17098 Other courses in Middlewich delivered Online

If you advise, treat or counsel disturbed or distressed people, this could be the most important course you ever take… Accredited CPD: 6 hours Counselling is on offer everywhere, yet its effectiveness varies enormously. Some counsellors are brilliant, others useless – some even harm clients (albeit unwittingly). The best online counselling course I've ever doneCHILD PROTECTION OFFICER Why take this course Despite the wealth of research findings available to us today, the field of counselling and talking therapies still lacks a shared, cohesive evidence-based approach as to the best ways to help people – as a result, and despite the hardworking army of counsellors and psychotherapists (operating from a wide range of models), the rates of depression, anxiety disorders, addictive behaviour etc continue to climb. This online counselling course cuts through the ideology and concentrates on what we know from research findings works – and why – important information if you want to ensure you’re helping your patients as quickly and effectively as possible. Tutor Joe Griffin is an acknowledged expert on psychological interventions for depression, anxiety, anger disorders, trauma and addiction. He has transformed the outcomes of thousands of counsellors by showing them how to work with the givens of human nature – the result is a truly holistic, evidence-based and powerfully effective approach that empowers clients and helps them build resilience against future setbacks. If you work with, or support, distressed adults or children, you will gain essential new information that will make your work easier and more effective. The training course also provides an excellent foundation for anyone interested in becoming a counsellor or psychotherapist – it will help you see the wood for the trees – and could even save you years of wasted effort! Discover for yourself what can be done to make counselling much more reliably effective – and why this powerful approach is inspiring so many in the caring and teaching professions. Take the online course now. I've learnt more about effective counselling today than on my 2-year university course!COUNSELLOR What will you learn New insights from skills-based research and neuroscience which are proving hugely beneficial and improving outcomes Information (that no one else has given you) to make you more effective in your work – straight away Knowledge of the major myths that still continue in the field and make much counselling ineffective – taking this course could save you years of wasted effort! The core counselling skills of brief therapy that really make a difference fast – even with ‘stuck’ clients A scientifically sound knowledge of why these techniques are so valuable Moving and instructive case histories, including films of different brief therapy sessions for depression and anxiety which show effective counselling in action Demonstration of an essential skill for treating a wide range of problems A greater understanding of the mind/body connection and unconscious processes How to avoid harming people in counselling and psychotherapy (as can sometimes happen unwittingly, however well meaning the therapist) A new understanding of the revolutionary human givens approach to counselling and psychotherapy and how it can make you more effective if you work in these fields The importance of working in this truly holistic, integrated and evidence-based way Knowledge of what we all need to maintain our emotional health and new insights into what goes wrong for people A flexible framework for defining and generating mental health and wellbeing The link between effective psychotherapy/counselling and learning A solid grounding in what it takes to be an effective counsellor or psychotherapist and the skills required Includes course notes Accredited CPD certificate and much more… Counts towards a Diploma By taking this course, you could be on your way to completing Part 1 of the Human Givens Diploma – a flexible, part-time psychotherapy course which will deepen your psychological knowledge and increase your ability to help people effectively and quickly. Who is this course suitable for? Anyone whose work involves advising, treating or counselling disturbed or distressed people All health and welfare professionals, including: psychotherapists, counsellors, psychologists, occupational therapists, doctors, nurses, health visitors, physiotherapists, pastoral workers, social workers, support workers, youth workers, trainee counsellors, university welfare officers and school counsellors Planners with responsibility for managing care resources Anyone considering a career in counselling or psychotherapy – or who would like to know more about the most effective strategies for alleviating emotional distress (for personal or professional reasons) Advisors and managers responsible for staff welfare Course Programme Part 1What is counselling? When does it work? When does it not? Part 2Working in tune with how the brain works Part 3Mind/body connections: internal processes Part 4The seven core skills of brief counselling

