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43 Meeting Skills courses in Edinburgh
Value-based selling (In-House)
By The In House Training Company
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
Sales awareness for IT professionals (In-House)
By The In House Training Company
In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals
Bids and proposals (In-House)
By The In House Training Company
This workshop will help you improve the impact, clarity, accuracy and effectiveness of your sales proposals. It takes bid and proposal teams right through the process, from start to finish - from forming the team and gathering the information, through to writing and reviewing the proposal document, and on to presenting it to the client. The learning points shared in the programme come from the trainer's extensive real-world experience with a wide variety of businesses. As a result of attending this programme, participants will be able to: Write more clearly, more grammatically and more persuasively Structure their written communications more effectively Avoid the 'howlers' that can cost you business Impress your clients Win more business 1 Bid strategy How to combine your knowledge of the market or customer, your products and services, and your competitors, to create a quality bid New insights into your comparative advantages and competitive position in the marketplace Understanding more about how your client views you and other suppliers A plan of attack to build on your strengths and attack the weaknesses of your competition Dealing with RFP/ITT situations 2 Teamwork How a bid or proposal team needs to prioritise and manage preparation time Co-ordinating input from team members Agreeing responsibilities 3 The importance and role of a well-written sales proposal Why bother? - the value of the sales proposal to you and to the customer What the customer wants and needs to make a decision in your favour Understanding and delivering on customer expectations Review and discussion of different proposals - with real-life examples 4 The best way to structure your sales proposals A section-by-section, page-by-page review of best practice in structuring great sales proposals How to improve the way you match your proposal to the customer's objectives and requirements Plan your sales documents systematically - to make them easy to read and more persuasive How to make your proposal look like the 'least risky' option 5 Making your proposal a compelling and persuasive proposition Choosing the right words that sell effectively Selecting the right content and information for your document or proposal Using an option matrix to summarise complex choices and increase final order value How to write an executive summary 6 Well-written and error-free Developing your writing style for maximum impact Expressing the content (ie, selling points) clearly, concisely and correctly Proof-reading and editing work effectively, using formal marks and techniques Improving visual layout, format and appearance Keeping it customer-focused 7 Presenting to the client - overview Presentation options Understanding the client's objectives - as well as your own The proposal review meeting - logistics Managing to the next step Designing and delivering a compelling presentation Isolating objections and concerns Follow-up and follow-through 8 Positioning your final proposal Finalising your bid - presenting the right 'best few' USPs, features and benefits and making them relevant and real to the customer Smart ways to position price and be a strong player - without being the cheapest How to differentiate yourselves by how you present, as well as what you present How to design and deliver a successful bid presentation 9 Bid presentation practice session with structured feedback Participants work in small groups or pairs to prepare and later present a sample section from a real life bid or proposal presentation The trainer will provide assistance and input During group review and discussions, input from others will be encouraged and many best practice ideas summarised 10 Managing the end game How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns How to read the situation to plan the next step Identifying negotiation tactics - and how to deal with them Planning for a negotiation and how to get the customer feel they have the 'best deal' 11 Workshop summary and close
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Interviewing Skills
By OnlineCoursesLearning.com
