8527 MOT courses

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

Duration 5 Days 30 CPD hours This course is intended for This introductory-level, fast-paced course is for skilled web developers new to React who have prior experienced working HTML5, CSS3 and JavaScript. Overview Our engaging instructors and mentors are highly experienced practitioners who bring years of current 'on-the-job' experience into every classroom. Working in a hands-on learning environment, guided by our expert team, attendees will learn about and explore: A basic and advanced understanding of React components An advanced, in-depth knowledge of how React works A complete understanding of using Redux How to build, validate, and populate interactive forms How to use inline styles for perfect looking components How to test React components How to build and use components How to get control of your build process A deep understanding of data-driven modeling with props and state How to use client-side routing for pages in your apps How to debug a React application Mastering React is a comprehensive hands-on course that aims to be the single most useful resource on getting up to speed quickly with React. Geared for more experienced web developers new to React, this course provides students with the core knowledge and hands-on skills they require to build reliable, powerful React apps. After the first few modules, you?ll have a solid understanding of React?s fundamentals and will be able to build a wide array of rich, interactive web apps with the framework. The first module is an introduction to the new functionality in ECMAScript 6 (JavaScript). Client-side routing between pages, managing complex state, and heavy API interaction at scale are also covered. This course consists of two parts. In the first part of the course students will explore all the fundamentals with a progressive, example-driven approach. You?ll create your first apps, learn how to write components, start handling user interaction, and manage rich forms. We end the first part by exploring the inner workings of Create React App (Facebook?s tool for running React apps), writing automated unit tests, and building a multi-page app that uses client-side routing. The latter part of the course moves into more advanced concepts that you?ll see used in large, production applications. These concepts explore strategies for data architecture, transport, and management: Redux is a state management paradigm based on the Flux architecture. Redux provides a structure for large state trees and allows you to decouple user interaction in your app from state changes. GraphQL is a powerful, typed, REST API alternative where the client describes the data it needs. Hooks is the powerful, new way to maintain state and properties with functional components and the future of React according to Facebook. ES6 Primer (Optional) Prefer const and let over var Arrow functions Modules Object.assign() Template literals The spread operator and Rest parameters Enhanced object literals Default arguments Destructuring assignments Your first React Web Application Setting up your development environment JavaScript ES6 /ES7 Getting started What?s a component? Our first component Building the App Making the App data-driven Your app?s first interaction Updating state and immutability Refactoring with the Babel plugin transform-class-properties JSX and the Virtual DOM React Uses a Virtual DOM Why Not Modify the Actual DOM? What is a Virtual DOM? Virtual DOM Pieces ReactElement JSX JSX Creates Elements JSX Attribute Expressions JSX Conditional Child Expressions JSX Boolean Attributes JSX Comments JSX Spread Syntax JSX Gotchas JSX Summary Components A time-logging app Getting started Breaking the app into components The steps for building React apps from scratch Updating timers Deleting timers Adding timing functionality Add start and stop functionality Methodology review Advanced Component Configuration with props, state, and children ReactComponent props are the parameters PropTypes Default props with getDefaultProps() context state Stateless Components Talking to Children Components with props.children Forms Forms 101 Text Input Remote Data Async Persistence Redux Form Modules Unit Testing & Jest Writing tests without a framework What is Jest? Using Jest Testing strategies for React applications Testing a basic React component with Enzyme Writing tests for the food lookup app Writing FoodSearch.test.js Routing What?s in a URL? React Router?s core components Building the components of react-router Dynamic routing with React Router Supporting authenticated routes Intro to Flux and Redux Why Flux? Flux is a Design Pattern Flux implementations Redux & Redux?s key ideas Building a counter The core of Redux The beginnings of a chat app Building the reducer() Subscribing to the store Connecting Redux to React Intermediate Redux Using createStore() from the