Description Success Psychology Diploma  Something different about successful people sets them apart from those who struggle and give up as things get complicated. What is it exactly? Successful individuals develop routines and approaches to their objectives that propel them ahead, allowing them to achieve their life, surroundings, or location in perfect order. The Success Psychology Diploma course discusses all there is to know about successful individuals and what they have learned through their experiences to be where they are now. It does not just discuss the processes but starts with a look into the term 'success', what it means in society and what it means to you personally. Your idea of success and what you require to be happy may be completely different from what society suggests it is. The Success Psychology Diploma course will teach you how to have success in life and become a coach for others so that they may also be successful and happy. You can help others identify and work towards discovering their potential and achieving greatness by using their potential. The Success Psychology Diploma course begins with an introduction that defines success and the individuality of the definition as it relates to each person. The course then moves on to study how our societies perceive success only in the way societal norms let us and how to break free from this conditioning to attain consciousness. One of the significant hurdles on the way to success is self-limitation. The Success Psychology Diploma course will teach the learners how they can separate themselves into various areas to gain a fundamental comprehension of themselves and realize the true extent of their potential. How we perceive being successful and society, as well as our ego, heavily influences success. But we hold the power to decide for ourselves what success means to us. The Success Psychology Diploma course includes discussions on successful people's traits that have helped them achieve their aspirations and the stories of people who struggled for years before they could reap the benefits of their hard work. As you learn the psychology underlying success, the last unit shows you how you can share this knowledge with others to help them succeed by being a success coach. What you will learn   1: The principles and formulas of success  2: Motivation for success  3: Setting goals and overcoming setbacks  4: Achieving and maintaining optimum health  5: Developing valuable friendships  6: Developing connections with spouses and building a successful family  7: Building business relationships  8: Achieving success with wealth and money  9: Successful time management  10: Setting priorities and time-blocking  Course Outcomes After completing the course, you will receive a diploma certificate and an academic transcript from Elearn college. Assessment Each unit concludes with a multiple-choice examination. This exercise will help you recall the major aspects covered in the unit and help you ensure that you have not missed anything important in the unit. The results are readily available, which will help you see your mistakes and look at the topic once again. If the result is satisfactory, it is a green light for you to proceed to the next chapter. Accreditation Elearn College is a registered Ed-tech company under the UK Register of Learning( Ref No:10062668). After completing a course, you will be able to download the certificate and the transcript of the course from the website. For the learners who require a hard copy of the certificate and transcript, we will post it for them for an additional charge.

Description Interpersonal Communication Diploma Introducing the Interpersonal Communication Diploma, an invaluable online course designed to enrich your communication skills, build stronger relationships, and lead to improved outcomes in both personal and professional settings. This course provides comprehensive training, guiding learners through a journey of exploration and self-improvement in the art of interaction and engagement with others. The Interpersonal Communication Diploma is tailored to equip you with a thorough understanding of the foundations of interpersonal communication. You will acquire knowledge about how perception influences communication, a critical component in understanding people's behaviours and reactions. This element of the course focuses on how our perceptions of self and others shape the messages we send and receive. This dynamic online course brings to light the importance of effective listening and feedback. It details the techniques to listen actively and empathetically, demonstrating how this enhances communication. Equally important, you will learn the essential role feedback plays in communication, and how it can be employed to create clear, constructive dialogues. At the core of the Interpersonal Communication Diploma is a comprehensive section on both verbal and nonverbal communication. The course elucidates how these different aspects of communication