Meeting Skills Probably the best thing that you can instruct yourself is the manner by which to have accomplishment during a meeting. Meetings are scaring for the vast majority, since they are so significant. You can't find a new line of work these days without going through the screening - and that one second can represent the deciding moment your odds of landing the position you had always wanted. This course gives you a full outline of all you require to think about the screening. We talk you through the means you should require long before the meeting and afterward we present a few hints on what you should wear while meeting. On top of this, we share the absolute most normal inquiries questions and how to respond to them and give you instances of inquiries that you can pose to the questioner prior to leaving. You Will Learn: Why there are various kinds of meetings and what occurs at each sort The means that you should take to completely set yourself up for the meeting What you should wear to a meeting, in light of your sexual orientation What the most widely recognized inquiries questions are and how to answer them such that intrigues the questioner What you ought to do in the hours and days following your meeting to guarantee a good outcome Advantages of Taking This Course Become familiar with the screening and why questioners pose certain inquiries See how to establish an incredible connection with the questioner, regardless of what sort of meeting you are doing Find out about what addresses you can request to intrigue the questioner and furthermore, what kind of answers they are searching for to their own inquiries Comprehend the appropriate activities following a meeting to help your odds of finding a new line of work Figure out how to get input in the event that you are ignored by another up-and-comer
Interview Skills and CV Writing
By OnlineCoursesLearning.com
Meeting Skills and CV Writing Certificate Regardless of whether you are entering the work market interestingly or searching for a total change in profession, improving your CV composition and meeting abilities is the initial step to getting your optimal work. These abilities are significant for vocation achievement, however not many of us were shown them at school. This course will give you a thorough outline of how businesses screen applications, what they are searching for at all phases of the enrollment cycle and how to exhibit that you are the ideal individual to fill the position. You will find the best procedures for prevailing at a meeting, how to handle psychometric tests and appraisals, how to fabricate affinity with a questioner and how to arrange compensation and advantages you merit. Figure out how to move toward your pursuit of employment with certainty and assume responsibility for your vocation. You Will Learn: Step by step instructions to compose a CV that will recognize you from the opposition. What bosses search for when they read a CV. Instructions to compose an introductory letter that will persuade a business that you are the ideal individual for the work. What you need to think about the organization and your questioner ahead of the meeting, and how to utilize your insight to acquire a benefit over different applicants. The most ideal approach to address mainstream new employee screening questions. Step by step instructions to deal with different sorts of vis-Ã -vis meet, including bunch meetings and appraisal days. Instructions to prevail with regards to giving a viable telephone or phone meet. Step by step instructions to gain from a terrible meeting encounter and improve your odds of future achievement. An outline of the most well-known tests. The most effective method to arrange the particulars of a bid for employment during or after a meeting. Advantages Of Taking This Course Your insight will make you an alluring contender for jobs that expect you to help other people, remembering parts for the HR and preparing area. Your odds of getting another line of work will improve - you will get more meetings, show up more sure all through the choice cycle and raise your worth according to managers. You can concentrate from any area with a web association. Gain proficiency with the material whenever and at your own speed. Lifetime admittance to the course - no cutoff times. Get a perceived confirmation while finishing the course, which will improve your vocation possibilities.
Course Overview: In 2022, 78% of professionals attended weekly online meetings, emphasising the evolution of business communications. This course, "Online Meeting Management", provides a comprehensive understanding, spanning the meticulous stages of planning and preparation to mastering the nuances of online platforms and etiquette. Here's a closer look at the curriculum: In the first segment, "Planning and Preparation," which spans 15 minutes, you are guided through the initial steps to orchestrate successful online meetings. The succeeding modules, "Online Meeting Platforms Part - 01" and "Online Meeting Platforms Part - 02," lasting 1 hour, 3 minutes, and 45 minutes, will elucidate various platforms' nuances, empowering you to make informed decisions and streamline your meetings. Lastly, the "Meeting Etiquette and Tips" segment, a concise 13-minute session, will polish your online meeting manners, ensuring you project professionalism and respect in the virtual space. Take the next step in advancing your online meeting management skills. Enrol today and unlock a world of virtual expertise! Key Features of the Course: Accredited CPD certificate. 