redux library Representing messages as objects in state Introducing threads Adding the ThreadTabs component Supporting threads in the reducer Adding the action OPEN_THREAD Breaking up the reducer function Adding messagesReducer() Defining the initial state in the reducers Using combineReducers() from redux React Hooks Motivation behind Hooks How Hooks Map to Component Classes Using Hooks Requires react 'next' useState() Hook Example useEffect() Hook Example useContext() Hook Example Using Custom Hooks Using Webpack with Create React App JavaScript modules Create React App Exploring Create React App Webpack basics Making modifications Hot reloading; Auto-reloading Creating a production build Ejecting Using Create React App with an API server When to use Webpack/Create React App Using GraphQL Your First GraphQL Query GraphQL Benefits GraphQL vs. REST GraphQL vs. SQL Relay and GraphQL Frameworks Chapter Preview Consuming GraphQL Exploring With GraphiQL GraphQL Syntax 101 . Complex Types Exploring a Graph Graph Nodes ; Viewer Graph Connections and Edges Mutations Subscriptions GraphQL With JavaScript GraphQL With React

Duration 5 Days 30 CPD hours This course is intended for This course is targeted towards the information technology (IT) professional that has a minimum 1 year IT Security and Networking experience. This course would be ideal for Information System Owners, Security Officers, Ethical Hackers, Information Owners, Penetration Testers, System Owner and Managers as well as Cyber Security Engineers. Overview Upon completion, the Certified Professional Ethical Hacker candidate will be able to competently take the CPEH exam. The CPEH certification training enables students to understand the importance of vulnerability assessments and how to implement counter response along with preventative measures when it comes to a network hack. Security Fundamentals Overview The Growth of Environments and Security Our Motivation? The Goal: Protecting Information! CIA Triad in Detail Approach Security Holistically Security Definitions Definitions Relationships Method: Ping The TCP/IP Stack Which Services Use Which Ports? TCP 3-Way Handshake TCP Flags Malware Types of Malware Types of Malware Cont... Types of Viruses More Malware: Spyware Trojan Horses Back Doors DoS DDoS Packet Sniffers Passive Sniffing Active Sniffing Firewalls, IDS and IPS Firewall ? First Line of Defense IDS ? Second Line of Defense IPS ? Last Line of Defense? Firewalls Firewall Types: (1) Packet Filtering Firewall Types: (2) Proxy Firewalls Firewall Types ? Circuit-Level Proxy Firewall Type of Circuit- Level Proxy ? SOCKS Firewall Types ? Application-Layer Proxy Firewall Types: (3) Stateful Firewall Types: (4) Dynamic Packet-Filtering Firewall Types: (5) Kernel Proxies Firewall Placement Firewall Architecture Types ? Screened Host Multi- or Dual-Homed Screened Subnet Wi-Fi Network Types Wi-Fi Network Types Widely Deployed Standards Standards Comparison 802.11n - MIMO Overview of Database Server Review Access Controls Overview Role of Access Control Definitions More Definitions Categories of Access Controls Physical Controls Logical Controls ?Soft? Controls Security Roles Steps to Granting Access Access Criteria Physical Access Control Mechanisms Biometric System Types Synchronous Token Asynchronous Token Device Memory Cards Smart Card Cryptographic Keys Logical Access Controls OS Access Controls Linux Access Controls Accounts and Groups Password & Shadow File Formats Accounts and Groups Linux and UNIX Permissions Set UID Programs Trust Relationships Review Protocols Protocols Overview OSI ? Application Layer OSI ? Presentation Layer OSI ? Session Layer Transport Layer OSI ? Network Layer OSI ? Data Link OSI ? Physical Layer Protocols at Each OSI Model Layer TCP/IP Suite Port and Protocol Relationship Conceptual Use of Ports UDP versus TCP Protocols ? ARP Protocols ? ICMP Network Service ? DNS SSH Security Protocol SSH Protocols ? SNMP Protocols ? SMTP Packet Sniffers Example Packet Sniffers Review Cryptography Overview Introduction Encryption Cryptographic Definitions Encryption Algorithm Implementation Symmetric Encryption Symmetric Downfalls Symmetric Algorithms Crack Times Asymmetric Encryption Public Key Cryptography Advantages Asymmetric Algorithm Disadvantages Asymmetric Algorithm Examples Key Exchange Symmetric versus Asymmetric Using the Algorithm Types Together Instructor Demonstration Hashing Common Hash Algorithms Birthday Attack Example of a Birthday Attack Generic Hash Demo Instructor Demonstration Security Issues in Hashing Hash Collisions MD5 Collision Creates Rogue Certificate Authority Hybrid Encryption Digital Signatures SSL/TLS SSL Connection Setup SSL Hybrid Encryption SSH IPSec - Network Layer Protection IPSec IPSec Public Key Infrastructure Quantum Cryptography Attack Vectors Network Attacks More Attacks (Cryptanalysis) Review Why Vulnerability Assessments? Overview What is