1184 Listening courses in Cardiff delivered Online

Motivational Interview: Motivation course Have you dreamed to be a motivational individual to bring some positive change in society? Is so, the you can try out our effective motivational interviewing course to do so. The motivational interviewing course delves into techniques for facilitating behavioral change through empathetic communication. Key components of this motivational interviewing course includes understanding ambivalence and fostering intrinsic motivation. Also, the motivational interviewing course guiding individuals towards their goals. Participants of this motivational interviewing course learn active listening, open-ended questioning, and reflective listening skills. Through case studies and role-playing, the motivational interviewing course students practice applying motivational interviewing principles in various contexts. For enhancing the ability to support clients, patients, or colleagues in making sustainable positive changes in their lives or behaviors, you can take this motivational interviewing course training! Special Offers of this Motivation: Motivational Interviewing Course This Motivation: Motivational Interviewing Course includes a FREE PDF Certificate. Lifetime access to this Motivation: Motivational Interviewing Course Instant access to this Motivation: Motivational Interviewing Course Get FREE Tutor Support to this Motivation: Motivational Interviewing Course [ Note: Free PDF certificate as soon as completing the Motivational Interview: Motivation course] Motivational Interview: Motivation course Unlock the power of motivation with our Motivational Interview course! Enhance your skills to ignite motivation, sustain motivation, and inspire motivation in your clients. Master techniques that boost motivation and transform lives. Enroll now to become a motivation expert and drive motivation like never before. Motivation starts here! Who is this course for? Motivational Interview: Motivation course If you want to change or develop a positive habit for yourself or others, you can take our motivational interviewing course. Requirements Motivational Interview: Motivation course To enrol in this Motivational Interview Course, students must fulfil the following requirements: Motivation: Good Command over English language is mandatory to enrol in our Motivational Interview Course. Motivation: Be energetic and self-motivated to complete our Motivational Interview Course. Motivation: Basic computer Skill is required to complete our Motivational Interview Course. Motivation: If you want to enrol in our Motivational Interview Course, you must be at least 15 years old. Career path Motivational Interview: Motivation course Through motivational interviewing course, you may land a well-paying job in a reputable field.

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: Negotiate from a position of partnership, not competition Deal more effectively and profitably with price objections Identify and practise successful sales negotiating skills Identify strengths and weaknesses as a sales negotiator Understand different types of buyer behaviour Learn to recognise negotiating tactics and stances Apply a new and proven structure to their business negotiations Identify and adapt for different behavioural styles Be alert to unconscious (non-verbal) communication Prepare and present a proposal at a final business negotiation stage Project confidence and exercise assertiveness in all sales negotiations 1 Planning for successful business negotiations This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: What kind of a negotiator are you? Negotiation skills self-assessment and best practice How to establish roles and responsibilities for both parties How to identify and set objectives for both buyer and seller How to research and establish the other person's position (business negotiation stance) 2 How to structure your negotiations This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: Learn and apply a formal structure to use when negotiating How to establish short- and longer-term objectives and opportunities How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations Understanding of basic legal and organisational requirements 3 Verbal negotiation skills This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions How best to propose and suggest ideas, using drawing-out skills 4 Non-verbal negotiation skills This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: Gaining rapport and influencing unconsciously Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) Recognising that business negotiations are precisely structured and agreements gained incrementally 5 Proposing and 'packaging' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: How to identify the key variables that can be negotiated The power and use of 'authority' within your negotiations How to structure and present your proposal, ideas or quotation to best effect The importance of when and how to identify and