intertwine and contribute to the success of our interactions. On the verbal front, you will become adept at using language efficiently to express ideas and feelings. Regarding nonverbal communication, the course uncovers the vital signals we often overlook, such as body language, facial expressions, and gestures. The course recognises the role of emotional intelligence in communication. It promotes the cultivation of emotional awareness and control to communicate effectively and empathetically. This aspect of training will empower you to manage and express your emotions in a way that fosters positive interactions. Moreover, the Interpersonal Communication Diploma will delve into the intricacies of interpersonal communication in relationships. Whether in family, friendships, or romantic partnerships, the course provides insights into enhancing dialogue, understanding, and harmony. Understanding the dynamics of communication and conflict is another crucial component of this comprehensive online course. It provides insightful strategies for managing and resolving conflicts, focusing on effective negotiation and compromise techniques. Recognising the current digital era, the Interpersonal Communication Diploma covers the nuances of communication in the digital age. This section of the course will highlight how to maintain effective communication in an increasingly online and remote world. Lastly, the course helps you in developing interpersonal communication skills, providing you with a broad range of techniques and strategies to improve your ability to connect with others. These skills are transferable across all aspects of life, from the workplace to personal relationships, making this diploma not only valuable but also versatile. In essence, the Interpersonal Communication Diploma is a comprehensive online course designed to provide you with the skills and knowledge necessary for effective interpersonal communication in the modern world. You will walk away from this course with newfound understanding and proficiency, ready to foster meaningful and productive interactions wherever you go. What you will learn 1:Foundations of Interpersonal Communication 2:Perception and Communication 3:Listening and Feedback 4:Verbal Communication 5:Nonverbal Communication 6:Emotional Intelligence and Communication 7:Interpersonal Communication in Relationships 8:Communication and Conflict 9:Communication in the Digital Age 10:Developing Interpersonal Communication Skills Course Outcomes After completing the course, you will receive a diploma certificate and an academic transcript from Elearn college. Assessment Each unit concludes with a multiple-choice examination. This exercise will help you recall the major aspects covered in the unit and help you ensure that you have not missed anything important in the unit. The results are readily available, which will help you see your mistakes and look at the topic once again. If the result is satisfactory, it is a green light for you to proceed to the next chapter. Accreditation Elearn College is a registered Ed-tech company under the UK Register of Learning( Ref No:10062668). After completing a course, you will be able to download the certificate and the transcript of the course from the website. For the learners who require a hard copy of the certificate and transcript, we will post it for them for an additional charge.

Sports Nutrition: Sports Nutrition Course Online Whether you are a bodybuilder, a professional athlete, or simply working out to improve your health, sports nutrition is important for getting the most out of your physical activity. Better nutrition and hydration decisions can lead to improved performance, recovery, and injury prevention. If you regularly exercise and want to gain sound advice and specialist knowledge in this area, this Sports Nutrition: Sports Nutrition Course is perfect. Learning Objectives By the end of this Sports Nutrition: Sports Nutrition Course, the learner will be able to: Understand the basics of Sports Nutrition and its classification, including Macro and Micronutrient especially designed for athletes. Get insight into the digestive system. Explain nutritional requirements according to various age groups and professions. Demonstrate planning healthy eating habits for athletic clients. Understand the framework for energy requirements. This Sports Nutrition: Sports Nutrition Course will give you sports nutrition advice to help you understand the main nutritional areas and keep your diet well balanced, healthy, and supportive towards the fitness level you want to maintain or achieve. The purpose of this Sports Nutrition: Sports Nutrition Course is to teach an individual about the fundamental and advanced mechanisms of nutrition as a whole that will help an athlete perform at his or her best. Courses including with this bundle. Course 01: Diploma in Sports Nutrition Course 02: Level 1 Diet and Nutrition Course 03: Level 2 Certificate in Understanding Nutrition and Health Course 04: Level 5 Nutritional Therapy Course Course 05: Sports First Aid Course 06: Sports Coaching Course 07: Personal Trainer [ Note: Free PDF certificate as soon as completing the Sports Nutrition: Sports Nutrition Course Sports Nutrition: Sports Nutrition Course Online This Sports Nutrition: Sports Nutrition Course consists of 11 modules. Course Curriculum of Sports Nutrition: Sports Nutrition Course Module 01: A Quick Overview of Sports Nutrition Module 02: Diet and Nutrition: Dietary Guidelines Module 03: Nutrition and Athlete Health Module 04: Diet Planning Module 05: Healthy Dieting Module 06: The Digestive System Module 07: Water Module 08: Weight Control and Weight Loss Management Module 09: The Role of the Vegetarian/Vegan in Sports Nutrition Module 10: Myth and Misinformation Module 11: Performance Boosters Assessment Method of Sports Nutrition: Sports Nutrition Course After completing Sports Nutrition: Sports Nutrition Course, you will get quizzes to assess your learning. You will do the later modules upon getting 60% marks on the quiz test. Apart from this, you do not need to sit for any other assessments. Certification of Sports Nutrition: Sports Nutrition Course After completing the Sports Nutrition: Sports Nutrition Course, you can instantly download your certificate for FREE. The hard copy of the certification will also be delivered to your doorstep via post, which will cost £13.99. Who is this course for? Sports Nutrition: Sports Nutrition Course Online The Sports Nutrition: Sports Nutrition Course is designed for candidates who want to advance their careers as a Nutritionist, Chef, Dietician, Health Service Manager. Athletes, coaches, and personal trainers can also enrol in this course for self-improvement. Requirements Sports Nutrition: Sports Nutrition Course Online To enrol in this Sports Nutrition: Sports Nutrition Course, students must fulfil the following requirements: Good Command over English language is mandatory to enrol in our Sports Nutrition: Sports Nutrition Course. Be energetic and self-motivated to complete our Sports Nutrition: Sports Nutrition Course. Basic computer Skill is required to complete our Sports Nutrition: Sports Nutrition Course. If you want to enrol in our Sports Nutrition: Sports Nutrition Course, you must be at least 15 years old. Career path Sports Nutrition: Sports Nutrition Course Online This Sports Nutrition: Sports Nutrition Course will help you open up opportunities in the following career paths: Sports Nutritionist Food Technologist Lead Nutritionist

Award winning Baby & Child First Aid classes for parents, grandparents or anyone anyone who looks after babies and children. Delivered in a relaxed and comfortable style, designed to give you confidence to know what actions to take if faced with a medical emergency.

Are you passionate about diet, nutrition, and fitness? Unleash your potential in the thriving profession of a Diet and Nutrition Coach. The UK's demand for qualified experts in this field is soaring, and our comprehensive bundle equips you with the knowledge and certifications you need to excel. With courses spanning Health & Diet Coaching, Dietetics, Advanced Nutrition, and more, you'll gain a deep understanding of nutrition's impact on health and fitness. Dive into specialized areas like ketogenic diets, vegetarian diets, and food allergy awareness. Plus, enhance your fitness expertise with muscle building, weight loss, and HIIT training knowledge. As the health and fitness industry continues to grow in the UK, so does the need for skilled diet and nutrition coaches. Professionals in this field can earn competitive incomes while helping individuals achieve their health goals. Enroll in this bundle to kickstart your journey toward a rewarding career, guiding others to better health through personalised diet and fitness plans. Take the first step toward becoming a Diet and Nutrition Coach today. Elevate your career, make a lasting impact, and thrive in this dynamic and high-demand profession. Learning Outcomes: Master nutrition principles for health and fitness. Create personalized diet and fitness plans. Understand the psychology of sports and coaching. Specialise in dietary needs like vegetarian and ketogenic diets. Gain expertise in muscle-building and weight-loss strategies. Develop skills in health coaching and motivation. Acquire knowledge in hormone health and occupational therapy. Elevate your career prospects and transform lives with our "Diet and Nutrition Coach" bundle. Dive deep into the realm of nutrition, dietetics, and fitness with courses that equip you with the knowledge and qualifications to excel in this dynamic field. This bundle covers a wide spectrum of topics, from mastering the fundamental principles of nutrition to specialising in dietary needs like vegetarian and ketogenic diets. You'll gain expertise in creating personalised diet and fitness plans, enabling you to guide individuals on their journey to better health. Explore the psychology of sports and coaching, and understand the critical link between hormones and health. As the UK continues to witness a heightened focus on health and fitness, the demand