a Vulnerability Assessment? Vulnerability Assessment Benefits of a Vulnerability Assessment What are Vulnerabilities? Security Vulnerability Life Cycle Compliance and Project Scoping The Project Overview Statement Project Overview Statement Assessing Current Network Concerns Vulnerabilities in Networks More Concerns Network Vulnerability Assessment Methodology Network Vulnerability Assessment Methodology Phase I: Data Collection Phase II: Interviews, Information Reviews, and Hands-On Investigation Phase III: Analysis Analysis cont. Risk Management Why Is Risk Management Difficult? Risk Analysis Objectives Putting Together the Team and Components What Is the Value of an Asset? Examples of Some Vulnerabilities that Are Not Always Obvious Categorizing Risks Some Examples of Types of Losses Different Approaches to Analysis Who Uses What? Qualitative Analysis Steps Quantitative Analysis ALE Values Uses ALE Example ARO Values and Their Meaning ALE Calculation Can a Purely Quantitative Analysis Be Accomplished? Comparing Cost and Benefit Countermeasure Criteria Calculating Cost/Benefit Cost of a Countermeasure Can You Get Rid of All Risk? Management?s Response to Identified Risks Liability of Actions Policy Review (Top-Down) Methodology Definitions Policy Types Policies with Different Goals Industry Best Practice Standards Components that Support the Security Policy Policy Contents When Critiquing a Policy Technical (Bottom-Up) Methodology Review Vulnerability Tools of the Trade Vulnerability Scanners Nessus SAINT ? Sample Report Tool: Retina Qualys Guard http://www.qualys.com/products/overview/ Tool: LANguard Microsoft Baseline Analyzer MBSA Scan Report Dealing with Assessment Results Patch Management Options Review Output Analysis and Reports Overview Staying Abreast: Security Alerts Vulnerability Research Sites Nessus SAINT SAINT Reports GFI Languard GFI Reports MBSA MBSA Reports Review Reconnaissance, Enumeration & Scanning Reconnaissance Overview Step One in the Hacking ?Life-Cycle? What Information is Gathered by the Hacker? Passive vs. Active Reconnaissance Footprinting Defined Social Access Social Engineering Techniques Social Networking Sites People Search Engines Internet Archive: The WayBack Machine Footprinting Tools Overview Maltego GUI Johnny.Ihackstuff.com Google (cont.) Domain Name Registration WHOIS Output DNS Databases Using Nslookup Traceroute Operation Web Server Info Tool: Netcraft Introduction to Port Scanning Which Services use Which Ports? Port Scan Tips Port Scans Shou

Duration 2 Days 12 CPD hours This course is intended for The intended audience for this comprehensive course on Information Assurance and STIGs includes professionals with roles such as: IT professionals - System administrators, network engineers, and security analysts who are responsible for maintaining and securing IT infrastructure and web applications. Developers - Software engineers and web developers who design, implement, and maintain web applications, and need to integrate security best practices throughout the development process. Project teams - Cross-functional teams that collaborate on application development projects, including members from development, testing, and deployment teams. Technical leads - Senior software engineers or architects who oversee technical aspects of projects and ensure the implementation of secure design and coding practices. Project managers - Professionals responsible for planning, executing, and closing projects, ensuring that security requirements are met throughout the project lifecycle. Overview Working in an interactive learning environment, guided by our application security expert, you'll explore: The concepts and terminology behind defensive coding Threat Modeling as a tool in identifying software vulnerabilities based on realistic threats against meaningful assets The entire spectrum of threats and attacks that take place against software applications in today's world The role that static code reviews and dynamic application testing to uncover vulnerabilities in applications The vulnerabilities of programming languages as well as how to harden installations The basics of Cryptography and Encryption and where they fit in the overall security picture The requirements and best practices for program management as specified in the STIGS The processes and measures associated with the Secure Software Development (SSD) The basics of security testing and planning Understand the concepts and terminology behind defensive coding Understand Threat Modeling as a tool in identifying software vulnerabilities based on realistic threats against meaningful assets Learn the entire spectrum of threats and attacks that take place against software applications in today's world Discuss the role that static code reviews and dynamic application testing to uncover vulnerabilities in applications Understand the vulnerabilities of programming language