influence buyer's objections 6 Dealing with price This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: The three reasons that people will pay your asking price How to set price in a competitive market The key differences between selling and negotiating Ten ways to present price more effectively and persuasively 7 Getting to 'Yes': tactics and strategies There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: How to negotiate price and reduce discounting early in the process How to recognise negotiating tactics and strategies in your customer or supplier Key strategies, techniques and tactics to use in negotiation The importance of follow-through and watching the details How to deal with stalled business negotiations or competitor 'lock-out' 8 Case studies and review This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: Case studies Question and answer Planning worksheet Negotiation 'toolkit' and check-list 9 Personal action plans Session highlights: Identify the most important personal learning points from the programme Highlight specific actions and goals Flag topics for future personal development and improvement

English for Academic Purposes: English for Academic Purposes Would you like to enhance your critical thinking and research skills to gather, evaluate, and synthesise information from various sources? Then join our level 2 certificate in English for Academic Purposes course now! This level 2 certificate in English for Academic Purposes course explains how to create engaging discussion and writing skills. Additionally, this level 2 certificate in English for Academic Purposes course aims to create the value of reacting and actively listening. Through this level 2 certificate in English for Academic Purposes course, you will study the system for reading information, the goal of reading, and the correct meaning. Moreover, this level 2 certificate in English for Academic Purposes course covers correct speech and communication. If you want to learn advanced grammar and a broad range of vocabulary accurately in both written and spoken English, participate in our comprehensive level 2 certificate in English for Academic Purposes course quickly! Learning outcome of level 2 certificate in english for academic purposes course This level 2 certificate in english for academic purposes course helps to understand: How to make an interactive discussion. Also, this level 2 certificate in english for academic purposes course explains the importance of active listening and responding. Through this level 2 certificate in english for academic purposes course, you will learn the system for reading information, purpose of reading, and proper meaning. How to speak and communicate properly is included in this level 2 certificate in english for academic purposes lesson. You will learn to write fluently and accurately with this level 2 certificate in english for academic purposes course. Special Offers of this english for academic purposes Course This English for Academic Purposes Course includes a FREE PDF Certificate. Lifetime access to this English for Academic Purposes Course Instant access to this English for Academic Purposes Course Get FREE Tutor Support to this English for Academic Purposes Course English for Academic Purposes: English for Academic Purposes Elevate your academic journey with our Level 2 Certificate in English: English for Academic Purposes course! This comprehensive English: English course hones your discussion and writing skills, making your academic interactions engaging and impactful. Learn the value of active listening and effective reactions through our English: English curriculum. Master the system for reading information, understanding the goal of reading, and grasping the correct meanings with our English: English guidance. Additionally, refine your speech and communication skills with our English: English training. Enroll in our Level 2 Certificate in English: English for Academic Purposes course today and excel in your academic pursuits! Who is this course for? English for Academic Purposes: English for Academic Purposes Anyone, including students, beginners, or professionals, can take our level 2 certificate in english for academic purposes course. Requirements English for Academic Purposes: English for Academic Purposes To enrol in this English for Academic Purposes Course, students must fulfil the following requirements. To join in our English for Academic Purposes Course, you must have a strong command of the English language. To successfully complete our English for Academic Purposes Course, you must be vivacious and self driven. To complete our English for Academic Purposes Course, you must have a basic understanding of computers. A minimum age limit of 15 is required to enrol in this English for Academic Purposes Course. Career path English for Academic Purposes: English for Academic Purposes Your career is going to flourish with the support of this level 2 certificate in english for academic purposes course.

