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371 Perspective courses in Cardiff delivered Live Online
CONSULTATIVE SELLING Training Programme Framework
By Dickson Training Ltd
Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered. Stage 2 - Design the Bespoke 2 x day Course nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers. Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence. Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme. Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme Sample Exercise – Red & White There is a specific time managed agenda and itinerary, which puts the group under pressure. The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines Sample Exercise –Back to Back Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.
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Peer Supervision for Clinical Hypnotherapists: Peer supervision for clinical hypnotherapists fosters professional growth through enhanced reflective practice, continuous learning, emotional support, feedback and validation, ethical guidance, networking, and professional accountability. - **Enhanced Reflective Practice**: Facilitates self-reflection, helping hypnotherapists identify strengths, weaknesses, and areas for improvement through peer discussions. - **Continuous Learning**: Expands knowledge by sharing innovative techniques, research findings, and emerging trends, promoting ongoing professional development. - **Emotional Support**: Provides a supportive space for therapists to share experiences and receive emotional support, addressing the emotional demands of the profession. - **Feedback and Validation**: Offers constructive criticism and fresh perspectives, aiding in skill refinement and improved clinical practice. - **Ethical Guidance**: Allows discussion of ethical dilemmas and collaborative solutions, ensuring adherence to professional standards. - **Networking and Collaboration**: Builds professional networks, leading to collaboration, referrals, and partnerships. - **Professional Accountability**: Encourages high standards and self-reflection through peer discussions, enhancing practice quality.
Data Protection & Cyber Security Course: Remaining Compliant Against Today's Risks
By DG Legal
The professional working world has changed more rapidly than could have been envisaged at the time of the introduction of GDPR and the Data Protection Act 2018. With more people working from home post-Covid and the ever increasing risk of cyber-attacks, this short course is aimed at taking stock of current practice and risk, as well as considering ICO enforcement action and the implications of hybrid working. It is also a great recap on the rules as they stand and what you need to know to comply. The course will cover: UK GDPR - A timely reminder of the rules ICO enforcement action and what we can learn Data Protection Impact Assessments - when and how to do them Hybrid working and UK GDPR Managing cyber attacks from a UK GDPR perspective Target Audience The online course is suitable for staff of all levels, from support staff to senior partners. Resources Course notes will be provided to all delegates which may be useful for ongoing reference or cascade training. Please note a recording of the course will not be made available. Speaker Matthew Howgate, Consultant, DG Legal Matt is a non-practising solicitor who has considerable experience in regulatory issues and advising on complex issues of compliance and ethics. He is also an expert in data protection, UK GDPR and on the civil legal aid scheme. Matthew is a lead trainer on and co-developed the LAPG Certificate in Practice Management (a training programme for legal managers and law firm owners) as well as regularly providing training on legal aid Supervision, costs maximisation, data protection and security and on general SRA compliance.
Annual Online Safety Update for DSLs, including emerging risks and trends
By Brightcore Consultancy
In this masterclass we'll unravel the complexities of the online world, shedding light on the most pressing current and emerging risks and opportunities faced by children and young people, from the perspective of the DSL, as Online Safety Lead.
First Novel First Draft 7. Perspective and Tone
By London Writing School
First Novel First Draft: Session 7: Perspective and tone: Playing with perspective and the impact it can have on a story, experimenting with word choices and choosing the instinctive voice.
We all have different experiences, backgrounds and perspectives which mean that we can all react differently to situations at work, which can also affect the relationships we have. This diversity of experience and thought is a good thing, but on occasion it can also lead to misunderstanding and conflict between individuals which need effective resolution strategies. Conflict can have a significant impact on colleagues and the business financially and emotionally. It is important that as a manager you have the tools to resolve conflict before it becomes an issue. What does the course cover? What is Workplace conflict? What causes conflict in the workplace? The effects of conflict on colleagues and the business Types of Conflict Conflict Management Styles Early Conflict resolution Mediation
Step into the enchanting world of words with our course, 'Comparative Literature Studies: A Global Perspective.' Brace yourself for an intellectual adventure that transcends boundaries, inviting you to explore narratives that dance across cultures and epochs. Each module, from the foundational 'Introduction to Comparative Literature' to the captivating analysis of 'Postcolonial and Contemporary Global Voices,' is a literary voyage that unveils the magic woven into tales. Picture not just dissecting literary genres but plunging into epic tales, unraveling the intricacies of love and identity, and navigating the enchanting realm of magical realism. Enroll now to be a literary globetrotter, unlocking the treasures of literature from Asia, Africa, and beyond. Join us and become a global literary aficionado, deciphering the universal language of stories that connect us all. Learning Outcomes Develop a profound understanding of the principles and theories of Comparative Literature. Master literary analysis techniques for a comprehensive study of global narratives. Explore the common themes of love, identity, and magical realism across diverse cultures. Gain insights into the historical context and literary movements that shape global literature. Conduct a comparative study of literary genres, fostering a nuanced appreciation for cultural expressions. Why choose this Comparative Literature Studies: A Global Perspective course? Unlimited access to the course for a lifetime. Opportunity to earn a certificate accredited by the CPD Quality Standards and CIQ after completing this course. Structured lesson planning in line with industry standards. Immerse yourself in innovative and captivating course materials and activities. Assessments