as well as how to harden installations Understand the basics of Cryptography and Encryption and where they fit in the overall security picture Understand the fundamentals of XML Digital Signature and XML Encryption as well as how they are used within the web services arena Understand the requirements and best practices for program management as specified in the STIGS Understand the processes and measures associated with the Secure Software Development (SSD) Understand the basics of security testing and planning The Information Assurance (STIG) Overview is a comprehensive two-day course that delves into the realm of Information Assurance, empowering you to enhance your cybersecurity skills, understand the essentials of STIGs, and discover cutting-edge web application security practices. This immersive experience is tailored for IT professionals, developers, project teams, technical leads, project managers, testing/QA personnel, and other key stakeholders who seek to expand their knowledge and expertise in the evolving cybersecurity landscape. The course focuses on the intricacies of best practices for design, implementation, and deployment, inspired by the diverse and powerful STIGs, ultimately helping participants become more proficient in application security.The first half of the course covers the foundations of DISA's Security Technical Implementation Guides (STIGs) and learn the ethical approach to bug hunting, while exploring the language of cybersecurity and dissecting real-life case studies. Our expert instrtors will guide you through the importance of respecting privacy, working with bug bounty programs, and avoiding common mistakes in the field.The next half delves into the core principles of information security and application protection, as you learn how to identify and mitigate authentication failures, SQL injections, and cryptographic vulnerabilities. You?ll gain experience with STIG walkthroughs and discover the crucial steps for securing web applications.Throughout the course, you'll also explore the fundamentals of application security and development, including checklists, common practices, and secure development lifecycle (SDL) processes. You?ll learn from recent incidents and acquire actionable strategies to strengthen your project teams and IT organizations. You'll also have the opportunity to explore asset analysis and design review methodologies to ensure your organization is prepared to face future cybersecurity challenges. DISA's Security Technical Implementation Guides (STIGs) The motivations behind STIGs Requirements that the various software development roles must meet Implementing STIG requirements and guidelines Why Hunt Bugs? The Language of CyberSecurity The Changing Cybersecurity Landscape AppSec Dissection of SolarWinds The Human Perimeter Interpreting the 2021 Verizon Data Breach Investigation Report First Axiom in Web Application Security Analysis First Axiom in Addressing ALL Security Concerns Lab: Case Study in Failure Safe and Appropriate Bug Hunting/Hacking Working Ethically Respecting Privacy Bug/Defect Notification Bug Bounty Programs Bug Hunting Mistakes to Avoid Principles of Information Security Secuity Is a Lifecycle Issue Minimize Attack Surface Area Layers of Defense: Tenacious D Compartmentalize Consider All Application States Do NOT Trust the Untrusted Identification and Authentication Failures Applicable STIGs Quality and Protection of Authentication Data Proper hashing of passwords Handling Passwords on Server Side Session Management HttpOnly and Security Headers Lab: STIG Walk-Throughs Injection Applicable STIGs Injection Flaws SQL Injection Attacks Evolve Drill Down on Stored Procedures Other Forms of Server-Side Injection Minimizing Injection Flaws Client-side Injection: XSS Persistent, Reflective, and DOM-Based XSS Best Practices for Untrusted Data Lab: STIG Walk-Throughs Applications: What Next? Common Vulnerabilities and Exposures CWE/SANS Top 25 Most Dangerous SW Errors Strength Training: Project Teams/Developers Strength Training: IT Organizations Cryptographic Failures Applicable STIGs Identifying Protection Needs Evolving Privacy Considerations Options for Protecting Data Transport/Message Level Security Weak Cryptographic Processing Keys and Key Management Threats of Quantum Computing Steal Now, Crack Later Threat Lab: STIG Walk-Throughs Application Security and Development Checklists Checklist Overview, Conventions, and Best Practices Leveraging Common AppSec Practices and Control Actionable Application Security Additional Tools for the Toolbox Strength Training: Project Teams/Developers Strength Training: IT Organizations Lab: Recent Incidents SDL Overview Attack Phases: Offensive Actions and Defensive Controls Secure Software Development Processes Shifting Left Actionable Items Moving Forward Lab: Design Study Review Asset Analysis Asset Analysis Process Types of Application-Related Assets Adding Risk Escalators Discovery and Recon Design Review Asset Inventory and Design Assets, Dataflows, and Trust Boundaries Risk Escalators in Designs Risk Mitigation Options