English for Academic Purposes: English for Academic Purposes Would you like to enhance your critical thinking and research skills to gather, evaluate, and synthesise information from various sources? Then join our level 2 certificate in English for Academic Purposes course now! This level 2 certificate in English for Academic Purposes course explains how to create engaging discussion and writing skills. Additionally, this level 2 certificate in English for Academic Purposes course aims to create the value of reacting and actively listening. Through this level 2 certificate in English for Academic Purposes course, you will study the system for reading information, the goal of reading, and the correct meaning. Moreover, this level 2 certificate in English for Academic Purposes course covers correct speech and communication. If you want to learn advanced grammar and a broad range of vocabulary accurately in both written and spoken English, participate in our comprehensive level 2 certificate in English for Academic Purposes course quickly! Learning outcome of level 2 certificate in english for academic purposes course This level 2 certificate in english for academic purposes course helps to understand: How to make an interactive discussion. Also, this level 2 certificate in english for academic purposes course explains the importance of active listening and responding. Through this level 2 certificate in english for academic purposes course, you will learn the system for reading information, purpose of reading, and proper meaning. How to speak and communicate properly is included in this level 2 certificate in english for academic purposes lesson. You will learn to write fluently and accurately with this level 2 certificate in english for academic purposes course. Special Offers of this english for academic purposes Course This English for Academic Purposes Course includes a FREE PDF Certificate. Lifetime access to this English for Academic Purposes Course Instant access to this English for Academic Purposes Course Get FREE Tutor Support to this English for Academic Purposes Course English for Academic Purposes: English for Academic Purposes Elevate your academic journey with our Level 2 Certificate in English: English for Academic Purposes course! This comprehensive English: English course hones your discussion and writing skills, making your academic interactions engaging and impactful. Learn the value of active listening and effective reactions through our English: English curriculum. Master the system for reading information, understanding the goal of reading, and grasping the correct meanings with our English: English guidance. Additionally, refine your speech and communication skills with our English: English training. Enroll in our Level 2 Certificate in English: English for Academic Purposes course today and excel in your academic pursuits! Who is this course for? English for Academic Purposes: English for Academic Purposes Anyone, including students, beginners, or professionals, can take our level 2 certificate in english for academic purposes course. Requirements English for Academic Purposes: English for Academic Purposes To enrol in this English for Academic Purposes Course, students must fulfil the following requirements. To join in our English for Academic Purposes Course, you must have a strong command of the English language. To successfully complete our English for Academic Purposes Course, you must be vivacious and self driven. To complete our English for Academic Purposes Course, you must have a basic understanding of computers. A minimum age limit of 15 is required to enrol in this English for Academic Purposes Course. Career path English for Academic Purposes: English for Academic Purposes Your career is going to flourish with the support of this level 2 certificate in english for academic purposes course.

Course Overview: The demand for skilled professionals in education and training has soared, with a projected growth rate of 5% annually in the next decade. This Focus Awards Level 3 Award in Education and Training (RQF) course provides an unparalleled opportunity to confidently excel in your teaching skills, ensuring you positively impact learners of all ages.This course is tailored to equip learners with the comprehensive knowledge and skills necessary to excel in this dynamic field. With an emphasis on understanding roles, responsibilities, and relationships in education, alongside inclusive teaching methodologies and assessment strategies, this course stands as a cornerstone for those aspiring to make a significant impact in the educational sector.Enrol now to transform your career and make a lasting impact