5 Educators providing Purchasing courses in Woodley

About this Training Course  A few decades ago, the purchasing function in an Oil & Gas company was seen only as a procurement function in charge of supplying goods and services defined by the end user. Over the years, the purchasing function has won its letters of nobility and has proven to be a powerful leverage of savings and cost reduction. In the upstream Oil & Gas sector, where production sites are spread everywhere and sometimes in very isolated areas, purchasing & procurement performs an important mission to secure the supply of high-tech equipment which will travel all over the world before being installed offshore or in remote areas. These two objectives, cost saving and securing of supply, make the purchasing & procurement a strategic function and an essential segment of the supply chain as it drives the other steps in the chain.   Training Objectives By the end of the course, the participants will feel confident in their understanding of: The supply chain functions in the upstream Oil & Gas industry and its objectives. The purchasing process from the identification of a need to its satisfaction within the specifications, planning and budget. The strategic tools of the buyer: The category management and market analysis, the definition of the frame agreement and contracts. The creation of value for their organization by using the leverages of the purchasing process from the selection of supplier, the cost analysis and the negotiation. Target Audience This course is primarily designed for purchasers or head of purchasing/procurement. It is also necessary for other stake holders in the supply chain, including expediters, stock controllers and cost controllers. This course is also recommended for the participants in the logistics function who want to enlarge their knowledge domain of the supply chain. Finally, the supply chain administrators from the technical departments may also find this course necessary in order to facilitate their interaction with the purchasing department. Course Level Basic or Foundation Trainer Your expert course leader has 25 years of experience in management positions in Contracting, Procurement and Logistics, mainly in the Oil & Gas Industry. He was a Lecturer for IFP Training for 5 years. During his Oil & Gas industry experience, he has worked on major Oil and Gas development projects like the Yadana project in Myanmar, Akpo project in Nigeria and YLNG in Yemen. His international experience allows him to adapt very easily and integrate the multicultural specificities of the Oil & Gas industry in his teaching. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

Overview Advance Strategic Procurement is designed to understand the process that continuously enhances and evaluates purchasing activities of an organisation. The participant will have in-depth knowledge of procurement functions within the organisation and will also gain a deeper knowledge of advanced supply chain concepts.  Through this course, you will attain the knowledge of how to increase strategic roles and new methods and techniques of procurement performance measurements. It will also highlight the government's role and its importance in procurement in order to develop sustainable procurement. 

Overview This one day course is designed for anyone that deals with telephone sales in either an inbound or outbound call environment. Description The telephone has become a critical tool in obtaining sales in today’s competitive market, and yet it is often an area we pay little attention to, and consequently it becomes a negative aspect of our business rather than the highly positive one it can be. This course sets out to enable the attendees to sell effectively over the phone. The tools that are covered will help generate sales and whether they take inbound or receive outbound calls they will find that if they apply the techniques in this session, their success rate will increase immensely. Topics covered: Advantages and Disadvantages – A look at how the phone can work for and against us in a sales environment. An Introduction to Selling on the Telephone – Understanding the key points that encourage a customer to purchase from us. Structuring and the Sales Process – Defining a set process for structuring a sales call with a chance to demonstrate understanding. Why People Buy – A look at the reasoning behind people’s purchasing decisions. How People Buy – An insight into the emotional factors behind how people arrive at purchasing decisions. Turning Inbound Calls into Sales – Gauging the level of interest of a caller in order to establish the likelihood of a sale. Making Effective Outbound Calls – A set process of ensuring you gain the best advantage with this type of call. Getting Past the Gatekeeper – Understanding the role of the gatekeeper and developing methods of dealing with them in order to speak to the decision maker. Using scripts and techniques that are proven and effective. Sounds Interesting? – Studying three key communication factors when projecting the voice over the phone. Including a chance to review how the participant’s voice comes across over the phone. Methods of Improving the Way You Sound – 10 key tips on vocal improvement. Telephone Questioning Techniques – Giving the delegates the chance to fully understand the different questioning techniques that can be used during a sales call. Features and Benefits – How to practically apply them in a sales scenario. Logical and Emotional Purchasing – A further look at the reasons we buy. Overcoming Objections – Practical use of a set process and ways to apply it in the workplace. Closing the Sale – Clear methodology with a chance to practice the skills in a fun way. Post-course Assignment – A method of carrying the learning into the workplace and ensure continual review. Who should attend the course? Anyone who handles inbound or outbound sales calls over the telephone. Requirements for Attendance No prerequisites required.