for skilled diet and nutrition coaches is at an all-time high. Professionals in this field can earn competitive incomes while helping individuals achieve their health and fitness goals. By enrolling in this bundle, you'll position yourself as a trusted expert, ready to make a significant impact in the lives of others. CPD 200 CPD hours / points Accredited by CPD Quality Standards Who is this course for? Aspiring Diet and Nutrition Coaches Health and Fitness Enthusiasts Sports and Fitness Professionals Individuals Seeking a Career Change Career path Diet and Nutrition Coach: £25,000 - £50,000 per year Health Coach: £20,000 - £40,000 per year Fitness Trainer: £20,000 - £45,000 per year Sports Coach: £20,000 - £40,000 per year Occupational Therapist: £25,000 - £45,000 per year Hormone Health Specialist: £30,000 - £60,000 per year Certificates Digital certificate Digital certificate - Included Hard copy certificate Hard copy certificate - Included

Duration 3 Days 18 CPD hours This course is intended for CliniciansUniversitiesHospitalsHealthcare ExecutivesEntrepreneursInvestors Overview Intro to blockchainMajor healthcare use cases of blockchainUnderstand different use cases of PEB that have already been implemented and encourage thought of new potential use cases. This course covers the intersection of healthcare and Blockchain. Training will include an overview of Blockchain, and uses for Blockchain in the healthcare industry, from medical records, to medical devices, insurance and more. Day 1 History of blockchain Blockchain 101 Decentralization/centralization Distributed ledger-private vs public Mining and consensus mechanisms Intro to healthcare on blockchain including Medical records FHIR, HL7 Day 2 Patient identity Value-based care and concepts (discuss outcome-based smart contracts) Medical devices, Wearables, IoT Patient adherence monitoring (with tokenized incentives-could also discuss with pt. empowerment), incentives, etc. Interoperability and other obstacles of implementation (industry inertia, large data sets, inherent resistance to change) Day 3 Supply chain (substandard and falsified medicines, divergence, compliance with DSCSA) Logistics Insurance (eligibility, reduced overhead, claims processing) Data sets AI technology (theoretical use cases) PT empowerment 1 & 2 (digital health wallet with access driven by smart contracts, monetizing data for sharing) Additional course details: Nexus Humans Blockchain for Healthcare Professionals 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 Blockchain for Healthcare Professionals 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 5 Days 30 CPD hours This course is intended for Implementers and administrators who have experience with IBM Spectrum Protect. Overview After completing this course, you should be able to: Describe a multi-server IBM Spectrum Protect storage environment. Manage storage containers and traditional storage pools. Configure a multi-server environment. Improve data protection and recovery with replication. Enable advanced client functions. Protect and monitor the IBM Spectrum Protect environment. Use scripting to automate daily processing. Optimize the IBM Spectrum Protect server and client. Troubleshoot common problems. Describe the other IBM Spectrum Protect family products. IBM Spectrum Protect, formerly known as IBM Tivoli Storage Manager, is a data backup and recovery solution designed to help you manage your data retention, reduce the cost of storage, and provide appropriate recovery point objectives to meet any service level agreement. IBM Spectrum Protect offers improved efficiency and flexibility using objectbased data management, policy-driven retention, and an easy to use interface, the Operations Center.In this advanced-level course, you streamline your daily operations with the latest features, such as using Retention Sets for data retention, and using the Web Client 2.0 to restore data. You use the Operations Center and administrative command line to manage multiple IBM Spectrum Protect servers and nodes. This course also includes scripting, performance tuning, restoring the database and storage, and an overview of integration with IBM Spectrum Protect Plus 10.1.6. The hands-on exercises are performed on two Windows 2016 R2 virtual machines.This course is the second in a two-course series. It is for storage administrators familiar with the daily management of IBM Spectrum Protect, and focuses on the latest features, such as container pool storage. Basic concepts and installation are not covered in this course. TS618G, the first course in the series, IBM Spectrum Protect 8.1.9 Implementation and Administration, covers basic administration and installation. Unit 1 The IBM Spectrum Protect 8.1.11 environment Unit 2 Storage pool management overview Unit 3 Multi- server management Unit 4 Recovery and long-term retention Unit 5 Client functions and management Unit 6 Daily maintenance and monitoring Unit 7 Automation and scripting Unit 8 Tuning the server and client for optimization Unit 9 Troubleshooting and recovery

