25527 Management courses delivered Online

Are your sales people too stressed, running on adrenalin, perhaps driving towards burnout, struggling to reach targets? Wouldn't you rather they delivered consistently good performance, sustainable over longer periods of time, with less stress (for both them and you)? This uniquely empowering workshop will help your team develop naturally high levels of focus, energy and motivation. They will attain a sense of grounded euphoria, giving them a very distinct and ethical edge in selling. A one-day programme, it gives salespeople an introduction to the 'Natural Superheroes' concepts and resources, tools and techniques, to help them improve their sales performance - realising greater sales potential, developing deeper and more profitable client relationships, winning more business. Through this experience, sales teams gain: Information about profiling clients to instantly understand more about their deepest drives and true needs so they can be genuinely met and, where possible, exceeded Insights into deep, honest and very 'real' reasons for sales procrastination - participants are given specific workable strategies they can easily apply to overcome sales resistance, by tapping their natural motivational styles An understanding of communicating at the very highest levels with different people so they truly understand your sales message and have a significantly more positive sales experience A realisation of their very specific natural sales talents as individuals and as a team A deeper level of experience and understanding of what specifically drives their own behaviour and the behaviour of their clients - these unique insights explain not only how but exactly why people behave the way they do An experience of what it takes to be unshakeable under pressure and manage the sales processes and relationships to a positive outcome for all Brand-new insights into working with and handling difficult people across all levels of authority An understanding of the pitfalls and the psychological traps we set ourselves which cause unnecessary stress, anxiety and frustration on a daily basis and, in turn, limit our sales performance Access to very simple and practical tools that massively increase self-awareness, engender accountability and responsibility and develop emotional sales mastery 1 Introducing 'Natural Superheroes' for sales What is a 'Natural Superhero'? Defining emotional intelligence in the context of sales and why it is so important Knowing yourself - why most people don't know themselves at all and how we can understand exactly what drives our behaviour for the purpose of improving sales performance specifically Knowing exactly why others, and specifically clients and team members, behave the way they do - understanding the real motives behind people's good and bad behaviour in a sales meeting Simple steps to freeing yourself of any anxiety, pressure and false sense of limitation when selling Being yourself in sales - why this is not as easy as it sounds but how you can make it effortless How to take control of achieving the sales performance you really need and want for yourself and others Strategies that raise your self-awareness, increase an authentic and sustainable sense of self-confidence, in difficult situations and in moments of crisis 2 Understanding yourself, your team members and your customers - using the Enneagram Introducing the Enneagram and why it is so valuable to sales people and their clients Exploring the 9 types of motivational drives and why people have different reasons for buying from you Core types and wings - understanding the influence of other motivations either side of the core Enneagram type How to confirm the profile of your client - using celebrities from the world of politics, cinema, sports - we explore how to identify each type - what are their core drives, why have they arisen and how can we use these insights to help you in improving your sales performance The 3 levels of behaviour within your personal profile and that of your clients Lookalike Enneagram types - mistaken identities - how to avoid these traps when profiling your clients and your team How to communicate effectively in a sales environment with each of the different Enneagram types - communication strategies for positive impact on morale, performance and, ultimately, sales results How to interpret and make use of the results of your online personal profile - participants complete an online profile before the event and have the opportunity to analyse their results with a view to improving their sales performance How sales teams sabotage their own performance and that of other people within the team - and how to stop it Uncovering your particular edge in a sales role - what unconsciously trips you up as a sales person? How the Enneagram helps us in sustaining a truly great sales performance over time 3 Why positive thinking alone doesn't work in sales Why 'PMA' does not stand for positive mental attitude when selling - learn its alternative meaning that can serve you even more effectively in a sales role 3 steps and exercises that naturally increase PMA The value of making unconscious thinking conscious and how to do this without any pain or discomfort in a sales meeting Why each Enneagram type has a different experience of PMA in terms of their outward behaviour and how to know when you are maximising your sales performance 4 Measuring success How to measure the development of your individual profile as a sales person Development planning and review Into the future - how to continue your Natural Superhero development

