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The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: Negotiate from a position of partnership, not competition Deal more effectively and profitably with price objections Identify and practise successful sales negotiating skills Identify strengths and weaknesses as a sales negotiator Understand different types of buyer behaviour Learn to recognise negotiating tactics and stances Apply a new and proven structure to their business negotiations Identify and adapt for different behavioural styles Be alert to unconscious (non-verbal) communication Prepare and present a proposal at a final business negotiation stage Project confidence and exercise assertiveness in all sales negotiations 1 Planning for successful business negotiations This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: What kind of a negotiator are you? Negotiation skills self-assessment and best practice How to establish roles and responsibilities for both parties How to identify and set objectives for both buyer and seller How to research and establish the other person's position (business negotiation stance) 2 How to structure your negotiations This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: Learn and apply a formal structure to use when negotiating How to establish short- and longer-term objectives and opportunities How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations Understanding of basic legal and organisational requirements 3 Verbal negotiation skills This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions How best to propose and suggest ideas, using drawing-out skills 4 Non-verbal negotiation skills This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: Gaining rapport and influencing unconsciously Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) Recognising that business negotiations are precisely structured and agreements gained incrementally 5 Proposing and 'packaging' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: How to identify the key variables that can be negotiated The power and use of 'authority' within your negotiations How to structure and present your proposal, ideas or quotation to best effect The importance of when and how to identify and influence buyer's objections 6 Dealing with price This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: The three reasons that people will pay your asking price How to set price in a competitive market The key differences between selling and negotiating Ten ways to present price more effectively and persuasively 7 Getting to 'Yes': tactics and strategies There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: How to negotiate price and reduce discounting early in the process How to recognise negotiating tactics and strategies in your customer or supplier Key strategies, techniques and tactics to use in negotiation The importance of follow-through and watching the details How to deal with stalled business negotiations or competitor 'lock-out' 8 Case studies and review This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: Case studies Question and answer Planning worksheet Negotiation 'toolkit' and check-list 9 Personal action plans Session highlights: Identify the most important personal learning points from the programme Highlight specific actions and goals Flag topics for future personal development and improvement

Adobe authorised live online course with study materials and certificate of completion included During this 1 day intermediate level course you will learn how to utilise the powerful image editing capabilities of Adobe Photoshop. Building on the topics covered in our Introduction to Photoshop, you will learn how to work with multiple layers, use layer masks, learn how to use smart objects, add sophisticated filters. Re-touching and repairing, montages and image correction techniques are also covered. Description Completing this course will enable you to do the following and more: Work with Smart Objects Understand Image Input and Output Navigate Shortcuts Work with Selections Enhance or correct an Image Use Layers efficiently Work with Multiple Layers Work with Masks Paint and Retouch Images Using Textures and Imported Graphics Creating Stunning Special Effects with Glows and Filters Design Page Layouts Creating Artwork for Print and Web Use Adobe Bridge Automate Workflow For the full course content please download the course information pdf listed above. Who is this course for? This course is perfect for existing Photoshop users who want to further develop their skills and abilities with the application. Requirements Attendees should have a basic knowledge of Photoshop. You will need a broadband internet connection to participate in this live online course. Certificates Certificate of completion Digital certificate - Included

Adobe Authorised Training. Live online course with study materials and certificate of completion included Adobe Photoshop has long been the go-to application for image editing of all kinds. It’s used for everything from enhancing or manipulating photographs for print to formatting images for social media and website use. During this beginners course at our central London studios you will learn how to utilise Photoshop's powerful image editing capabilities. You will receive expert training in using tools for resizing, retouching and enhancing images with selections and layers. Resources Introduction to Adobe Photoshop Course Information Description Completing this course will enable you to do the following and more: Understand the concepts of non-destructive image editing Understand differences between image file types Re-size, crop and export images Create special effects using filters Confidently work with multiple Photoshop layers Perform substantial image corrections and enhancements Format and optimise images for web & social media use Add text to your images Produce banner ads for web advertising For the full course content please download the course information pdf listed above. Who is this course for? This workshop is suitable for anyone who wishes to learn Photoshop from scratch or wants to improve their existing knowledge of the program. Requirements Attendees should have basic PC or Mac skills. You will need a broadband internet connection to participate in this live online course. Certificates Certificate of completion Digital certificate - Included

