1910 Object courses in Glasgow delivered Live Online

Duration 5 Days 30 CPD hours This course is intended for This course is intended for Developers and architects who will be developing applications for iOS devices. In this course you'll be shown a complete introduction to iPhone and iPad development, emphasizing the newest technologies and best practices for iOS. Introduction & Setup Start Here Joining the Apple iOS Developer Program Installing Xcode and the iOS SDK A Guided Tour of Xcode An Introduction to Xcode Playgrounds Swift Programming Language Swift Data Types, Constants, and Variables Swift Operators and Expressions Swift Flow Control The Swift Switch Statement An Overview of Swift Functions The Basics of Object Oriented Programming in Swift An Introduction to Swift Subclassing and Extensions Working with Array and Dictionary Collections in Swift Understanding Error Handling in Swift Views, Layouts, & Storyboards iOS Application and Development Architecture Creating an Interactive iOS App Understanding Views, Windows and the View Hierarchy An Introduction to Auto Layout in iOS Working with iOS Auto Layout Constraints in Interface Builder Implementing iOS Auto Layout Constraints in Code Implementing Cross-Hierarchy Auto Layout Constraints in iOS Understanding the iOS Auto Layout Visual Format Language Using Trait Variations to Design Adaptive User Interfaces Using Storyboards in Xcode An Overview of iOS Table Views Using Xcode Storyboards to Build Dynamic TableViews Implementing TableView Navigation Working with the iOS Stack View Class A Guide to Multitasking in iOS Implementing a Page based iOS Application using UIPageViewController Data Storage with Files, iCloud, & Databases Working with Directories in Swift on iOS Working with Files in Swift on iOS Preparing an iOS App to use iCloud Storage Managing Files using the iOS UIDocument Class Using iCloud Storage in an iOS Application Synchronizing iOS Key-Value Data using iCloud iOS Database Implementation using SQLite Working with iOS Databases using Core Data CloudKit Data Storage on iOS Touch, Taps, & Gestures An Overview of iOS Multitouch, Taps and Gestures An Example iOS Touch, Multitouch and Tap Application Detecting iOS Touch Screen Gesture Motions Identifying Gestures using iOS Gesture Recognizers iOS 3D Touch Implementing TouchID Authentication in iOS Apps Advanced View Options Drawing iOS 2D Graphics with Core Graphics Interface Builder Live Views and iOS Embedded Frameworks Using Core Graphics and Core Image iOS Animation using UIViewPropertyAnimator iOS UIKit Dynamics iOS Sprite Kit Programming iOS Multitasking, Background Transfer Service and Fetching iOS Application State Preservation and Restoration Integrating Maps into iOS Applications Getting Location Information using the iOS Core Location Framework Extensions An Introduction to Extensions in iOS An iOS Today Extension Widget Tutorial Creating an iOS Photo Editing Extension Creating an iOS Action Extension Receiving Data from an iOS Action Extension Building iOS Message Apps Using Event Kit to Create Date and Location Based Reminders Multimedia and Social Media Accessing the iOS Camera and Photo Library iOS Video Playback using AVPlayer and AVPlayerViewController An iOS Multitasking Picture in Picture Tutorial Playing Audio on iOS using AVAudioPlayer Recording Audio on iOS with AVAudioRecorder iOS Speech Recognition Introduction to SiriKit Integrating Twitter and Facebook into iOS Applications The App Store Making Store Purchases with SKStoreProductViewController Class Building In-App Purchasing into iOS Applications Configuring and Creating App Store Hosted Content for iOS In-App Purchases Preparing and Submitting an iOS Application to the App Store Additional course details: Nexus Humans iOS App Development Essentials 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 iOS App Development Essentials 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 3 Days 18 CPD hours This course is