About this Training Course More energy companies today are setting ambitious net-zero targets and are expected to pour billions into the voluntary carbon offset market by the end of this decade. To get to net zero emissions, companies will need to balance emissions with nature and technology-based offsets. Markets are the best tool for connecting carbon sources and sinks. Many countries will not have enough supply inside their borders and will need to co-operate with those who have extra greenhouse gas removal potential. The energy industry is in search of effective climate tools as pressure mounts from investors and consumers for more progress on fighting rising emissions. Corporations fighting to cut their carbon footprint have for years focused on internal reduction measures. Many are now adding to that effort by turning to carbon credits, a process made easier as verification and registration tools mature. One particular category of carbon offsets leads the way: high-quality, nature-based carbon credits. These represent the largest category of carbon credit projects in the voluntary carbon market, comprising nearly half of credits issued. Public concern about this practice focused on the additionality, leakage, and integrity of carbon offsets that are created through reforestation, land preservation, carbon capture and other projects. Lack of standardization and government regulation has also increased uncertainty for all participants in carbon markets, creating risks for developers of credit-generating projects and offset purchasers. Demand for higher-quality offsets will value projects that were subjected to due diligence and rely upon reputable third-party verification. Companies purchasing offsets generated by permanent and quantifiable projects will therefore be in the best position moving forward. In this highly interactive training course, your course instructor will guide you through the latest developments and best procurement practices to successfully operate in the voluntary carbon market. Training Objectives At the end of this course, the participants will be able to: Discover the current state of the carbon economy Gain insights into the voluntary carbon market Learn about the different type carbon credits available Examine how companies can reach net zero target by using carbon offsets Uncover best practices in carbon credit procurement strategy Learn the pricing dynamics carbon credits Examine how to identify and ensure high quality credits Obtain key learning from flawed carbon offset projects Target Audience This course is intended for: Energy transition team leaders Carbon credit procurement professionals ESG strategy team leaders Finance and accounting professionals Low carbon business analysts or economists Corporate business sustainability professionals Legal, compliance and regulatory professionals Carbon trading professionals Course Level Intermediate Trainer Your expert course leader is a skilled and accomplished professional with over 25 years of extensive C-level experience in the energy markets worldwide. He has a strong expertise in all the aspects of (energy) commodity markets, international sales, marketing of services, derivatives trading, staff training and risk management within dynamic and high-pressure environments. He received a Master's degree in Law from the University of Utrecht in 1987. He started his career at the NLKKAS, the Clearing House of the Commodity Futures Exchange in Amsterdam. After working for the NLKKAS for five years, he was appointed as Member of the Management Board of the Agricultural Futures Exchange (ATA) in Amsterdam at the age of 31. While working for the Clearing House and exchange, he became an expert in all the aspects of trading and risk management of commodities. In 1997, he founded his own specialist-consulting firm that provides strategic advice about (energy) commodity markets, trading and risk management. He has advised government agencies such as the European Commission, investment banks, major utilities and commodity trading companies and various energy exchanges and market places in Europe, CEE countries, North America and Asia. Some of the issues he has advised on are the development and implementation of a Risk Management Framework, investment strategies, trading and hedging strategies, initiation of Power Exchanges (APX) and other trading platforms, the set-up of (OTC) Clearing facilities, and feasibility and market studies like for the Oil, LNG and the Carbon Market. The latest additions are (Corporate) PPAs and Artificial Intelligence for energy firms. He has given numerous seminars, workshops and (in-house) training sessions about both the physical and financial trading and risk management of commodity and carbon products. The courses have been given to companies all over the world, in countries like Japan, Singapore, Thailand, United Kingdom, Germany, Poland, Slovenia, Czech Republic, Malaysia, China, India, Belgium and the Netherlands. He has published several articles in specialist magazines such as Commodities Now and Energy Risk and he is the co-author of a book called A Guide to Emissions Trading: Risk Management and Business Implications published by Risk Books in 2004. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