Interested in learning more about the industry standard equipment and facilities we have at Central Film School? Get ready for a Q&A session with Ben Hampton, the Production Manager here at CFS. Ben will be talking through some of the exciting new developments at the school, including our motion capture technology and virtual production facilities, arriving in August.See firsthand our state-of-the-art cameras, lighting, and sound equipment that you'll be using throughout your degree and ask any questions you have! When: Thursday, June 13th, from 12-1pm. Where: This will be an online event, meaning you can join us from anywhere you like!

A question of trust. Leadership implies followership. And that means trust. Because who's going to follow a leader they don't trust? This programme takes a values-driven approach to leadership. It gets current and aspiring leaders to hold up the mirror to themselves and to see their reflections as leaders of people. It asks them whether what they see justifies their view of themselves as leaders. It helps them understand just what it takes to be an effective leader. And it does so in a highly practical, constructive manner. It helps the course participants to truly understand the core skills of effective leadership. It focuses on the difference between leadership and management, defining what high performing teams do and how they do it. It helps people to see their teams from different perspectives, allowing them to adapt their styles to maximise team outputs. And it explores concepts such as emotional intelligence, authentic leadership and the RAIV approach (relationships-achievement-independence-vocation) to help explore underlying values and use them to drive effective leadership. Because what worth do our values have unless we put them into practice? The course will help you:• Appreciate the key skills a leader needs to be effective• Understand what the organisation expects of you as a leader• Recognise your leadership style and the impact it has on others• Consider your role models - who inspires you?• See leadership from the 'followers' perspective - how do you like to be led?• Discover what holds you back - limiting beliefs• Examine your core values -do they support your ambition?• Explore the concept of Emotional Intelligence - how do we manage ourselves?• Discover how to lead through change• Explore the concept of 'Authentic Leadership' - consider how it can work for you• Practice some of the skills essential to motivating and influencing for success• Use the RAIV approach to generating enthusiasm and commitment• Plan how best to 'walk the leadership talk' - in your role, in your organisation Above all, this course will help you put theory into practice, values into actions, in a mature, considered, effective way. Day 1 1 Welcome and introduction Participants are welcomed to the programme and invited to share their personal objectives and people challenges Participants given an action plan template to complete throughout the workshop Participants required to bring an inspirational quote to share with the group 2 What is leadership? The concept of 'leadership' The role of a leader Skills assessment for all participants# Leadership v Management Assess your team effectiveness 3 Your leadership style Leadership questionnaire You and your role models Push v Pull styles of leadership Empowerment v Control Team goals and role profiling Day 2 1 You, the leader Your core values Your communication style Situational leadership The Emotional Bank Account Buy Me Today 2 Are you Emotionally Intelligent? (EI) What is emotional intelligence? Self-assessment exercise Manage your emotions Nine strategies for promoting EI 3 Leading through change Identify the major changes affecting you / your team Types of change The roles of resistance How safe are you to talk to? Forcefield Analysis Day 3 1 Authentic Leadership (AL) What is AL? Managing perceptions is managing their truth A leadership challenge 2 Motivating and influencing for success What motivates you? Motivational theory Leading by example Influencing skills required Influencing styles The influence challenge! 3 Creating enthusiasm and commitment The RAIV approach (relationships-achievement-independence-vocation) Building self-worth What drives your team? Your leadership legacy Your commitment to leadership