intended for This is an introductory-level XML training course, designed for those needing an introduction to concepts and technologies associated with XML and its related recommendations. Previous experience or knowledge of HTML is helpful but not essential. Overview This course is an intensive, hands-on introduction to XML, XPath, and XSLT. The course is a balanced mixture of theory and practical labs designed to take students from the basic fundamentals of XML through to the related advanced technologies. The students walk through the different standards in a structured manner to enable them to master the concepts and ideas, which are reinforced in the lab exercises. The course starts with the fundamentals of XML, including coverage of DTDs and XML Schema. It then moves on to the XPath and XSLT standards, and how to use them to transform XML documents into other documents such as HTML documents or other XML documents. This course provides indoctrination in the practical use of W3C standards (including XSL and XML Schema) and of implementing tools and technologies. This course is programming language independent, making it useful for Java, .NET, C++, and any other programming orientation. Graduates will hit the ground running, applying XML to projects at both an architectural as well as a line by line coding level. We can easily adapt this course to industry and client specific needs.In addition to valuable knowledge and working examples, students receive a copy of the 'Xtensil' product. This unique software was developed to assist in implementing, testing, and fielding XML applications. Xtensil is used as both a teaching aid and a straightforward, basic, fully functional XML toolkit that students can use on Windows and Linux platforms. Working in a hands-on learning environment student will learn to: Write well-formed XML documents Model business requirements using XML Handle XML reserved characters Validate an XML document with a DTD and with a Schema Centralize data and markup definition with entities Create DTDs and Schemas using XML tools Generate XML documents from databases Write XSL templates to transform XML documents into HTML Integrate XML, XSL and the DOM to implement a complete solution The Extensible Markup Language (XML) is a standard that is enabling a revolution in web applications and business to business interactions. XML is the basis for Wireless Markup Language (WML), Voice Markup Language (VoiceML), Simple Object Access Protocol (SOAP), Web Services, and numerous industry initiatives such as ACORD (insurance), PXML (proposal/RFP) and OTA (travel). Introduction to XML is a three-day, hands-on course geared for software developers who need to understand what XML is and how to use in with today's systems and architectures. This course covers the topics from tags to architectures. The course is a balanced mixture of theory and practical labs designed to take students from a quick review of the basic fundamentals of XML through to the related advanced technologies. The students walk through the different standards in a structured manner to enable them to master the concepts and ideas, which are reinforced in the lab exercises. The course starts with a quick review of the fundamentals of XML before covering XML Schema in detail. It then moves on to the XPath and XSLT covering advanced topics in both. Finally, XML and Web Services security mechanisms and issues are addressed. XML Content Introduction to XML XML Mechanics XML Structure Namespaces Structure Using Schemas XML Formatting CSS and Rendering XML XSL Transformations XSLT and XPath XPath 2.0 and XSLT 2.0 Overview XSL FO (Formatting Objects) Applying XML XML Interoperability XML Performance Improvements Web Services Overview XML Applications Additional course details: Nexus Humans Introduction to XML (TT4300) 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 Introduction to XML (TT4300) 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.