About this Virtual Instructor Led Training (VILT)  This 4 half-day Virtual Instructor Led Training (VILT) course will address a variety of contract and loan structuring issues associated with geothermal energy projects as well as comparison with solar, wind and battery storage. The course is designed to investigate how various project finance techniques and contract structures can be used to achieve a competitive power prices while maintaining a satisfactory equity return. Distinctive project finance features of power facilities that depend on geothermal, wind, hydro or solar resources will be evaluated with financial models. The course will cover economic analysis of exploration and development of geothermal facilities and how to incorporate probability of failure and success into an IRR framework. Subsequent sessions will address the theory underlying liquidated damages for delay, and performance as well as design of other incentives that is inherent in different contract structures. Nuanced project finance issues associated with structuring debt for renewable projects will be discussed including under what conditions the DSCR drives debt capacity and when the debt to capital ratio is instrumental. The course will be taught with a combination of theoretical discussions, term sheet review and focused financial models. Training Objectives Evaluation of the economic risks that arise from uncertainty associated with drilling exploration wells and development wells for geothermal projects. Analyse the theoretical issues with computing LCOE for geothermal projects compared to other renewable and non-renewable resources and the importance of cost of capital for renewable projects; Understand differences in contract structures for renewable projects and dispatchable projects and how a single price structure can distort incentives for efficient construction and operation; Understand components of financing that influence the bid price required to meet a required rate of return on equity and can result in relatively low prices with reasonable returns. Understand the importance of debt sizing constraints and what strategies are relevant when the debt to capital constraint applies relative to when the debt service coverage ratio drives the debt size; Understand how to compute P50, P90 and P99 for different projects driven by resource risk; Understand the difference between mean reverting resource variation and estimation mistakes that do not correct as the basis for 1-year P90 and 10-year P90. Understand under what conditions debt sculpting can affect returns and how synthetic sculpting can be used to increase returns when the DSCR constraint applies. Understand the theory of credit spreads, variable rate debt and interest rates in different currencies and compute the implied probability of default that in inherent in credit spreads. Understand how to evaluate the costs to equity investors and the benefits to lenders for various credit enhancements including DSRA accounts, cash flow sweeps and covenants. Course Level Basic or Foundation Training Methods The VILT will be delivered online in 4 sessions comprising 4 hours per day, with 2 breaks of 10 minutes per day, including time for lectures, discussion, quizzes and short classroom exercises. Trainer Your expert course leader provides financial and economic consulting services to a variety of clients, he teaches professional development courses in an assortment of modelling topics (project finance, M&A, and energy). He is passionate about teaching in Africa, South America, Asia and Europe. Many of the unique analytical concepts and modelling techniques he has developed have arisen from discussion with participants in his courses. He has taught customized courses for MIT's Sloan Business School, Bank Paribas, Shell Oil, Society General, General Electric, HSBC, GDF Suez, Citibank, CIMB, Lind Lakers, Saudi Aramco and many other energy and industrial clients. His consulting activities include developing complex project finance, corporate and simulation models, providing expert testimony on financial and economic issues before energy regulatory agencies, and advisory services to support merger and acquisition projects. Our key course expert has written a textbook titled Corporate and Project Finance Modelling, Theory and Practice published by Wiley Finance. The book introduces unique modelling techniques that address many complex issues that are not typically used by even the most experienced financial analysts. For example, it describes how to build user-defined functions to solve circular logic without cumbersome copy and paste macros; how to write function that derives the ratio of EV/EBITDA accounting for asset life, historical growth, taxes, return on investment, and cost of capital; and how to efficiently solve many project finance issues related to debt structuring. He is in the process of writing a second book that describes a series of valuation and analytical mistakes made in finance. This book uses many case studies from Harvard Business School that were thought to represent effective business strategies and later turned into valuation nightmares. Over the course of his career our key course expert has been involved in formulating significant government policy related to electricity deregulation; he has prepared models and analyses for many clients around the world; he has evaluated energy purchasing decisions for many corporations; and, he has provided advice on corporate strategy. His projects include development of a biomass plant, analysis and advisory work for purchase of electricity generation, distribution and transmission assets by the City of Chicago, formulation of rate policy for major metro systems and street lighting networks, advocacy testimony on behalf of low income consumers, risk analysis for toll roads, and evaluation of solar and wind projects. He has constructed many advisory analyses for project finance and merger and acquisition transactions. Lastly, our key course expert was formerly Vice President at the First National Bank of Chicago where he directed analysis of energy loans and also created financial modelling techniques used in advisory projects. He received an MBA specializing in econometrics (with honours) from the University of Chicago and a BSc in Finance from the University of Illinois (with highest university honours). POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

Develop a deep understanding of electricity pricing and marginal cost analysis with EnergyEdge's virtual instructor-led training course. Enroll now for a rewarding learning journey!