in education and training! Key Features of the Course: Level 3 Award in Education and Training(Regulated qualification) 24/7 Learning Assistance Interesting Learning Materials Who is This Course For? This Focus Awards Level 3 Award in Education and Training (RQF) course is ideal for individuals passionate about teaching and training, regardless of their prior experience. Whether you are looking to kickstart your career as an educator, transition into a new role within the education sector, or enhance your existing teaching skills, this course provides the foundation you need to succeed. What You Will Learn: Throughout this course, you will delve into a wide range of essential topics and modules. Starting with an induction form, you will progress through units such as understanding roles, responsibilities, and relationships in education and training. You will explore legislation, regulatory requirements, and codes of practice, promoting equality, valuing diversity, and promoting appropriate behaviour and respect for others. Furthermore, you will gain insights into learner needs and points of referral, identifying inequality, promoting inclusion, and understanding safeguarding, preventing duty, and British values. The course also covers micro-teaching, inclusive teaching and learning approaches, theories of learning, communication skills, assessment methods, involving learners in the assessment process, and much more. Why Enrol in This Course: By enrolling in the Focus Awards Level 3 Award in Education and Training, you gain access to a top-reviewed course that has been recently updated to meet the latest industry standards. This course is aligned with current educational trends and equips you with the valuable skills and knowledge required to excel in the field. Requirements: No specific prior qualifications or experience are necessary to undertake this Focus Awards Level 3 Award in Education and Training (RQF) course. However, a strong command of the English language, both written and verbal, is essential to benefit from the course content fully. Career Path: Upon completing this Focus Awards Level 3 Award in Education and Training (RQF) course, you will be well-prepared for various rewarding career paths within the education sector. Some potential professions include: Teaching Assistant, £17,000 - £24,000 per annum Adult Education Tutor, £23,000 - £35,000 per annum Private Tutor - Average UK Salary: £20 - £40 per hour Training Coordinator £22,000 - £30,000 per annum Learning and Development Officer- £25,000 - £40,000 per annum Further Education Lecturer- £24,000 - £40,000 per annum Assessor - Average UK Salary- £18,000 - £30,000 per annum Certification: Upon completing the Focus Awards Level 3 Award in Education and Training (RQF) course, you will receive a CPD certificate, demonstrating your commitment to continuous professional development and enhancing your employability in the education sector. Course Curriculum 35 sections • 110 lectures • 08:48:00 total length •Getting Started AET: 00:00:00 •Application Form: 00:00:00 •Induction Form: 00:00:00 •Registration Entry Form: 00:00:00 •Assignment Preparation Guideline: 00:00:00 •Beginners Guide to Referencing: 00:00:00 •Self-Assessment Grid - Understanding Roles, Responsibilities and Relationships in Education and Training: 00:00:00 •Guidance For Achieving the Unit - Understanding Roles, Responsibilities and Relationships in Education and Training: 00:15:00 •An introduction to the Level 3 Award in Education and Training: 00:30:00 •Teaching Roles, Responsibilities, Relationships and Boundaries in Education and Training: 00:30:00 •Legislation, Regulatory Requirements and Codes of Practice: 00:15:00 •Promoting Equality and Valuing Diversity: 00:25:00 •Promoting Appropriate Behaviour and Respect for Others: 00:20:00 •Learner Needs and Points of Referral: 00:30:00 •Table of Examples of Teaching Roles and Responsibilities: 00:10:00 •Table of Example Boundaries of Teaching: 00:10:00 •The Teaching, Learning and Assessment Cycle: 00:10:00 •Table of Potential Learner Needs and Points of Referral: 00:10:00 •Identifying Inequality: 00:05:00 •Learner Differences: 00:05:00 •Ways to Promote and Advance Equality: 00:15:00 •Ways to Promote Inclusion: 00:10:00 •Safeguarding, Prevent Duty and British Values: 00:20:00 •Tips for Teachers and Trainers: 00:15:00 •Equality and Diversity - Glossary of Terms: 00:25:00 •Teaching, Learning and Assessment Checklist: 00:20:00 •Advancing Equality and Diversity Checklist: 00:20:00 •Pre-Course Assessment Form: 00:00:00 •Action Plan Template for Achievement of The Award: 00:00:00 •Course Evaluation Form: 00:00:00 •Beginner's Guide to Referencing: 00:25:00 •Verbs