This must-attend masterclass will provide a comprehensive understanding of all the key developments in the latest statutory and non-statutory guidance documents from a DSLs perspective, and how they relate to safeguarding provision in schools and colleges.

This course provides a comprehensive introduction to foodborne viruses, focusing on their properties, transmission, and impact on food safety. Designed for professionals at all levels, it covers detection methods, contamination risks, and prevention strategies to help businesses mitigate viral threats in food supply chains. Delivered by an industry expert, the course includes an interactive Q&A session for deeper insights. No prior knowledge is required.

This must-attend masterclass will provide a comprehensive understanding of all the key developments in the latest statutory and non-statutory guidance documents from a DSLs perspective, and how they relate to safeguarding provision in schools and colleges.

Duration 2 Days 12 CPD hours This course is intended for Executives, Project Managers, Business Analysts, Business and IT stakeholders working with analysts, Quality and process engineers, technicians, corrective action coordinators or managers; supervisors, team leaders, and process operators; anyone who wants to improve their ability to solve recurring problems. Overview At the completion of this course, you should be able to:Identify the different types of tools and techniques availableApply change management successfullyReview what to look for when applying business case thinking to Root Cause AnalysisDevelop a process to systematically approach problems Problem determination skills cannot be acquired by reading a book. They mostly come from experience. After this course, you will have a general understanding of a structured problem determination approach, which you can then apply in your daily work. RCA Foundation Concepts and Objectives Section Learning Objectives Discuss Definitions ? IT Perspective Discuss What is a problem and why do they exist? Exercise 1a: Why is RCA important What is Root Cause? RCA Benefits and Approaches Exercise 1b: Why are multiple approaches important? Event and Casual Analysis Exercise 1c: Apply Event and Causal Analysis Event and Causal Analysis: Exercise 1c Worksheet RCA Tools for each approach Exercise 1D: Prepare for Case Study Section Summary and Conclusions Enhance Use of RCA Tools Why use a Particular Method Tool: Change Analysis Change Analysis Examples Exercise 2a: Apply Change Analysis Exercise 2b: Change Analysis Worksheet Tool: How to Resolve Conflict Tool: 5 Why?s Example Learning Management Problem Exercise 2b: Apply 5 Why?s Sequence-of-Events Exercise 2b: Worksheet Tool: Cause and Effect Exercise 2c: Apply Cause and Effect Exercise 2c: Cause and Effect Worksheet Tool: Fault Tree Analysis Why do we use Fault Tree Analysis? How does it work? Fault Tree Diagram Symbols Example #1 of FTA: Car Hits Object Exercise 2D: Apply Fault Tree Analysis Tool: Failure Modes and Effects Analysis (FMEA) Example: Failure Modes and Effects Analysis Exercise 2E: Apply FMEA Tool: Design / Application Review Exercise 2d: Apply Design/Application Review Section summary & conclusions Problem Resolution & Prevention Section Objectives The Secret of Solving Problems A Note about Statistical Control A Note about Fire Fighting Technique: Business Process Mapping Example: IGOE Exercise 3A: Problem as IGOE Exercise 3A: IGOE Template Technique: Lean Six Sigma and DMAIC Lean Six Sigma Benefits Exercise 3B: Apply Lean Six Sigma Importance of Understanding the Business Process The Business Process Mandate Technique: Process Modeling Graphical Notation Standard (BPMN) What is Business Process Modeling Notation (BPMN)? Benefits of BPMN Basic Components of BPMN Exercise 3C: Use BPMN to Document a Current State Technique: Business Process Maturity Model Five Levels of Maturity Exercise 3D: Appraise Business Process Maturity Level Section Summary and Conclusions Capability Improvement for RCA Section Learning Objectives Steps in Disciplined Problem Solving RCA as a RCA Process Key RCA Role Considerations Exercise 4A: Apply RCA to RCA Process Sustainable RCA Improvement Organizational Units Process Area Goals, Practices Specific and General Practices Specific Practice Examples Software Maturity Survey Exercise 4B: Apply Strengths, Weakness, Opportunities and Threats (SWOT) to RCA SWOT Analysis Worksheet Recognize the importance of the Change Management component in your RCA implementation Using the ADKAR Model to Communicate Change Review ADKAR© Model ? Awareness of the need for change Desire to participate and support the change Knowledge on how to change Ability to implement required skills and behaviors Reinforcement to sustain the change Exercise 4C: Create an Ability Checklist The ADKAR Model: Reinforcement Exercise 4D: Find two examples of how ADKAR will be different Section Summary and Conclusions Course Summary & Conclusions Plan the Proposal and Business Case Example: 1 Page Business Case Exercise 5A: Creating Action Plans Resource Guide Questions Additional course details: Nexus Humans BA17 - Advanced Root Cause Analysis 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 BA17 - Advanced Root Cause Analysis 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.

For Excel users. Extend the capabilities of Excel with Macros and VBA code.