In this Advanced Bridal Hair and Makeup Course you are taught 20+ Bridal Makeup Looks and 37+ Bridal Hairstyles with scope to creating more than 50 makeup looks and more than 50 hairstyles. This course is suitable for beginners (no experience required) and professionals wishing to update their existing knowledge and skills and add new ones. The course is accredited by the Guild of Beauty Therapists, one of the largest trade bodies in the beauty industry. Accredited certificates help to obtain liability insurance, discounts (upto 35%) from makeup brands, and access to specialised hairstyling products through trade only companies. Whereas, non-accredited courses run by many academies are unable to provide such benefits. Students Work After Course All makeup, hairstyling, jewellery and outfit setting is done solely by the student. Practice Sessions All makeup, false eyelashes, hair pieces, padding, hair products tools and equipment will be provided for students to use during the course in their practice sessions. During this Advanced Bridal Hair and Makeup Course you will be given full details of all products and tools used, both high end and cheaper alternatives. A lot of information is covered therefore students should take suitable notes and photographs to assist in further practice after the course. For the first 4 days you will be practising makeup techniques learnt on the course on a model which you can bring, or one can be provided for you for an extra fee of £60 per day. Training heads / mannequins will be provided for students to use during the hairstyling part of the course. It is not practical to use live models as multiple hairstyles are demonstrated each day and it is necessary to use different hair products and backcombing. Continuous backcombing and application of strong hair products on a live model would cause severe damage to the hair. View Content for Advanced Bridal Course: Day 1, Makeup : Health and Safety including safety practices for covid-19. Importance of using correct PPE. Keeping Products and equipment clean – brush cleaners and makeup sanitisers. Different types of lighting, makeup chairs, additional equipment for speed and efficiency. How to make your business cost effective. Different types of primers for eye makeup and face makeup, and which ones to use according to skin type and skin tone. Different types of foundations. How to assess different skin types and skin tones. How to select the correct eye primer, face primer and foundation. Different makeup removers. Different moisturisers for different skin types. Recommendations for eyeshadow palettes especially for beginners. How to blend eyeshadows seamlessly. How to do eyebrows, ombre, natural, and 3D. Different types of eyebrow products. Different types of eyelashes. How to correctly apply false lashes. Different types of colour correctors, and how to use them. How to highlight and contour. Highlights and contouring products. How to apply blusher. Recommendations for blusher colours for different looks. How to identify different skin undertones to help select correct face and eye products. How to set makeup for lasting results. How to avoid creasing under eyes and around mouth. How to stop lipstick bleeding. Covering dark circles and blemishes. How to apply lipstick including over-lining lips. Different types of lipsticks.x How to do eyeliner including winged eyeliner. How to do smokey eyes. Which brushes to use. Different types of eyeliner and how to preserve gel eyeliner. Traditional Asian Bridal Makeup. How to change soft bridal makeup to bold bridal makeup. Foundation colours required for different ethnicities. How to do Glitter makeup How to apply mascara. Day 2, Makeup : Smokey eye makeup Registry makeup Mehndi makeup Engagement makeup How to transform one makeup look into a completely different makeup look to save time where clients have booked for more than one event on the same day, and time constraints apply. Bold Makeup – how to Smokey Eye Makeup. Spotlight or halo makeup Subtle makeup. Ombre Makeup. Ombre glitter makeup How to apply pigments. How to use or apply liquid foundation. Different tools for different applications. Where to purchase makeup tools and makeup products. How to apply for pro makeup artist discount schemes. Soft cut crease makeup Different types of setting sprays. How to use different highlighting products. How to prevent creasing under the eye and mouth. How to makeup last