455 Open courses in London

We've all sat through far more bad presentations than good ones, but knowing what 'good' looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride. Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a high-impact, tailored and compelling case for purchase. This course will help participants: Prepare mentally and physically for stand-up presentations Use voice modulation and bullet-pointing to demand attention Avoid boring their prospects Master the do's and don'ts of PowerPoint Deal more effectively with technical hitches and prospect's interruptions Use eye contact and engagement to avoid prospects 'tuning out' Deploy best practice essentials for presenting with colleagues Steer through the toughest Q&A 1 Preparing your presentation Mindset Knowing your objective(s) Vocal warm-up techniques Assembling pre-agreed benefits Time management Room set-up Technical preparation 2 How to open your presentation Vocal energy Summary and agreement of prospect's needs How to have posture and confidence Use of humour What to do with those dreaded hands Confident v non-confident body language 3 How to get and keep people's attention Bullet pointing Linking benefits to specific, stated needs Practical exercise - formulating and delivering tailored benefits Being selective with features Third party reinforcement and case studies 'Watering the garden' eye contact technique Practical exercise - participants practise 'sharing out' eye contact to audience How to handle a prospect's negative body language Handling interruptions 4 Presenting in groups Credentialing all participants Role delineation for group presentations Edifying other participants' messages - do's and don'ts How to maintain energy when not speaking Practical exercise - good and bad practice when not speaking Teamwork in Q&A sessions How to hand over professionally 5 PowerPoint do's and don'ts Use of visual aids Good and bad PowerPoint slides How to make PowerPoint work for you Classic PowerPoint errors Avoiding and handling technical problems Good and bad flipchart practice 6 Closing and / or achieving next action steps Power of summary Good Q&A practice Handling objections Practical exercise - handling objections on one's feet Creating consensus among prospect panel What to do when prospects disagree with each other When to trial close How to close on next action steps 7 Wrap-up Key learning points from each participant Action steps to be implemented on next presentations

Fraud should not happen, but it does. It can happen at the highest to lowest levels in an organisation. Recent surveys show that incidents of fraud are not decreasing. Fraud costs companies money and, perhaps even more importantly, reputational damage. The losers are not just the shareholders, suppliers, customers, etc, but society as a whole. This programme shows why frauds happen, how organisations put themselves at risk and what they can do to prevent it. This programme will help directors and others understand: The motives for committing fraud Directors' responsibilities for identifying and reporting fraud What types of frauds there are How frauds are perpetrated How they can be prevented How regulators deal with fraud Above all, the principal objective of this programme is to help make your organisation as secure as possible from the threat of fraud. 1 Motives for committing fraud - drivers of fraud Session objective: to understand why people might commit fraud Drivers of fraudulent behaviourAmbitionGreedTheftConceit? And more! 2 Accounting mechanisms that allow fraud Session objective: to review the elements of the accounting, internal control and management processes that allow creative accounting Income or liability? Asset or expense? Coding errors and misclassification Netting off and grossing up Off-balance sheet items 3 Structures that allow fraud Session objective: to consider company and trading structures that allow frauds to be perpetrated Group structures Trading structures Tax havens Importing and exporting 4 Interpretations and other non-compliance that allow fraud Session objective: to look at how creative interpretations of law and accounting practice may permit fraud The place of accounting standards Accounting policies Trading methods The place of auditing standards 5 Money laundering Session objective: to review what constitutes money laundering Types of money laundering Identifying laundering Preventing laundering 6 Preventing fraud - proper management structures Session objective: to review the place of proper corporate governance Corporate governance Company management structure Audit committees The place of internal audit 7 Preventing fraud - proper accounting Session objective: to review best accounting and auditing practice Accounting standards Internal accounting policies Adequacy of internal controls Internal audit 8 Preventing fraud - regulation Session objective: to look at how regulators aim to prevent fraud The regulatory environment Financial services regulation 9 Conclusion Course review Open forum Close 10 Course summary - developing your own cost action plan Group and individual action plans will be prepared with a view to participants identifying their cost risks areas and the techniques which can be immediately applied to improve costing and reduce costs

