679 Other courses in Saltcoats

RQF Level 2 First Aid for Youth Mental Health course The RQF Level 2 First Aid for Youth Mental Health course is designed to provide participants with a deeper understanding of youth mental health issues and equip them with the knowledge and skills to provide effective support to young people experiencing mental health challenges. The course covers a range of topics related to youth mental health, including common mental health conditions, risk factors, early intervention strategies, and support resources. Here are some key components typically covered in the RQF Level 2 First Aid for Youth Mental Health course: Understanding Youth Mental Health: Participants will gain an understanding of the unique mental health challenges faced by young people, including the impact of developmental stages, societal influences, and peer pressure. They will learn about common mental health conditions that affect youth, such as anxiety, depression, self-harm, eating disorders, and substance abuse. Recognizing Signs and Symptoms: Participants will learn to recognize signs and symptoms of mental health issues in young people. They will explore the behavioural, emotional, and physical indicators that may suggest a young person is experiencing distress or mental health difficulties. Providing Initial Support: The course will cover strategies for providing initial support to young people in crisis or distress. Participants will learn how to approach and engage with young people, offer active listening, and provide appropriate reassurance and guidance. They will also explore strategies for managing challenging or sensitive conversations related to mental health. Promoting Positive Mental Health: Participants will gain insights into promoting positive mental health and well-being in young people. This includes exploring protective factors, resilience-building techniques, and strategies for fostering a supportive and inclusive environment. Referral and Signposting: The course will emphasize the importance of early intervention and appropriate referral pathways. Participants will learn how to signpost young people to relevant support services, resources, and professionals who can provide further assistance. Self-Care and Boundaries: Participants will be encouraged to prioritise their own well-being while supporting young people with mental health challenges. They will learn about self-care strategies, setting boundaries, and seeking support for themselves as they engage in helping others. Interactive Activities and Case Studies: The course often includes interactive activities, discussions, and case studies to facilitate practical learning and application of knowledge. These exercises enable participants to develop their skills in a supportive learning environment. Successful completion of the RQF Level 2 First Aid for Youth Mental Health course typically leads to the awarding of the Level 2 qualification. It is important to note that this course does not provide participants with the qualifications to diagnose or treat mental health conditions, but it equips them with the knowledge and skills to offer initial support and signposting to young people in need. Suitability - Who should attend? The RQF Level 2 First Aid for Youth Mental Health course is primarily aimed at individuals who work or have regular contact with young people aged 8 to 18 years old. This can include professionals, volunteers, or anyone else who has a role in supporting young people's mental health and well-being. The course is relevant for a wide range of individuals and professions, including but not limited to: Teachers and educators Youth workers Social workers School counsellors Sports coaches Healthcare professionals (such as nurses, paramedics, and allied health professionals) Community workers Volunteers in youth organizations Parents or caregivers Those with a general interest in youth mental health and well-being The Level 2 First Aid for Youth Mental Health course aims to equip participants with the skills and knowledge to provide initial support to young people experiencing mental health difficulties. It focuses on developing an understanding of youth mental health, recognizing signs and symptoms, offering appropriate support, and guiding young people toward further professional help. Ultimately, the course aims to empower individuals to be better equipped in providing immediate assistance and promoting positive mental health outcomes for young people. Outcome / Qualification etc. Upon completing the RQF Level 2 First Aid for Youth Mental Health course, participants can expect to achieve several learning outcomes. Understanding Youth Mental Health: Participants will gain knowledge about common mental health issues affecting young people, including anxiety, depression, self-harm, eating disorders, and substance misuse. They will develop an understanding of risk factors, protective factors, and the impact of mental health on young people's overall well-being. Recognising Signs and Symptoms: Participants will learn to identify early signs and symptoms of mental health problems in young people. They will understand how mental health difficulties can manifest and affect different aspects of a young person's life, such as behaviour, emotions, and social interactions. Providing Initial Support: Participants will acquire skills to provide initial support to young people experiencing mental health issues. They will learn active listening techniques, non-judgmental communication, and how to create a safe and supportive environment for young people to share their concerns. Promoting Positive Mental Health: Participants will understand the importance of promoting positive mental health and well-being in young people. They will learn strategies to enhance resilience, self-esteem, and coping skills among young people, as well as ways to create supportive environments that contribute to positive mental health outcomes. Signposting to Professional Help: Participants will gain knowledge about appropriate professional resources and services available to support young people's mental health. They will learn how to effectively signpost young people to appropriate help, such as mental health professionals, helplines, or support organizations. Self-Care and Boundaries: Participants will understand the importance of self-care and maintaining boundaries when supporting young people's mental health. They will learn techniques to manage their own emotional well-being and seek appropriate support for themselves when needed. The course aims to equip participants with the skills, knowledge, and confidence to provide immediate support and signpost young people to appropriate help. While it does not qualify participants as mental health professionals, it enhances their capacity to play a supportive role in promoting positive mental health outcomes for young people. Training Course Content Module 1 Introduction Module 2 What is first aid for youth mental health? Module 3 Identifying mental health conditions Module 4 Stress Module 5 Mental health conditions Module 6 First Aid Action Plan for Mental Health Module 7 Assessment and course closure MODULE 1 