This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won't commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting 'face time' can be tricky. This practical workshop can help. Participants will acquire essential tools, skills and methods; discuss specific organisational issues; and identify areas for improvement. They will discover how to: Increase their effectiveness through proper preparation Construct attention-grabbing opening statements Help potential clients feel comfortable agreeing to a meeting Develop tactics for responding to difficult excuses and objections Stress the benefits of a face-to-face consultation Develop and enhance their questioning and listening skills Prevent customers cancelling booked appointments 1 Introduction to appointment setting Key trends that have changed the way people buy today - and will buy tomorrow Why many sales people avoid picking up the phone The difference that makes a difference - what makes a good appointment-maker? 2 Before you pick up the telephone It all starts with a plan... Who and what to focus our attention How much research should we undertake and why? Setting primary and secondary objectives 3 Making your approach Key considerations Every call is an opportunity - creating a positive mind-set Using a structured approach Using partnership language 4 Gaining an insight into the customer's needs How to quickly 'tune in' to your customers, so that you can serve them more easily Developing speech patterns that put customers at their ease Using effective questioning and listening skills Finding and building pain points 5 Dealing with excuses and objections Pre-empting potential excuses Developing techniques for responding to client objections Keeping the door open for future contact 6 Securing the appointment Selling the benefits of a consultancy meeting Techniques for avoiding cancelled appointments Gaining commitment 7 Action plans Course summary and presentation of action plans

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

A workshop on the art of switching off and letting go, and why it's important that you do.