Used in The Award's Assessment Criteria with Their Meanings: 00:05:00 •Glossary of Educational Terms: 00:25:00 •Educational Abbreviations and Acronyms: 00:15:00 •An introduction to the Level 3 Award in Education and Training: 00:30:00 •Teaching Roles, Responsibilities, Relationships and Boundaries in Education and Training: 00:30:00 •Legislation, Regulatory Requirements and Codes of Practice: 00:30:00 •Promoting Equality and Valuing Diversity: 00:30:00 •Promoting Appropriate Behaviour and Respect: 00:30:00 •Learner Needs and Points of Referral: 00:30:00 •Award in Education and Training Level 3 Workshop Objectives: 00:16:00 •Understanding Roles, Responsibilities and Relationships in Education and Training: 01:38:00 •Self-Assessment Grid - Understanding and Using Inclusive Teaching and Learning Approaches in Education and Training: 00:00:00 •Guidance For Achieving the Unit - Understanding and Using Inclusive Teaching and Learning Approaches in Education and Training: 00:25:00 •Micro Teaching: 00:00:00 •Detailed Guide to Micro-Teaching Session: 00:00:00 •Inclusive Teaching and Learning: 00:30:00 •Teaching, Learning and Assessment Approaches: 00:30:00 •Providing Opportunities for English, Maths, ICT and Wider Skills: 00:30:00 •Theories of Learning: 00:25:00 •Communication: 00:25:00 •Induction, Icebreakers and Ground Rules: 00:30:00 •Creating a Scheme of Work: 00:30:00 •Creating a Session Plan: 00:30:00 •Self-Evaluation and Continuing Professional Development: 00:20:00 •Table of Resources Which Could Be Used for Teaching, Learning and Assessment: 00:05:00 •Table of Teaching and Learning Approaches and Activities: 00:25:00 •Table of Objectives: 00:05:00 •The Environment - Examples of Physical, Social and Learning Aspects: 00:05:00 •Template - Induction Checklist: 00:00:00 •Template - Icebreaker - Bingo: 00:00:00 •Template - Icebreaker - Getting to Know You: 00:00:00 •Template - Rationale for a Scheme of Work: 00:00:00 •Completed Example of a Rationale for a Scheme of Work: 00:15:00 •Template - Scheme of Work: 00:00:00 •Completed Example of a Scheme of Work: 00:05:00 •Template - Session Plan: 00:00:00 •Completed Example of a Session Plan: 00:10:00 •Template - Personal Development Plan: 00:00:00 •Completed Example of a Personal Development Plan: 00:05:00 •Template - Continuing Professional Development (CPD) Record: 00:00:00 •Completed Example of a Continuing Professional Development (CPD) Record: 00:05:00 •Template - Reflective Learning Journal: 00:00:00 •Completed Example of a Reflective Learning Journal: 00:10:00 •Template - Summary and Action Plan: 00:00:00 •Completed Example of a Summary and Action Plan: 00:05:00 •Verbal, Listening, Non-Verbal and Written Communication Skills Checklist: 00:15:00 •Inclusive Teaching and Learning: 00:45:00 •Teaching, Learning and Assessment Approaches: 00:45:00 •Providing opportunities for English, Maths, ICT and Wider Skills: 00:45:00 •Theories of Learning: 00:45:00 •Communication: 00:30:00 •Induction, Icebreakers and Ground Rules: 00:35:00 •Creating a Scheme of Work: 00:45:00 •Devising an Inclusive Teaching and Learning Plan (Session Plan): 00:45:00 •Self-Evaluation and Continuing Professional Development: 00:45:00 •Understanding and Using Inclusive Teaching and Learning Approaches in Education and Training: 01:41:00 •Self-Assessment Grid - Understanding Assessment in Education and Training: 00:00:00 •Guidance For Achieving The Unit - Understanding Assessment in Education and Training: 00:10:00 •Assessment Types: 00:10:00 •Assessment Methods: 00:05:00 •Involving Learners and Others in the Assessment Process: 00:12:00 •Making Assessment Decisions and Providing Feedback: 00:35:00 •Record Keeping: 00:20:00 •Table of Assessment Methods, Approaches and Activities: 00:10:00 •Table of Assessment Types: 00:15:00 •Table of Advantages and Limitations of Peer and Self Assessment: 00:10:00 •Table of Example Teaching Records: 00:10:00 •Assessor Roles and Responsibilities: 00:05:00 •A Full Set of Assessment Record Templates: 00:00:00 •Completed Example of A Full Set of Assessment Records: 00:25:00 •Assessment Types: 00:45:00 •Assessment Methods: 00:35:00 •Involving Learners and Others in the Assessment Process: 00:45:00 •Making Assessment Decisions and Providing Feedback: 00:45:00 •Record Keeping: 00:30:00 •Understanding Assessment in Education and Training: 00:31:00 •Assignments: 00:00:00 •Resubmission: 00:00:00 •Submit Your Assignments: 00:00:00

This course will show you why Hadoop is one of the best tools to work with big data. With the help of some real-world data sets, you will learn how to use Hadoop and its distributed technologies, such as Spark, Flink, Pig, and Flume, to store, analyze, and scale big data.