INTRODUCTION Session content Trainer/assessor introduction Learner introductions Course information • Administration • Learning outcomes and assessment criteria • Reasonable adjustment • Certification • Complaints and appeals • Assessment information Session duration 15 minutes MODULE 2 WHAT IS FIRST AID FOR YOUTH MENTAL HEALTH? Session content Definitions Role and responsibilities of a first aider The impact of mental health issues Mental health stigma Statistics Session duration 30 minutes MODULE 3 IDENTIFYING MENTAL HEALTH CONDITIONS Session content Mental health continuum Mental health risk factors Early warning signs Session duration 30 minutes MODULE 4 STRESS Session content What is stress? Causes of stress Effects of stress Coping strategies Session duration 30 minutes MODULE 5 MENTAL HEALTH CONDITIONS Session content Depression Anxiety Psychosis Eating disorders Suicide Self-harm Post-traumatic stress disorder Conduct disorders - Bullying Drugs and alcohol Session duration 125 minutes MODULE 6 FIRST AID ACTION PLAN FOR MENTAL HEALTH Session content Check for significant risk of suicide or harm Apply non-judgemental communication skills Reassure and provide information Encourage professional support and self-help strategies Consent and safeguarding The first aider’s own health and emotions Assessment Scenario – Application of the first aid action plan for mental health Session duration 90 minutes MODULE 7 ASSESSMENT AND COURSE CLOSURE Session content Written assessment paper Course administration Course closure Session duration 40 minute Course delivery details The delivery of the RQF Level 2 First Aid for Youth Mental Health course may vary depending on the training provider. However, here are some common methods and approaches used in the course delivery: Classroom-Based, or virtual Instruction: The course often involves attending face-to-face training sessions in a classroom setting. An experienced instructor or facilitator will lead the sessions, providing lectures, presentations, and discussions on the relevant topics. Participants will have the opportunity to interact with the instructor and fellow learners, ask questions, and engage in group activities. Interactive Learning: To enhance understanding and engagement, the course may incorporate interactive learning methods. This can include group discussions, case studies, role-plays, and simulations. These activities allow participants to apply their knowledge and skills in practical scenarios related to youth mental health. Multimedia Resources: Training providers may utilize multimedia resources to enhance the learning experience. This can include videos, audio recordings, and online resources that provide additional information, real-life examples, and testimonials related to youth mental health. Practical Skills Training: The course may include hands-on training in practical skills related to supporting young people with mental health challenges. Participants may learn and practice active listening techniques, crisis de-escalation strategies, and effective communication skills. Practical exercises and simulations can help participants develop confidence in applying these skills. Case Studies and Scenarios: The course may incorporate real-life case studies or scenarios to illustrate the application of knowledge and skills. Participants may analyze and discuss these cases, identify appropriate intervention strategies, and explore different approaches to supporting young people in various mental health situations. Assessments: To demonstrate understanding and competence, participants may be required to complete assessments or evaluations. These can include quizzes, written assignments, or practical assessments where participants demonstrate their skills in responding to youth mental health scenarios. Duration and Schedule: The duration of the course can vary, ranging from a few hours to multiple days, depending on the training provider. It may be offered as a full-time or part-time program, and the sessions may be conducted during weekdays or weekends to accommodate different schedules. Why choose Madeleys First Aid Plus Founded in 2021 after Louise left 30 years in the NHS as an Advanced practitioner in A&E/ITU, had spent 1.5 years in Covid ITU Won FSB Best start-up business in the West Midlands in May 2023 Now trained 100's of delegates in Physical and Mental Health First Aid Expenses Travel costs and lunch required, there are many cafes and sandwich bars here in Much Wenlock to buy your lunch, you may eat it in the training room. All training material, books, qualification certificates are included in the price. Continuing Studies After completing the RQF Level 2 First Aid for Youth Mental Health course, you may consider several options for continuing studies or professional development in the field of youth mental health. Here are a few potential avenues to explore: Advanced First Aid Courses: If you wish to further enhance your first aid skills, you can explore advanced first aid courses that specialize in mental health. These courses may provide more in-depth knowledge and practical skills in supporting individuals with specific mental health conditions. Mental Health Awareness Courses: To broaden your understanding of mental health across different age groups or specific mental health conditions, you can consider enrolling in mental health awareness courses. These courses provide comprehensive knowledge about mental health, its impact, and strategies for support. Youth Work and Counselling Courses: If you are interested in pursuing a career in youth work or counselling, you might consider enrolling in relevant courses or qualifications. These can provide a deeper understanding of therapeutic approaches, counselling techniques, and effective interventions for working with young people facing mental health challenges. Higher Education Degrees or Certifications: If you're looking for more extensive education and professional credentials, you can explore pursuing higher education degrees or certifications in fields related to mental health, psychology, counseling, or youth work. These programs often offer specialized tracks or modules focused on youth mental health. Continuous Professional Development (CPD): Engaging in ongoing professional development opportunities is essential for staying up to date with the latest research, practices, and approaches in youth mental health. You can attend workshops, conferences, webinars, and seminars that specifically focus on youth mental health and related topics. Volunteer and Practical Experience: Actively volunteering with organizations or programs that support youth mental health can provide valuable hands-on experience and further develop your skills. Volunteering opportunities allow you to work directly with young people and gain a deeper understanding of their mental health needs. Remember to research and choose reputable and recognized training providers or institutions when considering any further education or professional development opportunities. It's important to align your studies with your career goals and interests while ensuring the courses or programs meet industry standards and requirements.

As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we're leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline. We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills. This course will help participants: Understand the 'organized persistence' model of sales prospecting Develop skills in using video, online and social media to generate interest Understand how to write effective sales and outreach emails and using online tools Develop techniques for effectively managing telephone appointments Learn ways to use LinkedIn for connecting with customers and prospects Develop networking skills and learn how to source and develop referrals and professional introductions 1 Key principles of smart sales prospecting Set your sales prospecting goals and objectives Elevator pitch, core messages and your value proposition Targeting and segmenting your market 'Organised persistence' using your CRM effectively 2 Setting appointments by telephone - planning and preparation Why calling still works and the best times to call Creating a call prompt sheet: Opening a call and taking control Giving a reason to meet Key questions to ask Overcoming the cold calling blues 3 Setting appointments by telephone - advanced skills Giving a reason to meet and 'selling the appointment' Key questions to ask that will create interest and motivation to meet Voice tone, power words, phrasing, pausing, responding Getting past gatekeepers and getting through 4 Using LinkedIn for research and follow-up Why LinkedIn matters and how to use it Finding new contacts, connecting and Inmailing Short-cuts and advanced skills 5 Email strategies that work Using AIDA and other templates for sales emails Using personalized video emails to create interest Vertical targeting emails, with examples Building awareness with an email chain

This one-day workshop is intended for participants who have a basic understanding of Outlook but who want to know how to use its advanced features to manage their email communications, calendar events, contact information and other communication tasks. This course will help participants: Gain confidence using Outlook and its advanced features Organise and prioritise email messages Archive messages for safe-keeping Use rules to process received or sent messages automatically Manage scheduled meetings with others Give others permission to view and manage their folders and items Use contacts and commands to find out more about a person or company Prioritise work-flow using tasks and assigning tasks to others 1 Email messages Combining multiple clicks with quick steps Following up flag options Saving multiple attachments Attaching a folder of files Recalling and replacing a message Categorising messages with conditional formatting 2 Message options Adding options to messages Marking a message as private Receiving quick responses with voting buttons Directing replies to specific users Delaying sent messages Inserting links in messages 3 Stay organised with rules Using rules to automate message flow Moving messages with rules Using the rules wizard Setting up rules with conditions Using rules that work whilst you are away 4 Message clean-up Using conversation clean-up Using mailbox clean-up Moving messages to the archive folder Archiving folder properties Auto-archiving properties 5 Managing calendars Creating calendar groups Sharing calendars with permissions Setting up working days and times Managing time zones Categorise appointments with conditional formatting Publishing a calendar 6 Schedule meetings Scheduling a meeting Managing meeting responses Proposing new meeting times Adding attendees to a meeting Viewing multiple appointments 7 Using contacts Merging contacts to letters Merging contacts to labels Mail merging contacts in Word Exporting contacts to Excel 8 Managing tasks Organising your workload with tasks Categorising tasks Assigning tasks to others Sending a task status report Allocating time for tasks Regenerating a new task Viewing your tasks in the calendar 9 Adding message items Adding calendars to messages Adding business cards to messages 10 Email accounts Adding multiple user accounts Adding account permissions

Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: Assess the sales profitability and potential of existing key accounts Prioritise where time and energy is directed for maximum profitability Understand the key players in the decision making unit Create a strategic plan for the development of each client target Develop proactive sales consultancy skills Learn advanced communication and influencing techniques 1 What makes an effective account manager? The difference between order taking and account management How do you define a key account in your business? Why should existing customers remain with your company? How do you compare to the competition? 2 How do I prioritise my account management activity? Use practical tools to help you assess revenue potential Analyse the investment required versus the return on your time Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats Appreciate how this knowledge will improve your sales development 3 Planning strategies for each account Create a list of priority accounts and activities Learn how to develop a long-term and sustainable relationship Discover how they make their purchasing decisions Research the make-up of the Decision Making Unit for each client 4 Learning and utilising the six principles of influence Learn the secrets these principles offer sales people Discover how these principles will work for you Create an influencing strategy for influencers within the client Learn new habits of influence 5 Proactive sales skills Plan proactive sales meetings for key accounts Set primary and secondary objectives for every touch point with the customer Structure sales meetings for maximum effectiveness Help the customer commit and achieve their objectives 6 Putting it into practice Discuss real scenarios to plan for putting these skills into practice Share common issues with fellow sales people Create a personal development plan

The QA Level 1 Award in Fire Safety Awareness (RQF) is a regulated and nationally recognised qualification designed for those who want to increase their awareness of fire safety in the workplace.  Candidates will learn basic fire safety principles in order to ensure they are keeping themselves and others in the workplace safe at all times. They will also learn what to do in the event of an emergency and the simple measures that can be taken to control the risk of fires.  With subjects covered in just half a day, this course is an ideal way to ensure that all employees have a good understanding of fire safety, whilst minimising disruption to your organisation’s day to day activity.

ChatGPT, along with other AI tools, aims not to replace the human touch in management, but to enhance it. By addressing repetitive, daily tasks, these tools free up managers to concentrate on core responsibilities like strategic decision-making, team development, and innovation. As we move further into the digital age, integrating tools such as ChatGPT isn't a luxury; it's the future of proactive leadership. In this guide, we'll delve into 10 practical ways through which AI can elevate your efficiency and refine the quality of your work. Gain familiarity with prominent AI tools in the market Efficiently compose and respond to emails Generate concise summaries of complex reports and data. Obtain quick insights, data, and research across varied topics Streamline the writing of articles, training notes, and posts Craft interview tests, form relevant questions, and design checklists for the hiring process 1 Streamlining emails An inbox can be a goldmine of information but also a significant time drain for managers. Here's how to optimise it: Drafting responses: Give the AI a brief, and watch it craft a well-structured response. Sorting and prioritising: By employing user-defined rules and keywords, ChatGPT can flag important emails, ensuring no vital communication slips through the cracks. 2 Efficient report writing Reports, especially routine ones, can be time-intensive. Here's a smarter approach: Automate content: Supply key data points to the AI, and let it weave them into an insightful report. Proofreading: Lean on ChatGPT for grammar checks and consistency, ensuring each report remains crisp and error-free. 3 Rapid research From competitor insights to market trends, research is a pivotal part of management. Data synthesis: Feed raw data to the AI and receive succinct summaries in return. Question-answering: Pose specific questions about a dataset to ChatGPT and extract swift insights without diving deep into the entire content. 4 Reinventing recruitment Hiring can be a lengthy process. Here's how to make it more efficient: Resume screening: Equip the AI to spot keywords and qualifications, ensuring that only the most fitting candidates are shortlisted. Preliminary interviews: Leverage ChatGPT for the initial rounds of interviews by framing critical questions and evaluating the responses. 5 Enhancing training Especially for extensive teams, training can be a monumental task. Here's how ChatGPT can assist: Customised content: Inform the AI of your training goals, and it will draft tailored content suitable for various roles. PowerPoint design: Create visually appealing slide presentations on any topic in minimal time.