Duration 1 Days 6 CPD hours This course is intended for Individuals taking this course are business professionals seeking to develop or increase their emotional intelligence. Overview In this course, you will explore the concept of emotional intelligence. You will: Identify the components of emotional intelligence and recognize how emotional intelligence benefits organizations. Assess and develop your personal emotional intelligence competencies. Assess and develop your social emotional intelligence competencies. Practice emotional intelligence in common workplace scenarios. It was once believed that intelligence was the metric that would determine a person's success in the workplace. Intelligence matters because it contributes to your ability to do your job. But intelligence is not the best indicator of whether or not you'll succeed. Your ability to understand and manage your own emotions, and get along well with others, has at least as much impact on your performance and effectiveness as intelligence. In this course, you'll explore strategies to increase your awareness of your emotions, develop your ability to manage your emotions, and improve your social skills. Recognizing the Benefits of Emotional Intelligence Define Emotional Intelligence Recognize EQ's Impact on Work Experience Increasing Your Personal Emotional Intelligence in the Workplace Develop Your Level of Self-Awareness Develop Your Self-Regulation Skills Develop Your Motivation Increasing Your Social Emotional Intelligence in the Workplace Develop Your Empathy Develop Your Social Skills Practicing Emotional Intelligence in the Workplace Practice Emotionally Intelligent Leadership Build an Emotionally Intelligent Team Manage Change Manage Conflict Coach for Performance Additional course details: Nexus Humans Emotional Intelligence for Business Professionals (Second Edition) 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 Emotional Intelligence for Business Professionals (Second Edition) 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 1 Days 6 CPD hours This course is intended for This course is designed for a non-technical audience and doesn't require any prior coding or technical experience. The handson exercises will be done using pre-built OpenAI tools and interfaces that are user-friendly and easy to use. Overview Working in an interactive learning environment, led by our engaging expert, you will: Get comfortable with the basics of prompt engineering and discover how it can make a difference in various business tasks, such as enhancing customer support, creating content, and fine-tuning sales pitches. Develop the knack for crafting, refining, and perfecting prompts suited to specific business situations by understanding context, user intent, and what makes a prompt great. Learn how to smoothly incorporate prompt engineering solutions into your existing business workflows, including pinpointing the right processes, integrating with your current software, and keeping data privacy and security in check. Become proficient in advanced techniques and best practices in prompt engineering, like making use of APIs, customizing language models, and collaborating with your teammates across different departments. Keep up with the latest developments in prompt engineering and be ready to adapt to changing business needs and trends, ensuring that you stay relevant and continue to grow in the dynamic business world. Prompt engineering is the process of designing and refining input prompts to get desired output from advanced language models, such as OpenAI Codex or GPT-4. It involves creating effective questions or statements that guide the AI model to generate useful responses for a specific task or purpose, like enhancing customer support, generating content, and fine-tuning sales pitches, making it an essential skill set for a wide range of business applications. Quick Start to Prompt Engineering for Everyday Business Users is a one-day, workshop style hands-on course that where you'll learn how to create effective prompts, integrate prompt engineering solutions into existing workflows, and uncover advanced techniques and best practices. Guided by our engaging, expert instructor, you?ll experiment with innovative tools and develop practical skills that can be immediately applied to a variety of projects. Whether you're aiming to enhance customer interactions, simplify content creation, or refine internal communication, this immersive learning experience will equip you with the knowledge to make a meaningful impact on your organization. Introduction to Prompt Engineering Understand the fundamentals of prompt engineering and its applications in the business world. What is prompt engineering? Importance of prompt engineering in business Key concepts and terminology Examples of prompt engineering in business scenarios Overview of popular prompt engineering tools (e.g., OpenAI Codex, GPT-4) Activity: Hands-on exploration of prompt engineering tools: Participants will engage in a fun scavenger hunt activity, where they will experiment with different prompt engineering tools to answer a set of questions. Developing Effective Prompts Learn how to create and refine prompts for a variety of business applications. Anatomy of a good prompt Understanding context and user intent Techniques for prompt iteration and optimization Generating specific and creative responses Handling sensitive information and biases Activity: Prompt development workshop: Participants will practice developing and refining prompts in a collaborative, game-like environment, where they will compete to create the most effective prompts for given business scenarios. Integrating Prompt Engineering into Business Processes Discover how to incorporate prompt engineering solutions into existing workflows. Identifying business processes that can benefit from prompt engineering Integrating prompt engineering with existing software and tools Evaluating the success and impact of prompt engineering solutions Ensuring data privacy and security Scaling prompt engineering solutions across an organization Activity: Business process integration simulation: Participants will work in teams to create a plan for integrating a prompt engineering solution into a simulated business process, with a focus on creativity and practicality. Advanced Techniques and Best Practices Gain insights into advanced techniques and best practices for prompt engineering in a business context. Leveraging APIs for prompt engineering Customizing and fine-tuning language models Adapting to changing business requirements and trends Collaborating with cross-functional teams Staying up-to-date with prompt engineering advancements Activity: Advanced prompt engineering challenge: Participants will take part in a friendly competition, using advanced techniques to solve complex business-related prompt engineering challenges. Additional course details: Nexus Humans QuickStart to Prompt Engineering for Everyday Business Users (TTAI2009) 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 QuickStart to Prompt Engineering for Everyday Business Users (TTAI2009) 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.

*Understanding Worry* is a FREE, interactive, hands-on workshop, focused on helping you understand uncontrollable, excessive worrying.

Free *Understanding Social Anxiety* workshop will teach you: a) What Social Anxiety is; b) 6 main aspects that keep it going.

Whether you're a student, a budding entrepreneur, or a professional, this course is for you. It offers valuable insights into the world of business research.

Duration 2 Days 12 CPD hours This course is intended for Application Consultants, Business Analysts, and Process Owners Overview Learn to navigate the catalog, create and approve requisitions, and receive against POs. This course covers all of the functions of SAP Ariba Buying related to the creation of requisitions, the issuing of purchase orders, and receiving against purchase orders. Course Outline Introduction The Dashboard Catalogs Requisitions Accounting Approval Managing POs Receiving SAP Ariba Mobile Searching and Reporting Collaboration Demand Aggregation