Duration 5 Days 30 CPD hours Overview By the end of the course, you should be able to meet the following objectives: Describe the architecture and main components of NSX Explain the features and benefits of NSX Deploy the NSX Management cluster and VMware NSX Edge™ nodes Prepare VMware ESXi™ hosts to participate in NSX networking Create and configure segments for layer 2 forwarding Create and configure Tier-0 and Tier-1 gateways for logical routing Use distributed and gateway firewall policies to filter east-west and north-south traffic in NSX Configure Advanced Threat Prevention features Configure network services on NSX Edge nodes Use VMware Identity Manager™ and LDAP to manage users and access Explain the use cases, importance, and architecture of Federation This five-day, fast-paced course provides comprehensive training to install, configure, and manage a VMware NSX© environment. This course covers key features and functionality offered in the NSX 4.0.0.1 and NSX 4.0.1 releases, including the overall infrastructure, logical switching, logical routing, networking and security services, firewalls and advanced threat prevention, and more. Course Introduction Introductions and course logistics Course objectives VMware Virtual Cloud Network and VMware NSX Introduce the VMware Virtual Cloud Network vision Describe the NSX product portfolio Discuss NSX features, use cases, and benefits Explain NSX architecture and components Explain the management, control, data, and consumption planes and their functions. Preparing the NSX Infrastructure Deploy VMware NSX© ManagerTM nodes on ESXi hypervisors Navigate through the NSX UI Explain data plane components such as N-VDS/VDS, transport nodes, transport zones, profiles, and more Perform transport node preparation and configure the data plane infrastructure Verify transport node status and connectivity Explain DPU-based acceleration in NSX Install NSX using DPUs NSX Logical Switching Introduce key components and terminology in logical switching Describe the function and types of L2 segments Explain tunneling and the Geneve encapsulation Configure logical segments and attach hosts using NSX UI Describe the function and types of segment profiles Create segment profiles and apply them to segments and ports Explain the function of MAC, ARP, and TEP tables used in packet forwarding Demonstrate L2 unicast packet flow Explain ARP suppression and BUM traffic handling NSX Logical Routing Describe the logical routing function and use cases Introduce the two-tier routing architecture, topologies, and components Explain the Tier-0 and Tier-1 gateway functions Describe the logical router components: Service Router and Distributed Router Discuss the architecture and function of NSX Edge nodes Discuss deployment options of NSX Edge nodes Configure NSX Edge nodes and create NSX Edge clusters Configure Tier-0 and Tier-1 gateways Examine single-tier and multitier packet flows Configure static routing and dynamic routing, including BGP and OSPF Enable ECMP on a Tier-0 gateway Describe NSX Edge HA, failure detection, and failback modes Configure VRF Lite NSX Bridging Describe the function of logical bridging Discuss the logical bridging use cases Compare routing and bridging solutions Explain the components of logical bridging Create bridge clusters and bridge profiles NSX Firewalls Describe NSX segmentation Identify the steps to enforce Zero-Trust with NSX segmentation Describe the Distributed Firewall architecture, components, and function Configure Distributed Firewall sections and rules Configure the Distributed Firewall on VDS Describe the Gateway Firewall architecture, components, and function Configure Gateway Firewall sections and rules NSX Advanced Threat Prevention Explain NSX IDS/IPS and its use cases Configure NSX IDS/IPS Deploy NSX Application Platform Identify the components and architecture of NSX Malware Prevention Configure NSX Malware Prevention for east-west and north-south traffic Describe the use cases and architecture of VMware NSX© Intelligence? Identify the components and architecture of VMware NSX© Network Detection and Response? Use NSX Network Detection and Response to analyze network traffic events. NSX Services Explain and configure Network Address Translation (NAT) Explain and configure DNS and DHCP services Describe VMware NSX© Advanced Load Balancer? architecture, components, topologies, and use cases. Configure NSX Advanced Load Balancer Discuss the IPSec VPN and L2 VPN function and use cases Configure IPSec VPN and L2 VPN using the NSX UI NSX User and Role Management Describe the function and benefits of VMware Identity Manager? in NSX Integrate VMware Identity Manager with NSX Integrate LDAP with NSX Identify the various types of users, authentication policies, and permissions Use role-based access control to restrict user access Explain object-based access control in NSX NSX Federation Introduce the NSX Federation key concepts, terminology, and use cases. Explain the onboarding process of NSX Federation Describe the NSX Federation switching and routing functions. Describe the NSX Federation security concepts.