designed to evaluate advanced cognitive abilities and skill proficiency. Flexibility to complete the Course at your own pace, on your own schedule. Receive full tutor support throughout the week, from Monday to Friday, to enhance your learning experience. Unlock career resources for CV improvement, interview readiness, and job success. Who is this Comparative Literature Studies: A Global Perspective course for? Literature enthusiasts eager to explore diverse global narratives. Students aspiring to deepen their understanding of literary analysis. Cultural studies enthusiasts interested in the intersection of literature and identity. Individuals curious about postcolonial literature and contemporary global voices. Anyone seeking a unique perspective on literature that goes beyond national boundaries. Career path Literary Analyst: £28,000 - £38,000 per annum Cultural Studies Researcher: £32,000 - £42,000 per annum Global Literature Educator: £35,000 - £45,000 per annum Editorial Content Strategist: £30,000 - £40,000 per annum International Publishing Coordinator: £32,000 - £42,000 per annum Literary Critic: £28,000 - £38,000 per annum Prerequisites This Comparative Literature Studies: A Global Perspective does not require you to have any prior qualifications or experience. You can just enrol and start learning.This Comparative Literature Studies: A Global Perspective was made by professionals and it is compatible with all PC's, Mac's, tablets and smartphones. You will be able to access the course from anywhere at any time as long as you have a good enough internet connection. Certification After studying the course materials, there will be a written assignment test which you can take at the end of the course. After successfully passing the test you will be able to claim the pdf certificate for £4.99 Original Hard Copy certificates need to be ordered at an additional cost of £8. Course Curriculum Module 01: Introduction to Comparative Literature Introduction to Comparative Literature 00:12:00 Module 02: Literary Theory and Comparative Analysis Literary Theory and Comparative Analysis 00:18:00 Module 03: Epic Tales Across Cultures Epic Tales Across Cultures 00:22:00 Module 04: Love, Identity, and Magical Realism Love, Identity, and Magical Realism 00:19:00 Module 05: Literary Movements and Themes Literary Movements and Themes 00:14:00 Module 06: Comparative Study of Literary Genres Comparative Study of Literary Genres 00:16:00 Module 07: Regional Focus Literature from Asia and Africa Regional Focus Literature from Asia and Africa 00:24:00 Module 08: Postcolonial and Contemporary Global Voices Postcolonial and Contemporary Global Voices 00:21:00
Unlock the enigma of Asperger's Syndrome with our pioneering course, 'Understanding Asperger's Syndrome: A Neurodiversity Perspective'. Delve into an in-depth exploration that initiates with an introduction to this condition and then systematically elaborates on its distinctive traits. Appreciate the nuances, benefits, and challenges associated with Asperger's as we demystify its diverse spectrum. The curriculum equips you with an all-encompassing grasp of the subject, culminating in practical guidance on management strategies for sensory sensitivities and vital support mechanisms. Endowed with newfound knowledge, you'll become an invaluable asset to both personal and professional spheres that interact with neurodiverse individuals. Learning Outcomes Gain a foundational understanding of Asperger's Syndrome within the broader context of neurodiversity. Identify and interpret the unique characteristics that differentiate Asperger's Syndrome. Comprehend the multifaceted impact of Asperger's Syndrome on individuals' lives. Acquire strategies for mitigating sensory sensitivities and overloads. Develop effective approaches for providing necessary support to individuals with Asperger's Syndrome. Why buy this Understanding Asperger's Syndrome: A Neurodiversity Perspective? Unlimited access to the course for forever Digital Certificate, Transcript, student ID all included in the price Absolutely no hidden fees Directly receive CPD accredited qualifications after course completion Receive one to one assistance on every weekday from professionals Immediately receive the PDF certificate after passing Receive the original copies of your certificate and transcript on the next working day Easily learn the skills and knowledge from the comfort of your home Certification After studying the course materials of the Understanding Asperger's Syndrome: A Neurodiversity Perspective there will be a written assignment test which you can take either during or at the end of the course. After successfully passing the test you will be able to claim the pdf certificate for £5.99. Original Hard Copy certificates need to be ordered at an additional cost of £9.60. Who is this Understanding Asperger's Syndrome: A Neurodiversity Perspective for? Caregivers and family members of individuals diagnosed with Asperger's Syndrome. Teachers and educators looking to accommodate neurodiverse students. Healthcare providers seeking comprehensive insights into the treatment and support options. Advocates or activists working to spread awareness on neurodiversity. Employers aiming to create an inclusive workspace for neurodiverse employees. Prerequisites This Understanding Asperger's Syndrome: A Neurodiversity Perspective does not require you to have any prior qualifications or experience. You can just enrol and start learning.This Understanding Asperger's Syndrome: A Neurodiversity Perspective was made by professionals and it is compatible with all PC's, Mac's, tablets and smartphones. You will be able to access the course from anywhere at any time as long as you have a good enough internet connection. Career path Autism Support Worker: £16,000 - £24,000 per annum Special Needs Teaching Assistant: £12,000 - £23,000 per annum Clinical Psychologist: £39,000 - £75,000 per annum Occupational Therapist: £24,000 - £44,000 per annum Sensory Integration Therapist: £26,000 - £40,000 per annum Inclusion Manager: £32,000 - £47,000 per annum Course Curriculum Module 01: Introduction to Aspergers Syndrome Introduction to Aspergers Syndrome 00:10:00 Module 02: Characteristics of Asperger Syndrome Characteristics of Asperger Syndrome 00:15:00 Module 03: Effects of Asperger's Syndrome Effects of Asperger's Syndrome 00:13:00 Module 04: Treatment of Asperger's Syndrome Treatment of Asperger's Syndrome 00:13:00 Module 05: Managing Sensory Sensitivities and Overloads Managing Sensory Sensitivities and Overloads 00:17:00 Module 06: Supporting Individuals with Asperger's Syndrome Supporting Individuals with Asperger's Syndrome 00:18:00
Zen Yoga Workshop - The Pericardium and Triple Heater
By Mark Westmoquette
Zen Yoga workshop exploring the paired energy systems of the Pericardium and Triple Heater. Learn about these organs from both a Western and Eastern perspective, and practice a sequence designed to enliven both systems.