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CORPORATE TRAINING There are currently 13 million women going through menopause in the UK. 4.3 million of them are aged between 45-55 years old, which is the fastest growing demographic in the workforce SB Wellbeing provides training for companies who are serious about providing support for their female staff going through menopause. Also, up-skilling managers and leaders on what they need to know.  Manager training includes what menopause is, how it can affect the individual at work, as well as the bigger picture of how it can impact the business, and how best to support them.    Colleague training is for anyone going through menopause or supporting someone who is. It's fully inclusive and highly interactive.  The two programmes can be run back to back or separately and be delivered via webinar or in-person. For more information and to book your training please get in touch. Here's what people are saying... " Thank you Sally for an amazing presentation yesterday – I had lots of the team say how good it was and how much they had learnt." - Leonard Design Architects, Nottingham "Just to say everyone absolutely loved training session 1!! The feedback from the second session was ace!! - Co-op Academy, Failsworth   "Open & frank conversation. Very factual and a great all round guide" - tp bennett, London   "The more staff that have this training the better, especially principle/director level." - tp bennett, London

Today's administrative professional needs flexibility and a broad portfolio of skills including self-motivation, assertiveness, and the ability to deal with difficult people. You will benefit from this course if you are an administrator, medical/legal secretary or PA, who wants to enhance your administrative support skills, as well as evaluating your existing techniques. This course will help you identify: your areas of strength and your areas for improvement in the work environment ways to accept new challenges and responsibilities with confidence what motivates you at work techniques to improve your planning and time management ways of improving your influencing and assertiveness skills your preferred working style (and relate it to your interaction with others) ways of using your initiative how to deal with challenging people, using recognised communication methods The course will help you develop a flexible set of skills that will allow you to succeed at work, no matter what the day throws at you. It will help you communicate effectively with a diverse range of colleagues and others with tact and diplomacy. And, finally, it will help you provide the administrative support that is essential for the smooth running of your area and of the organisation as a whole. 1 Introduction Overview Introductions Individual objectives 2 What exactly is your role? Before looking at new skills and techniques, where are you now? Do you have the skills, knowledge and attitude required to be an exceptional administrator? Understand your job criteria Identifying your strengths and areas for development Activity - skills analysis Activity - action plan 3 Building trust How can you build trust? Understanding the links between reliability, consistency and trust What is required to deliver efficient service? Activity: efficient service requirements of the professional administrator 4 Working styles Identifying your working style preference Understanding the importance of a flexible approach Identifying areas of improvement to become a more effective team member Activity: Questionnaire (completing, scoring and charting) Activity: drawbacks of my style Developing your working style 5 Assertiveness Understand the differences between behaviours Activity: Definition and characteristics of assertive / aggressive / passive behaviour Activity: Identifying different behaviours Understanding how to be more assertive How to use assertiveness techniques How to ask for feedback Activity: Making requests assertively Activity: Refusing requests assertively 6 Time management The importance of planning for success The importance of managing interruptions The importance of having clear purpose Time management best practices Activity: How do you plan your time? What prevents you improving your time management? How will you recognise success? 7 Prioritisation How to prioritise work to meet deadlines The prioritisation matrix Activity: Post it! 8 Dealing with interruptions The impact interruptions have on productivity How to manage interruptions Activity: What interruptions do you experience? What tactics can be employed to reduce these interruptions? 9 Close Open forum Summary Action planning

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The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans

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THE AERONAUT IS OPENING ITS DOORS TO OUR AMAZING NEON WORKSHOP FOR A SPECIAL EVENT OF NEON LIFE DRAWING! Join us in West London for an evening of vibrant artistic fun. Come to a life drawing class like no other using neon reactive arts materials to draw inspiringly colourful life models.