Want to speak with confidence, connect with others easily, and express your thoughts clearly? This Complete Communication Skills Master Class is your guide to doing just that. Whether you’re talking in meetings, speaking on stage, or making new friends, this course helps you master the art of clear and effective communication. Learning Outcomes Understand what makes communication effective Learn to talk to anyone with ease Master the art of storytelling Improve your public speaking skills Build influence and connect with others Who is this for? This course is for anyone who wants to become a better speaker in everyday life, at work, or on stage. Whether you are a student, job seeker, manager, business owner, or simply someone who wants to connect better with others, this course is made for you. You don’t need any special skills or background—just the desire to learn and grow. Career path Completing this course can open doors to roles that require strong speaking and listening skills. You'll feel more confident in interviews, workplace discussions, meetings, and public events. Better communication helps in almost every job. Prerequisites No previous experience is needed. This course is open to learners of all levels. You just need a willingness to learn, a good internet connection, and basic English reading and listening skills.capabilities. Certification Upon completion of the course and passing the final assessment, you can obtain a PDF certificate for £9.99. Hard copy certificates are available for an additional £15.99. Disclaimer: This is an online course with pre-recorded sessions. Course access will be granted within 24 hours of enrollment. (Learn more about this online course)

Unlock a transformative approach to sustainable weight management with my Hypnotherapy for Weight Management Masterclass. Designed for Hypnotherapy professionals and wellness enthusiasts, this masterclass provides actionable insights into breaking the cycle of dieting and embracing natural, lasting change.

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

Unlock the power of effective negotiation. Gain essential skills to navigate complex deals, build lasting partnerships, and achieve optimal outcomes. Course overview Duration: 1 day (6.5 hours) This course is designed for those who need to understand and be able to use essential negotiation skills to make them more effective in their role. Externally you maybe negotiating with suppliers, customers, regulatory authorities and other organisations. Internally you will be negotiating with stakeholders, colleagues, and team members which could be for resources, time, budget or facilities. Being able to negotiate agreements that are acceptable to all parties requires skill and is essential to maintain healthy, functional relationships. This will be a facilitated workshop designed to be flexible to achieve the desired outcome. We will achieve the objectives through a mixture of facilitated discussion, interactive exercises designed to give insight and facilitator input. During the day we will deal with the stages of a negotiation from preparation to closing. Individuals will get the opportunity to practice the skills needed to create win-win outcomes through a number of generic but realistic scenarios. Objectives By the end of the course you will be able to: State the principles of effective negotiation Prepare effectively for different types of negotiation Set negotiation objectives and identify what can be ‘traded’ Explain how assertiveness and influencing skills can affect outcomes Deploy appropriate strategies and tactics to achieve the best results Use different techniques to deal with difficult customers and difficult situations Content Influencing Seek first to understand, and then be understood The importance of understanding the other party’s position and how to do it The power of non-verbal communication Dealing with difficult customers and difficult situations whilst maintaining a positive relationship How to approach negotiations Identifying potential negotiations and preparing for potential outcomes Aiming for results which deliver win/win outcomes Developing a win/win mindset and behaviours Rights and responsibilities of negotiators Setting Negotiation Objectives Clarifying essential, desirable and ideal objectives Assessing the most favoured, realistic target and walk away positions The Negotiation Process The importance of preparation Creating an opening proposal Where to pitch the opening proposal Bargaining/Trading - Gaining Momentum Knowing your parameters – what can be traded? Choosing a strategy and tactics Dealing with questionable tactics and ploys Building rapport – the communication process Asking the right questions and active listening Being assertive, demanding your rights and ensuring you meet your responsibilities Closing Techniques Trial and actual closing techniques Signalling Summarising and documenting the agreement Follow up and implementation of the deal