longer. How to conduct client trials. How to manage bookings. How to avoid scams. How to conduct phone consultations. How to deal with difficult / fussy clients. Must have products for beginners and how to build up your kit. Reverse highlighting and contouring. Colour correction theory. How to use an artist colour wheel to coordinate eyeshadow colours. Customer care. How to use glitter. Day 3, Makeup : How to highlight and contour for different face shapes i.e. corrective highlighting and contouring. How to identify different eye shapes. How to apply makeup for different eye shapes. Advanced foundation makeup technique for flawless bridal makeup. Monolid eye makeup Protruding eye makeup Hooded eye makeup. Downturned eye makeup. How to select the correct style of lashes for different eye shapes. How to make small eyes look bigger. Different lip shapes and how to correct them. Ombre lips. How to make lips look bigger. Arabic makeup Cut crease makeup Double cut crease makeup Floating cut crease makeup Glitter cut crease makeup Day 4, Makeup : Photographic makeup technique. How to make your client look more than 2 tones lighter than their natural skin tone without skin looking grey or ashy. Dos and Don’ts of baking. Sweatproof / waterproof makeup. How to set makeup for hot weather and destination weddings in hot countries such as Dubai, etc. Glass skin technique and products. Nude lipstick for different skin tones. 3D eye makeup How to customise / change foundation colour for different skin tones. Makeup products for dark skin tones Mature ladies makeup techniques and products. Marketing and social media. How to organise your own photoshoots. Advice and tips on photography to showcase your work. European bridal makeup Day 5, Hairstyling : Health and Safety including safety practices for covid-19. Importance of using correct PPE. Advice on purchasing mannequins for further practice after the course. How to wash the mannequins hair and which products to use. How to apply for trade cards for specialist hair products. Must have hair products, high end and cheaper alternatives. Must have tools for hairstyling, high end and cheaper alternatives. What advice to give clients for prepping hair. How to conduct trials. How to prepare and conduct bookings. Customer care. How to avoid customer scams. Phone consultations. Which hair pieces required for different hairstyles and where to purchase. Different types of padding required for different hairstyles. How to make your own padding. Traditional bridal bun. How to create different designs on a bridal bun. How to section hair. How to create a vintage fringe with side parting. How to backcomb correctly. Half up half down. Layered vintage fringe with middle parting. Messy Plait. Low messy / curly bun. How to change one hairstyle into another to save time for clients with multiple bookings. How to pop synthetic hair. Different types of pins. How to secure jewellery where padding has been used in the hairstyle. How to secure the dupatta where padding has been used in the hairstyle. Day 6, Hairstyling : Side bun 1. Side bun 2. Greek braid 1. Greek braid 2. Structured bun. Simple curls (barrel or ringlet). Hollywood waves. How to prep hair. Products required to create different textures for different hairstyles. Textured updo. Messy updo. Textured updo. Messy updo. Textured fringe. How to curl synthetic hair. Mermaid hair. How to make curls last longer. Sleek bun. Sleek low bun. How to secure jewellery when no padding has been used for the hairstyle. How to secure the dupatta when no padding has been used for the hairstyle. Day 7, Hairstyling : French braid. Fishtail braid. Boho pull through braid. Textured plait. How to create extra long plaits for asian brides. Solutions for thinning hair. How to create volume for fine hair and medium thickness hair. Backcombing to create volume. How to apply clip-in hair extensions. Boho frech braid updo. French braid bridal updo. French twist. Textured hairstyle for the and / or short hair. Plaited fringe. Dutch twist braid. Dutch braid. Day 8, Hairstyling : Textured High Bun / Top Knot Low Textured Bun Textured Low Bun with Pulled Lines 3D Curls Half Up Half Down Textured Low Curly Bun Introduction to Russian / textured hairstyling. How to prep Hair for Russian Hairstyles. Products and tools required for Russian Hairstyling. How to create Texture for Russian Hairstyles. How to create lines for Russian Hairstyles. Different types of