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills. This course will help you: Use the consultative sales process to achieve more cross-sales Employ advanced rapport-building skills Assess the buying preferences of a customer Articulate the link between customer goals and needs Identify your customer's needs and wants Use advanced questioning techniques to gather information Resist the temptation to tell when it would be better to ask Identify communication preferences Given various scenarios, present a product to the explicit need of a customer Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers Handle objections positively Close the sale or gain commitment to further action 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Understanding yourself and your customers Personal communication style and what this means in a sales situation Wants versus needs What motivates people to buy Using social media tools such as LinkedIn Managing your portfolio to maximise sales Preparing to sell 3 The sales process Overview of the consultative sales process Review personal strengths and weaknesses as a salesperson Habits of top-performing sales people Common pitfalls Articulate sales goals 4 Building rapport 11 decisions that customers make in the first 9 seconds Spotting buyer communication preferences Building rapport with a wide variety of customers Dealing with emotions Keeping control 5 Questioning and listening Assumptions and how they trip us up Structured questioning Looking for cross-sales Honing your listening skills Identifying buyers' motivation Using summaries to move the customer forward 6 Presenting products and services to customers Choosing the right time to present Using features, advantages and benefits Tailoring your presentation of products and services to match buyer preferences and motivations 7 Gaining commitment When to close Dealing with difficult customers 5 things to avoid when handling a customer objection 8 Managing your business The link between service and sales Using customer surveys Winning back lost business 9 Putting it all together Skills practice Personal learning summary and action plans

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

Duration 5 Days 30 CPD hours This course is intended for Test Programme Managers, Test Managers, and anyone else wishing to take the ISTQB© Certified Tester Advanced Level Test Manager examination. Overview Whilst this course is focused on the syllabus, giving participants the maximum chance of passing the examination, it also contains many real world practical examples. On completion of this course, attendees will have an advanced understanding of test design techniques and will be fully prepared to take the ISTQB© Certified Tester Advanced Level Test Manager examination. ISTQB© is the standard for international qualifications in software testing at an advanced level. The course thoroughly prepares attendees for the ISTQB© Certified Tester Advanced Level Test Manager examination. Testing Process The fundamental test process Test levels and test types Test planning, monitoring and control Test analysis Test design Test implementation Test execution Evaluating exit criteria and reporting Test closure activities Test Management Test management in context Risk-based testing and other approaches for test prioritization and effort allocation Test documentation and other work products Project risk management Other test work products Test estimation Defining and using test metrics Business value of testing Distributed, outsourced, and insourced testing Managing the application of industry standards Reviews Management reviews and audits Managing reviews Metrics for reviews Managing formal reviews Defect Management The defect lifecycle and the software development lifecycle Cross-functional defect management Defect report information Assessing process capability with defect report information Improving the Testing Process Introduction Test improvement process Improving the testing process Improving the testing process with TMMI Improving the testing process with TPI Next Improving the testing process with CTP Improving the testing process with STEP Test Tools and Automation Tool selection Return on investment (ROI) Selection process Tool lifecycle Tool metrics People Skills ? Team Composition Individual skills Test team dynamics Fitting testing within an organization Motivation Communication

Perhaps you struggle to find the time and motivation to fit exercise into your working day? Or you're not sure about what exercise is right for you or how much you should be doing. Take away a set of personal physical activity goals for yourself to improve your fitness levels and general health and wellbeing. During the session we'll discuss: Facts about physical activity and exercise. How much exercise we should be doing to stay fit and healthy vs. how much to improve our fitness levels and strength. What are the components of physical fitness, types of exercise training and benefits of each. How to get started if you're new to exercise and easy ways to incorporate more exercise into your working week (Open discussion to establish the group's current activity levels and tailor advice and ideas) How you can motivate yourself to exercise more Q&A - a chance for the group to ask questions or advice