Duration 5 Days 30 CPD hours This course is intended for Anyone who plans to work with Kubernetes at any level or tier of involvement Any company or individual who wants to advance their knowledge of the cloud environment Application Developers Operations Developers IT Directors/Managers Overview All topics required by the CKAD exam, including: Deploy applications to a Kubernetes cluster Pods, ReplicaSets, Deployments, DaemonSets Self-healing and observable applications Multi-container Pod Design Application configuration via Configmaps, Secrets Administrate cluster use for your team A systematic understanding of Kubernetes architecture Troubleshooting and debugging tools Kubernetes networking and services Kubernetes is a Cloud Orchestration Platform providing reliability, replication, and stability while maximizing resource utilization for applications and services. By the conclusion of this hands-on training, you will go back to work with all necessary commands and practical skills to empower your team to succeed, as well as gain knowledge of important concepts like Kubernetes architecture and container orchestration. We prioritize covering all objectives and concepts necessary for passing the Certified Kubernetes Application Developer (CKAD) exam. You will command and configure a high availability Kubernetes environment (and later, build your own!) capable of demonstrating all ?K8s'' features discussed and demonstrated in this course. Your week of intensive, hands-on training will conclude with a mock CKAD exam that matches the real thing. Kubernetes Architecture Components Understand API deprecations Containers Define, build and modify container images Pods Master Services Node Services K8s Services YAML Essentials Creating a K8s Cluster kubectl Commands Kubernetes Resources Kubernetes Namespace Kubernetes Contexts Pods What is a Pod? Create, List, Delete Pods How to Access Running Pods Kubernetes Resources Managing Cloud Resource Consumption Multi-Container Pod Design Security Contexts Init Containers Understand multi-container Pod design patterns (e.g. sidecar, init and others) Pod Wellness Tracking Networking Packet Forwarding ClusterIP and NodePort Services Provide and troubleshoot access to applications via services Ingress Controllers Use Ingress rules to expose applications NetworkPolicy resource Demonstrate basic understanding of NetworkPolicies Network Plugins Defining the Service Mesh Service mesh configuration examples ReplicaSets Services ReplicaSet Function Deploying ReplicaSets Deployments Deployment Object Updating/Rolling Back Deployments Understand Deployments and how to perform rolling updates Deployment Strategies Use Kubernetes primitives to implement common deployment strategies (e.g. blue/green or canary) Scaling ReplicaSets Autoscaling Labels and Annotations Labels Annotations Node Taints and Tolerations Jobs The K8s Job and CronJob Understand Jobs and CronJobs Immediate vs. scheduled internal use Application Configuration Understanding and defining resource requirements, limits and quotas Config Maps Create & consume Secrets Patching Custom Resource Definition Discover and use resources that extend Kubernetes (CRD) Managing ConfigMaps and Secrets as Volumes Storage Static and dynamic persistent volumes via StorageClass K8s volume configuration Utilize persistent and ephemeral volumes Adding persistent storage to containers via persistent volume claims Introduction to Helm Helm Introduction Charts Use the Helm package manager to deploy existing packages Application Security Understand authentication, authorization and admission control Understand ServiceAccounts Understand SecurityContexts Application Observability and Maintenance Use provided tools to monitor Kubernetes applications How to Troubleshoot Kubernetes Basic and Advanced Logging Techniques Utilize container logs Accessing containers with Port-Forward Debugging in Kubernetes Hands on Labs: Define, build and modify container images Deploy Kubernetes using Ansible Isolating Resources with Kubernetes Namespaces Cluster Access with Kubernetes Context Listing Resources with kubectl get Examining Resources with kubectl describe Create and Configure Basic Pods Debugging via kubectl port-forward Imperative vs. Declarative Resource Creation Performing Commands inside a Pod Understanding Labels and Selectors Insert an Annotation Create and Configure a ReplicaSet Writing a Deployment Manifest Perform rolling updates and rollbacks with Deployments Horizontal Scaling with kubectl scale Implement probes and health checks Understanding and defining resource requirements, limits and quotas Understand Jobs and CronJobs Best Practices for Container Customization Persistent Configuration with ConfigMaps Create and Consume Secrets Understand the Init container multi-container Pod design pattern Using PersistentVolumeClaims for Storage Dynamically Provision PersistentVolumes with NFS Deploy a NetworkPolicy Provide and troubleshoot access to applications via services Use Ingress rules to expose applications Understand the Sidecar multi-container Pod design pattern Setting up a single tier service mesh Tainted Nodes and Tolerations Use the Helm package manager to deploy existing packages A Completed Project Install Jenkins Using Helm and Run a Demo Job Custom Resource Definitions (CRDs) Patching Understanding Security Contexts for Cluster Access Control Utilize container logs Advanced Logging Techniques Troubleshooting Calicoctl Deploy a Kubernetes Cluster using Kubeadm Monitoring Applications in Kubernetes Resource-Based Autoscaling Create ServiceAccounts for use with the Kubernetes Dashboard Saving Your Progress With GitHub CKAD Practice Drill Alta Kubernetes Course Specific Updates Sourcing Secrets from HashiCorp Vault Example CKAD Test Questions

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. Day one - Activity Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. Using organised persistence to track and build new customer revenue. Managing your sales time effectively. Key learning points Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. How to prioritise opportunities and manage your time when sourcing new business. Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. Make outbound business or appointment calls with improved confidence, control and results. Day two - Value Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. How to better position your company and your products and services against your main competitors. Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. Day three (held around four weeks after the first module) - Conversion Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. Anticipate and answer customer objections and questions more confidently. Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points Smart ways to position price, emphasise value and be a strong player without being the cheapest. Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. Qualify pipeline opportunities with more accuracy, using a proven check-list. Use an 'option generator' to simplify complex proposals, increase business value and close business faster. Writing more effective sales proposal documents and quotations. How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. Practical methods of asking for agreement and closing a sale