotted The conflict sequence 4 Conflict resolution strategies Early warning signs Most productive behaviours Least productive behaviours Preventable / unwarranted conflict Review of the dynamic triangle Review of the day, personal learning and action planning

It is essential that those charged with responsibility for credit control and debt recovery have a full appreciation of the relevant law: no-one can negotiate effectively to recover a debt if they don't understand the ultimate sanctions they can apply. This programme is designed to give them a practical, up-to-date understanding of the law as it applies to your particular organisation. This course will help ensure that participants: Understand the relevant laws Know how and when to invoke legal processes Avoid legal pitfalls in debt collection negotiations Specific, practical learning points include: Definition of 'harassment' How to set up an in-house collection identity Whether cheques in 'full and final settlement' are binding The best steps to trace a 'gone away'... and many, many more. 1 Data protection and debt recovery There are a whole range of things which can be checked on members of the public and which are not affected by the restraints of the Data Protection Act. These will be explained in simple, clear terms so that staff can use this information immediately. 2 County Court suing The expert trainer will show how to sue for money owed, obtain judgment and commence enforcement action without leaving your desk. This module is aimed at showing how to make the Courts work for you instead of the other way around! 3 Enforcement of judgments There are many people who have a County Court Judgment (CCJ) against their debtor but who still remain unpaid. This session explains each of the enforcement methods and how to use them to best effect. Enforcement methods covered include: Warrant of Execution Using the sheriff (now known as High Court Enforcement Officers) Attachment of earnings Third Party Debt Orders Charging Orders (over property and goods) Winding-up companies and making individuals bankrupt 4 Office of Fair Trading rules on debt recovery Surprisingly few people are aware of the Office of Fair Trading rules on debt recovery and many of those that do know think they don't apply to them - but they do. Make sure you know what you need to! 5 New methods to trace elusive, absentee and 'gone away' debtors Why write the money off when you can trace the debtor and collect the money you are owed? 6 Credit checking of new and existing customers It makes sense to credit check would-be, new and existing customers to evaluate the likelihood of payment delays or perhaps not being paid at all. This session shows a range of credit checking steps, many of which can be done completely free of charge, including a sample credit application/ account opening form. 7 Late Payment of Commercial Debts Regulations Do your staff understand this legislation and how to use it to make people pay quicker than ever before? The trainer shows how. 8 The Enterprise Act The Enterprise Act made some startling changes to corporate and personal insolvency. What are the implications for credit control and debt recovery within your organisation?

In today's fast-moving competitive environment, sales are often made or lost on the strength of a telephone conversation or a brief email. This means that not only is customer service everyone's responsibility - so is sales. Customer service staff are failing the customer if they don't think about sales. And sales staff are failing customers if they don't think about service. And anyone failing a customer is failing both themselves and their employer. Too often, customer service staff feel neither capable nor empowered to recognise or capitalise upon a sales opportunity. Too often, sales people pursue the short-term opportunity at the expense of the bigger picture. The good news is - it doesn't have to be this way! Sales and customer service skills can be acquired, developed and polished just like any other skill. This tried-and-tested programme shows you how to do it. As a result of this course, participants will be able to: Take control of a customer conversation, with confidence Refresh and polish their customer service and sales performance Recognise and develop a sales opportunity Engage the customer and build rapport Identify a customer's needs Match the customer's needs to the organisation's products or services Handle objections confidently Ask for the order At the end of the workshop each participant will have developed their own action plan for developing and using their skills in the workplace. 1 Introduction Course overview, objectives and introductions 2 Serving or selling? Feelings and attitudes - How we can affect the outcome by our feelings and behaviour What is selling? - Selling is helping people to buy, identifying the opportunities that exist within the conversation to develop the customer's interest in our products or services 3 Developing the right skills Communication- The impact of body language, voice tone and words- How to make the best impression on the customer and create a 'buying environment' Rapport-building- What makes a good working relationship?- What do customers look for when they call us?- How can we match their expectations in terms of our own interpersonal skills? Relating to different types of people by identifying and matching their communication style on the telephone 4 Making it easy for the customer Starting it right- Opening the conversation positively- Building rapport- How to develop interest in our products or services Gaining and clarifying information- Questioning skills and questioning style- What do we need to know from the customer?- How can we use that information in the conversation? Active listening- The most under-rated skill of all- Picking up on the 'Golden Moments' when a customer shows they may be interested Presenting information confidently- Knowing the benefits of our products or services- How to tell the customer what they need to know in order to enable them to buy Closing on a positive note- When and how to ask for commitment Dealing with the customer's objections and concerns in a positive manner 5 Course summary and action plans Review of main learning points Presentation of personal action plans

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

The work of a technical team is invariably challenging and often unpredictable. Definition of the work can be problematic, timescales can be hard to estimate and the right technical approach difficult to select. Staff involved in this type of work usually have very high levels of specialist knowledge in their field and have high expectations of those who lead them. In addition to the challenges of the work, the team leader often has to balance the need for professional excellence with financial and commercial considerations and to ensure that team goals are realistic by being an effective negotiator with other project and senior managers. These characteristics make technical team leadership a demanding and complex activity. This programme aims to help participants develop the skills needed to become an effective technical team leader. The objectives of this programme are to help participants: understand the significance of leadership skills and their impact on team performance review the key skills needed to be an effective, 'multi-dimensional' team leader and learn how to develop, adapt and apply them in practice learn how to identify the preferred leadership style for the context and organisational culture and how to develop personal style versatility understand the role of the project leader in building an effective team and the skills required to promote and sustain team performance gain a better understanding of the interpersonal skills needed to motivate individual team members and harness the full potential of the team DAY ONE 1 Technical teams and leadership What is a leader? How much can leadership be learned? The team environment and the impact of leadership skills The characteristics of high performance teams and their leaders Some useful models and theories of leadership explored Types of leadership; choosing how to use leadership power Evaluating personal leadership style; how to develop style flexibility 2 Essential skills for team leaders 3 key dimensions of effective leadership: inwards, outwards and upwards Developing and promoting a 'team vision': strategic thinking skills The vital role of communication skills and how to develop them Understanding others; emotional intelligence skills Being a visible leader; behavioural and influencing skills Building effective relationships; the importance of trust and respect DAY TWO 3 Leading inwards to build the team The role of leadership in developing team performance Understanding individuals in the team; recognising team role preferences Managing conflict and promoting positive team dynamics Setting standards, maintaining discipline and rewarding performance Harnessing team potential: building motivation within the team Promoting team learning; the team leader as coach / mentor 4 Leading outwards and upwards to support the team Negotiating realistic team goals; effective influencing skills Gaining empowerment and support from the key stakeholders Leading upwards: knowing when and how to take the initiative Building team credibility within the organisation; helping the team deliver Becoming an effective team player in leadership teams Building and maintaining rapport with influential stakeholders

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

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans