677 Other courses near Wirral

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

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.

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

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

Where should management effort be directed? In controlling costs and ensuring proper engineering in live projects? - yes, of course, but true cost control comes by understanding, eliminating and minimising risk prior to a business committing any funds. This course studies the stages required for practical financial and business appraisals of projects and capital expenditure. This course has two primary objectives: To impart the knowledge and skills required to ensure as risk-free as possible expenditure of that scarce resource, cash - the investors', governments' or shareholders' money must not be squandered To improve the quality of the appraisal process in the widest sense - demonstrating how the process of project and capital expenditure appraisal can be used to dramatically improve cost control and deliver as risk-free as possible expenditure As a result of the course, participants will be able to: Understand the economics of appraisal Be in control of their projects from the start Understand the economics of their projects - and devise the most appropriate mode Carry out sensitivity analysis and identify risk Improve their methods of appraisal and approach Focus on the risk areas and take out risk and control costs before they over-run The benefits of attending this course will be demonstrable from day one. Thorough appraisals and risk assessment follow through to success in project management and detailed cost control and project management. 1 Introduction Why appraise? Taking risk out of investment The short- and long-term results of not appraising business expenditure 2 Developing an appraisal process The process - overall and stage-by-stage objectives Understand business and technical risks Manage resources and time Do you invest enough time and effort at this stage? Take out the risks - control costs before you are committed to contracts and action Checklists 3 Appraisal arithmetic Review of the arithmetic of appraisalThe time value of moneyThe effects of different interest or required ratesThe effects of inflation (or deflation) in prices and costs Understanding the economics of appraisal is essential 4 Appraisal measures Meaning and use of appraisal measures Identifying the most appropriate measures for your particular business Payback Discounted cash flow measures - NPV and IRR Other measures - FW, AW, Profitability Index The meaning of the measures and their application in practice 5 Cost benefit analysis The effect on decision-making of more intangible benefits Cost benefit analysis Ensuring costs are genuine Measuring intangible benefits Environmental issues Consideration of intangible benefits in the appraisal decision-making process 6 Developing appropriate models Developing models - examples of spreadsheet models and measures for many different situations Modelling investment opportunities - summarising outcomes Sensitivity analysis - identifying, quantifying and taking out risk 7 Developing an appraisal process The process - managing risk from the outset Using the process in risk management, negotiating and project management Take out risk by thoroughly knowing your project - developing your own process