24/7 Learning Assistance. Engaging learning materials. Who is This Course For? This Online Meeting Management course is designed for professionals, team leaders, educators, and anyone looking to elevate their virtual meeting management skills. Learning Outcome Upon completion of this Online Meeting Management course: Gain expertise in planning and preparing for online meetings. Understand the nuances of various online meeting platforms. Recognise the value of and implement proper meeting etiquette. Utilise advanced functionalities in multiple platforms. Enhance the efficacy of your online interactions. Familiarise with the dos and don'ts of virtual communications. Develop strategies to combat common online meeting challenges. Boost your confidence in handling virtual engagements. Why Enrol in This Course: Elevate your virtual meeting skills with this top-reviewed Online Meeting Management course. Updated recently, it encompasses the latest trends and techniques in online communication. With a rising demand for adept virtual meeting managers, stay ahead of the curve by mastering this sought-after skill. Requirements: A stable internet connection, basic knowledge of online tools, and a passion for learning! Career Path: Upon successful completion of Online Meeting Management course, you can pursue careers such as: Virtual Meeting Coordinator: Avg. UK Salary - £28,000. Corporate Trainer (Online Modules): Avg. UK Salary - £35,000. Remote Team Manager: Avg. UK Salary - £40,000. Virtual Event Planner: Avg. UK Salary - £32,000. E-learning Specialist: Avg. UK Salary - £34,000. Virtual Collaboration Consultant: Avg. UK Salary - £42,000. Online Communications Strategist: Avg. UK Salary - £38,000. Certification: All successful students will receive a recognised CPD certificate. Course Curriculum 5 sections • 5 lectures • 02:16:00 total length •Planning and Preparation: 00:15:00 •Online Meeting Platforms Part - 01: 01:03:00 •Online Meeting Platforms Part - 02: 00:45:00 •Meeting Etiquette and Tips: 00:13:00 •Order your Certificate: 00:00:00
How to Get the Most from Your Meetings
By OnlinePMCourses
Advanced Meeting Skills for Project Managers and Professionals who need to Achieve Business Outcomes
Sharpen-up Your Professional Skills
By OnlinePMCourses
Take your Personal Professional Effectiveness to the Next Level
Do you have the interest to become a leader but having a hard time in facilitation and meeting? Then worry no more! This course is created for people who need to know about meeting management. Description: Anyone who wants to become a leader or manager needs to have the right meeting skills. Meeting with clients or your team will be part of your work and this course will help you with that. Learn how to plan and prepare for meetings. Know how to choose the right time and place for your meetings. Explore how to create agenda and all the things needed for a meeting. Understand meeting roles and responsibilities during meetings. Most importantly, in this course you will learn how to professional conduct meetings and resolve personality conflicts if there are. Who is the course for? Leaders or potential meeting facilitators that need meeting and facilitation skills. People who need to learn about meeting management. Entry Requirement: This course is available to all learners, of all academic backgrounds. Learners should be aged 16 or over to undertake the qualification. Good understanding of English language, numeracy and ICT are required to attend this course. Assessment: At the end of the course, you will be required to sit an online multiple-choice test. Your test will be assessed automatically and immediately so that you will instantly know whether you have been successful. Before sitting for your final exam, you will have the opportunity to test your proficiency with a mock exam. Certification: After you have successfully passed the test, you will be able to obtain an Accredited Certificate of Achievement. You can however also obtain a Course Completion Certificate following the course completion without sitting for the test. Certificates can be obtained either in hardcopy at the cost of £39 or in PDF format at the cost of £24. PDF certificate's turnaround time is 24 hours, and for the hardcopy certificate, it is 3-9 working days. Why choose us? Affordable, engaging & high-quality e-learning study materials; Tutorial videos/materials from the industry leading experts; Study in a user-friendly, advanced online learning platform; Efficient exam systems for the assessment and instant result; The UK & internationally recognized accredited qualification; Access to course content on mobile, tablet or desktop from anywhere anytime; The benefit of career advancement opportunities; 24/7 student support via email. Career Path: The Diploma in Meeting Management is a useful qualification to possess, and would be beneficial for the following careers: Businessmen Facilitators Manager Supervisor Team Leaders. Diploma in Meeting Management - Updated Version Module 01: Planning and Preparation Planning and Preparation 00:15:00 Module 02: Online Meeting Platforms Online Meeting Platforms Part - 01 01:03:00 Online Meeting Platforms Part - 02 00:45:00 Module 03: Meeting Etiquette and Tips Meeting Etiquette and Tips 00:13:00 Diploma in Meeting Management - Old Version Module - One Getting Started 00:30:00 Module Two - Planning and Preparing (I) 01:00:00 Module Three - Planning and Preparing (II) 01:00:00 Module Four - Setting up the Meeting Space 01:00:00 Module Five - Electronic Options 01:00:00 Module Six - Meeting Roles and Responsibilities 01:00:00 Module Seven - Chairing a Meeting (I) 01:00:00 Module Eight - Chairing a Meeting (II) 00:30:00 Module Nine - Dealing with Disruptions 00:30:00 Module Ten - Taking Minutes 00:30:00 Module Eleven - Making the Most of Your Meeting 01:00:00 Module Twelve - Wrapping Up 01:00:00 Activities Diploma in Meeting Management- Activities 00:00:00 Mock Exam Mock Exam- Diploma in Meeting Management 00:20:00 Final Exam Final Exam- Diploma in Meeting Management 00:20:00 Certificate and Transcript Order Your Certificates and Transcripts 00:00:00