Trade barriers are going up across the globe. And cybercrime is on the increase. The link between the two? The value of trade secrets. As countries become increasingly protectionist as regards international trade, so their IP law has been changing, with the result that companies that previously would have sought protection through patents are opting to go down the trade secret route instead. But is this a high-risk strategy? Technology is changing and this is having an impact on forms of commercial co-operation. Collaborative or open forms of innovation by their very nature involve the sharing of intellectual property (IP), and in many instances this IP is in the form of valuable confidential business information (ie, trade secrets). Little surprise, then, that trade secrets disputes have increased accordingly. At the same time, the changes in technology make trade secrets more vulnerable to attack, misappropriation, theft. So just how effective are the legal protections for trade secrets? How can organisations safeguard the value in their IP (increasingly, the single biggest line in their balance sheets)? This programme is designed to help you address these issues. Note: this is an indicative agenda, to be used as a starting point for a conversation between client and consultant, depending on the organisation's specific situation and requirements. This session is designed to give you a deeper understanding of: Emerging trends in trade secrets protection and exploitation The current situation in key jurisdictions Recent case law How leading companies are responding The importance of trade secret metadata Different external stakeholders and their interests Key steps for effective protection of trade secrets Note: this is an indicative agenda, to be used as a starting point for a conversation between client and consultant, depending on the organisation's specific situation and requirements. 1 What are trade secrets? Definitions Examples Comparison with other forms of IP (patents, confidential information, know-how, copyright) 2 Current trends The various changes taking place affecting trade secrets - legal changes, trade wars, cybercrime, technology, commercial practice The current position in the UK, Europe, USA, China, Japan, Russia Corporate best practice 3 Trade secret disputes - how to avoid them Trade secret policies, processes and systems Administrative, legal and technical protection mechanisms The role of employees The sharing of trade secrets with others 4 Trade secret disputes - how to manage them Causes Anatomy of a trade secret court case 'Reasonable particularity' 5 Related issues Insurance Tax authorities and investigations Investor relations 6 Trade secret asset management roadmap Maturity ladder First steps Pilot projects

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

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

Increasing sales is the core of objective for all salespeople and it is vital they are given the tools and techniques to thrive in this highly competitive environment. The landscape within which salespeople operate is ever shifting, and now more than ever it is recognised that the key to successful selling is understanding the customer's needs and working collaboratively with them to achieve their objectives. This highly practical programme has been developed to support salespeople to develop their all-round sales skills using a customer-focused approach. The course will be fun and informal, using practical exercises to help new and experienced salespeople ensure they are equipped to deal with the challenges of selling. This course will help participants: Develop core sales skills such as building rapport, questioning and presenting benefits Identify the roles and goals of key contacts and recognize the importance of consultative selling Understand how to achieve sales by uncovering needs, matching benefits and promoting value Understand how to structure and control a customer interaction and set clear objectives for each account Develop techniques for handling objections, questions and staying positive Master the art of closing a sale and gaining agreement Understand tactical selling and how to build multiple contacts and relationships Develop skill and confidence in selling to both new prospects and existing customers 1 Consultative selling - key principles for success Recognise the importance of consultative selling and being client-focused Build the right processes to achieving sales targets - questions before features Assess your core sales skills; building rapport, asking questions, presenting features and benefits, closing 2 Consultative sales call skills How best to structure and control a customer meeting or call to be client-centric: Four Cs The importance of setting clear objectives for each call and account Setting the agenda and pre-call preparation Planning sessions 3 Your mission, message and meaning - comparative advantage Defining sales messages and USPs; positioning value and quality not price Knowing your target product and services and their value to the customer Understanding your customers buying role and qualifying the opportunity 4 An effective sales meeting - part 1 Opening the sales interview - and building rapport Gaining and retaining the full attention of the customer Probing and identifying real needs using effective sales questions Planning and practice sessions for consultative selling 5 An effective sales meeting - part 2 Matching customer needs and wants to products and services available Presenting your product or service using features, advantages, and benefits Recognising and responding to buying signals and other sales opportunities Planning and practice sessions 6 Closing the sale successfully Anticipating objections and seeing them as positives, including price objections Handling objections using proven methods and models How and when to ask for the sale professionally Follow up and follow-through Planning and practice sessions