Adobe authorised live online course with study materials and certificate of completion included During this 1 day intermediate level Adobe Illustrator course you will learn how to use Illustrator's tools to create stunning illustrations and type effects. Building on our Introduction to Illustrator (or your exisiting basic knowledge) you will learn how to work with colours, create printable documents, use gradients, layers, fonts, text effects, work with page and product design along with many other more advanced features. Description Professional Drawing with Illustrator Scale and Resizing Use Guides and Rulers Work with Colours in Illustrator Work with Clipping Masks Use Text copy and Typography in Illustrator Modify Objects Import and work with Textures Work with Opacity Work with 3D Elements Output your Artwork Bring a Fluorescent Transparency to Life Create Layouts for Product Placement and Packaging Save for Web & Devices For the full course content please download the course information pdf listed above. Who is this course for? This is a great course for existing Adobe Illustrator users who want to learn how to make use of more of the applications powerful features and improve their workflow. Requirements Attendees should have a basic knowledge of Illustrator. You will need a broadband internet connection to participate in this live online course. Certificates Certificate of completion Digital certificate - Included

Live online course with study materials and certificate of completion included Adobe After Effects is recognised as an essential tool for motion graphics and visual effects. Our introductory Adobe After Effects course is designed for those new to post-production techniques, and would like to get the most from this immensely powerful application. Whether you are a motion graphics designer, a web designer, rich media artist or broadcast video editor, this course covers all the techniques you need to successfully start using, or significantly improve your command over, Adobe After Effects. Description Completing this course will enable you to do the following and more: Become familiar with the After Effects workspace Create animations using keyframes Understand keyframe interpolation and velocity Work with the graph editor to fine tune animations Work with Solid, Text and Null layers Work with masks, mattes and track mattes Create Compositions Incorporate video with Photoshop and Illustrator. Use video layering with transfer and blending modes Use Motion Tracker and 3D Camera Tracker Apply and animate Effects Use Colour Correction / Glows + Curves Use filters for special effects Render your final project For the full course content please download the course information pdf listed above. Who is this course for? This workshop is suitable for anyone who wishes to learn Adobe Afer Effects from scratch or wants to improve their existing knowledge of the program. Requirements Attendees should have basic PC or Mac skills. You will need a broadband internet connection to participate in this live online course. Certificates Certificate of completion Digital certificate - Included

A 6-week inner child healing course to help you to improve your mental health and wellbeing by understanding your childhood experiences and the beliefs and limitations these may have created in your present-day life. An introduction to connecting with your inner child, developing a relationship with them, learning how to parent them, protect them and empower them. This will enable you to understand your feelings, needs and boundaries and give you a set of tools to develop acceptance, love and compassion for yourself.

A 6-week inner child healing course to help you to improve your mental health and wellbeing by understanding your childhood experiences and the beliefs and limitations these may have created in your present-day life. An introduction to connecting with your inner child, developing a relationship with them, learning how to parent them, protect them and empower them. This will enable you to understand your feelings, needs and boundaries and give you a set of tools to develop acceptance, love and compassion for yourself.

Course Overview Unlock the transformative power of Neuro-Linguistic Programming (NLP) with this dynamic course designed to equip learners with practical frameworks for personal and professional development. Covering the core principles, models, and techniques of NLP, this training enables individuals to improve communication, enhance self-awareness, and foster behavioural change. Learners will explore how language and thought patterns influence actions, developing strategies to set goals, resolve conflicts, and build better relationships. Whether you are looking to enrich your leadership skills, strengthen your emotional intelligence, or support others through coaching, this course offers valuable tools that can be immediately applied across a variety of settings. By the end of the programme, learners will have a solid foundation in NLP methodologies, with the ability to analyse behaviours, shape outcomes, and inspire transformation in themselves and others. Course Description The NLP Training course offers a comprehensive exploration of the foundational theories and practical applications of Neuro-Linguistic Programming. Learners will delve into key topics such as sensory acuity, representational systems, rapport-building, reframing techniques, and anchoring positive states. Through a structured and engaging learning experience, participants will uncover how internal language patterns affect emotional and behavioural responses, and how these can be influenced for personal advancement or supporting others. Emphasis is placed on building a flexible mindset, enhancing communication skills, and mastering strategies for behavioural change. Suitable for both newcomers and professionals across various fields, the course fosters critical thinking and effective interaction techniques. On completion, learners will have developed a strong command of NLP tools, empowering them to foster positive change, support professional growth, and improve interpersonal dynamics in multiple settings. Course Modules Module 01: Introduction to Neuro-Linguistic Programming Module 02: Understanding Human Communication and Behaviour Module 03: Building Rapport and Enhancing Relationships Module 04: Language Patterns and Persuasion Techniques Module 05: Anchoring and Emotional State Management Module 06: Setting Goals and Achieving Outcomes with NLP (See full curriculum) Who is this course for? Individuals seeking to enhance personal and professional communication. Professionals aiming to improve leadership and coaching skills. Beginners with an interest in behavioural psychology and communication models. Anyone aspiring to build stronger relationships and promote positive change. Career Path Life Coach NLP Practitioner Human Resources Specialist Counselling and Mental Health Support Worker Training and Development Professional Sales and Marketing Executive Leadership and Management Consultant

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