Assertiveness and Influencing Techniques
By Underscore Group
Learn the skills of being more confident and assertive in the workplace plus be able to influence people to do the things you would like them to do. Course overview Duration: 1 day (6.5 hours) This ‘Assertiveness and Influencing Techniques’ workshop is interactive and practical and facilitated by a subject matter expert via a virtual platform. Exercises and breakout rooms will be used during this training. Delegates are encouraged to login from a location where they feel safe to turn on their camera, use their microphones and engage in conversations as required. Objectives The aim of this course is to introduce delegates to a variety of influencing skills and techniques to deal with aggression and challenging situations. These skills and techniques will improve confidence and personal effectiveness when working in groups / meetings. By the end of the course delegates will be able to recognise and define what assertive behaviour is and its benefits, the impact of non-verbal communication and how to use it to enhance influencing behaviours. Content What is influencing and assertiveness? Sources of power Influencing skills and choosing the right approach When to be assertive and alternative behaviours Assertive behaviour Behavioural styles and their impact on working relationships Identifying different behaviour types; assertive, aggressive, passive Building confidence and negotiating a win/win result Developing Skills Communication skills – the language of influence and communication dynamics Different influencing techniques and when to use them The art of saying ‘No’ - having the confidence to challenge Receiving criticism assertively and assertiveness behaviour analysis The language of assertion Meeting skills Giving and receiving feedback Dealing with confrontation, aggression and challenges in a confident manner Practical Exercises and Action Planning Practical exercises will be used throughout the training and the training will culminate with the creation of a personal action plan
Leading Effective One-on-One Meetings
By OnlinePMCourses
Everything a Project Manager Needs to Know to Maximize the Value of One-on-One Time
Developing Successful Interpersonal Skills
By Nexus Human
Duration 1 Days 6 CPD hours This course is intended for Managers and other professionals who want to gain the critical skills to successfully interact with or lead others through cooperative teamwork, as well as those desiring to improve their overall communication skills will benefit from this course. Overview Recognize the difference between hearing and listening Enhance interpersonal relationships through the use of verbal and non-verbal communication Apply techniques to move towards high-quality conversation Create a positive impression through a powerful introduction Influence others through sharing perspectives and opinions constructively Use logic and emotion to persuade and collaborate Identify ways of sharing thoughts and opinions constructively Prepare for and conduct simple negotiations This course will prepare students for the collaborative situations inherent in every facet of business, whether working with colleagues, partners, vendors, or clients. Private classes on this topic are available. We can address your organization?s issues, time constraints, and save you money, too. Contact us to find out how. 1. The Importance of Interpersonal Skills 2. Verbal Communication Techniques Hearing versus Actively Listening Connecting with Powerful Communication 3. Non-Verbal Communication Understanding the Elements of Vocal Delivery Interpreting and Applying Body Language Building Self-Awareness 4. Creating a Powerful First Impression Creating a Powerful Introduction Cultivating Your Impact 5. The Art of Conversation Mastering the 4 Levels of a Conversation Moving a Conversation Along Applying Tools for Deepening Conversation 6. Influence and Persuasion Influencing Others Seeing the Other Side Building Bridges Extending Your Influence 7. Interacting Positively Applying Logic and Owning Emotions Disagreeing Constructively Bringing People to Your Side Building Consensus 8. Negotiation Basics Planning for Negotiation Managing the 4 Stages of Negotiation Arriving at an Agreement Additional course details: Nexus Humans Developing Successful Interpersonal Skills 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 Developing Successful Interpersonal Skills 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.