Essential knowledge – for counsellors, psychotherapists and anyone else working with distressed people This new online course is designed to stimulate deeper thinking about the ethical dilemmas and professional difficulties you may encounter when working with people suffering emotional distress. It gives you sound principles to remember and realistic guidelines to follow whenever difficult ethical situations arise. Whilst primarily designed for counsellors and psychotherapists, anyone interested in thinking more clearly about ethical matters, including social workers, occupational therapists, mental health workers, medical and legal professionals, can complete the course. The guidance offered is not a list of static ‘rules’ but a framework of interlocking ideas and insights through which it is possible to create clear and reasonable codes of professional conduct to help ensure we act ethically. The discussions between the tutors raise important considerations – deriving from real case histories – and give you valuable insights about the evolution of ethical behaviour and the nature of ethical problems today. Why this course is needed We live in a world that, despite technological progress, seems to have lost its moral compass. It should go without saying that all therapists should act ethically with their patients, but some don’t. The consequences of this can prove distressing and even damaging for the client involved, and, for the practitioner, can mean anything from public censure, suspension from practice, or full-scale striking off. So, in addition to following guidelines and a code of practice, therapists need to develop a sound inner intuition of what the right thing to do is in any particular circumstance. However, developing this intuition requires us to escape from our mental pigeon-holes so that we can develop richer patterns of thought, through consideration of a wide range of potential pitfalls and ethical dilemmas, to draw upon and return to throughout our professional lives. What will you explore The foundations of ethics Ethics and human nature The difference between ethics, morals and the law The reason ethical dilemmas arise The HG Code of Ethics Examples of modern ethical quandaries Living in a ‘victim culture’ that’s obsessed with blaming Why ethical behaviour is socially conditioned The importance of learning from mistakes Why relying on systems can inhibit flexibility of thought and behaviour Why organisational rigidity drives bureaucracies to behave unethically What determines our individual nature, character and mental health The assumptions we make that get in the way of ethical decision making Typical case histories dealt with by the HGI’s Registration and Professional Standards Committee Ethics: needs and wants Ethics, tribalism and political correctness Our inbuilt range of moral emotional responses The illusion of shared perceptions Three ethical safeguards arising from the Human Givens approach The importance of spare capacity when helping others The danger of patients putting therapists on a pedestal Why technology, using artificial intelligence, raises ethical questions Accredited CPD certificate and much more… Counts towards a Diploma By taking this course, you could be on your way to completing Part 1 of the Human Givens Diploma – a flexible, part-time psychotherapy course which will deepen your psychological knowledge and increase your ability to help people effectively and quickly.  Course Programme Part 1The nature of ethical problems Part 2Ethical Foundations Part 3Practitioners Code of Conduct Part 4Case Histories What's included? 24 Videos 30 Quizzes Life-long access CPD Certificate Course format This online ethics course is delivered by four distinguished Fellows of the HGI, Sue Saunders, Ian Thomson, Ivan Tyrrell and Denise Winn – their discussions provide much food for thought and draw on real case histories that have come before the HGI’s Registration and Professional Standards Committee. As with all our online courses, you are required to answer multiple-choice questions designed to add to your knowledge and deepen your understanding: an enjoyable, thought-provoking part of the learning process. Once you have completed the course, you will receive an Accredited CPD certificate, which counts towards the Human Givens Diploma. This course has been independently assessed by the internationally recognised CPD Standards Office for 6 hours of CPD training. Meet your tutors Ivan Tyrrell Ivan Tyrrell worked for many years as a psychotherapist and now spends most of his time lecturing and writing. Read more Sue Saunders Sue has worked in training, coaching and psychotherapy for over 30 years. She also has extensive experience in the corporate world. Read more Ian Thompson Ian Thomson is the former deputy chair of the HGI Registration and Professional Standards Committee Read more Denise Winn Denise is a journalist, editor and author specialising in psychology – who has also practised as a human givens therapist since 2000. Read more

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