220 Master courses in Leicester

The Emotional Logic workshop is designed to provide enlightening mindset shifts and educational activities around emotions, their purpose, and our values.

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

About this Course This 5 full-day course provides a comprehensive understanding of all the commissioning procedures for combined cycle power plants. The Commissioning Management System (CMS) of combined cycle power plants is covered in detail in this course. This includes all the commissioning procedures and documents, purpose of commissioning, responsibilities, system description, organization, working parties, test teams, documentation, testing and commissioning schedules, test reports, safety, plant certification, and plant completion report. The course provides also a thorough understanding of all the commissioning requirements for gas turbines, steam turbines and auxiliaries, generator and auxiliaries, electrical equipment, switchgear equipment, switchgear and transformers. All the stages of the commissioning procedure are covered in-depth in this course. This includes preparation - planning various activities, pre-commissioning checks and tests, typical commissioning schedule, detailed tests and commissioning procedures and instructions for every component in a combined cycle power plant, instrumentation, trial run of the equipment, safety and precautions, commissioning of combined cycle power plant systems, safety rules clearance certificates, procedure for the control and handling of defects, commissioning reports, operational testing, first fire, generator synchronization, performance testing, heat rate testing, emission testing, contract testing, CO2 concentration tests, electrical full-load rejection test, duct burner testing, partial load stability test, and reliability test. This course is a MUST for anyone who is involved in the pre-commissioning or commissioning of any combined cycle power plant equipment because it provides detailed pre-commissioning checks and tests, and detailed tests and commissioning procedures and instructions for every component in a combined cycle power plant. In addition, the seminar provides an in-depth coverage of all preparation, planning activities, commissioning schedules, trial run of each combined cycle power plant equipment, safety and precautions, safety rules clearance certificates, procedures for handling defects, and commissioning reports. Training Objectives Pre-commissioning Checks and Tests, Detailed Tests and Commissioning Procedures and Instructions for Every Equipment in Combined Cycle Power Plants: Gain a thorough understanding of all pre-commissioning checks and tests, and all commissioning procedures and instructions for every equipment in combined cycle power plants Commissioning Management System (CMS) of Combined Cycle Power Plants: Discover the benefits of the CMS of combined cycle power plants including all commissioning procedures and documents, purpose of commissioning, responsibilities, system description, organization, working parties, test teams, documentation, testing and commissioning schedules, test reports, safety, plant certification, and plant completion report Commissioning Procedures and Instructions for Heat Recovery Steam Generators, Air Blow and Steam Blow of Steam and Gas Piping in Combined Cycle Power Plants: Learn about the commissioning procedures and instructions for heat recovery steam generators, chemical cleaning of heat recovery steam generators, air blow and gas blow of steam and gas piping in combined cycle power plants, safety valve setting and soot blowers Commissioning Procedures and Instructions for Gas Turbines and Steam Turbines: Gain a thorough understanding of all the commissioning procedures and instructions for gas and steam turbines and auxiliaries including acid cleaning of oil pipelines, lubrication and governing system (oil flushing and hydraulic testing), jacking oil system, governing system, regenerative system, barring gear, vacuum tightness test, first rolling of turbine and data logging Commissioning Procedures and Instructions for Generator and Auxiliaries: Discover all the commissioning procedures and instructions for generator and auxiliaries including generator, seal oil system, hydrogen gas system, stator water system, rolling and start-up of generators Commissioning Procedures and Instructions for Electrical Equipment: Learn about all the commissioning procedures and instructions for electrical equipment including switchyard equipment, switchgear, transformers and motors Operational Testing, Performance Testing, Heat Rate Testing, Emission Testing of Combine Cycle Power Plants: Gain a thorough understanding of operational testing, first fire, generator synchronization, performance testing, heat rate testing, emission testing, contract testing, CO2 concentration tests, electrical full-load rejection test, duct burner testing, partial load stability test, and reliability test of combined cycle power plants Target Audience Engineers of all disciplines Managers Technicians Maintenance personnel Other technical individuals Training Methods The instructor relies on a highly interactive training method to enhance the learning process. This method ensures that all the delegates gain a complete understanding of all the topics covered. The training environment is highly stimulating, challenging, and effective because the participants will learn by case studies which will allow them to apply the material taught to their own organization. Trainer Your specialist course leader has more than 32 years of practical engineering experience with Ontario Power Generation (OPG), one of the largest electric utility in North America. He was previously involved in research on power generation equipment with Atomic Energy of Canada Limited at their Chalk River and Whiteshell Nuclear Research Laboratories. While working at OPG, he acted as a Training Manager, Engineering Supervisor, System Responsible Engineer and Design Engineer. During the period of time, he worked as a Field Engineer and Design Engineer, he was responsible for the operation, maintenance, diagnostics, and testing of gas turbines, steam turbines, generators, motors, transformers, inverters, valves, pumps, compressors, instrumentation and control systems. Further, his responsibilities included designing, engineering, diagnosing equipment problems and recommending solutions to repair deficiencies and improve system performance, supervising engineers, setting up preventive maintenance programs, writing Operating and Design Manuals, and commissioning new equipment. Later, he worked as the manager of a section dedicated to providing training for the staff at the power stations. The training provided by him covered in detail the various equipment and systems used in power stations. In addition, he has taught courses and seminars to more than four thousand working engineers and professionals around the world, specifically Europe and North America. He has been consistently ranked as 'Excellent' or 'Very Good' by the delegates who attended his seminars and lectures. He written 5 books for working engineers from which 3 have been published by McGraw-Hill, New York. Below is a list of the books authored by him; Power Generation Handbook: Gas Turbines, Steam Power Plants, Co-generation, and Combined Cycles, second edition, (800 pages), McGraw-Hill, New York, October 2011. Electrical Equipment Handbook (600 pages), McGraw-Hill, New York, March 2003. Power Plant Equipment Operation and Maintenance Guide (800 pages), McGraw-Hill, New York, January 2012. Industrial Instrumentation and Modern Control Systems (400 pages), Custom Publishing, University of Toronto, University of Toronto Custom Publishing (1999). Industrial Equipment (600 pages), Custom Publishing, University of Toronto, University of Toronto, University of Toronto Custom Publishing (1999). Furthermore, he has received the following awards: The first 'Excellence in Teaching' award offered by PowerEdge, Singapore, in December 2016 The first 'Excellence in Teaching' award offered by the Professional Development Center at University of Toronto (May, 1996). The 'Excellence in Teaching Award' in April 2007 offered by TUV Akademie (TUV Akademie is one of the largest Professional Development centre in world, it is based in Germany and the United Arab Emirates, and provides engineering training to engineers and managers across Europe and the Middle East). Awarded graduation 'With Distinction' from Dalhousie University when completed Bachelor of Engineering degree (1983). Lastly, he was awarded his Bachelor of Engineering Degree 'with distinction' from Dalhousie University, Halifax, Nova Scotia, Canada. He also received a Master of Applied Science in Engineering (M.A.Sc.) from the University of Ottawa, Canada. He is also a member of the Association of Professional Engineers in the province of Ontario, Canada. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

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