padding for Russian Hairstyling. Correct way to crimp hair. Correct way to backcomb hair. Optional Day 9, Photoshoot You will receive professionally edited images for your portfolio to kick start your new career. The model, photographer, jewellery and outfit are all provided. The tutor is present to provide guidance with the hairstyle and makeup thus reinforcing all that has been learnt on the course. Photoshoots take place on Tuesdays, Wednesdays, and Thursdays following the end of the hair and makeup course. The Photoshoot is Evidence of the Students Achievement The students portfolio work is strictly the students work only i.e. the student has done all the makeup, all the hairstyle, and all the jewellery and outfit setting by themselves at the end of the course without any physical help from the tutor or anyone from her team. Many other teaching establishments pass off pictures as students work whereas the tutor or helper usually do all the hairstyling, and dupatta and jewellery setting themselves, and the student only does the makeup, and in some instances makeup by the student is done on only half the face, whereas the tutor has done makeup on the other half. The whole point of doing a hair and makeup course should be so that the student can complete total hair and makeup looks by themselves by the end of the course without any further help. Course Benefits The Advanced Bridal Hair and Makeup Course teaches students to confidently style hair and apply makeup on asian, middle eastern and European brides and party guests for different functions. You will learn about hair and makeup products and tools. You will be able to offer your clients different styles of makeup both bold and subtle. You will be taught how to deal with clients with different features and skin tones (including dark skin tones). You are taught advanced bridal makeup techniques on the fourth day of the course. We teach you how to create several hairstyles from one basic foundation. We also show you how to transform one hairstyle into another within minutes. You will learn how to prep different hair textures. Students are taught a huge range of hairstyles including advanced bridal hairstyles. On the eighth day of the course students are taught how to create some Russian hairstyles and the latest textured hairstyles.You will gain a detailed knowledge of techniques and products both high end and cheaper brands. You will be able to start your business as a professional hair and makeup artist without wasting money on unnecessary products and equipment. Successful completion of the course rewards students with 3 accredited certificates: Asian Bridal Makeup, Asian Bridal Hairstyling, and Professional Standards for Therapists. Thus enabling students to apply for makeup discount schemes, and gain access to specialised tools and products from trade only companies for professional hairstylists. This course is designed to maximise the success of your business and earning potential. We teach you not just the current makeup trends and hairstyles but also the types of looks and hairstyles expected to be in demand in the near future. We are probably the only training academy offering students advice and tips on how to create their own portfolio to suit their budget. Fees & Enrolment for Advanced Bridal Course Class Size: All courses are limited to a maximum of 3 students per class. Each student receives plenty of individual attention in all aspects of learning to fully benefit from the course. Course Location: Slough, near Heathrow, Hounslow and Southall. Easily accessible by road (Junction 5 of M4) and train (Slough Station – Elizabeth Line (London Underground) and National Rail (15 minutes from Paddington station, central London)). Course Timings: 10am – 5pm Course Fee: £1595 for 8 Days without photoshoot or £2400 for 9 Days with photoshoot Course Dates are below. If these dates are not suitable then we may be able to accommodate provided we have 1-2 months advance notice, please ask. (Refreshments and lunch is provided free of charge)

One-2 one training in Aesthetics -Anti Wrinkle and Dermal fillers . Choose your own dates

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

This highly practical one-day workshop has been designed specifically to help maximise sales where customers make contact by telephone. When customers contact us direct they have clearly already considered the possibility that they might buy from us, but we're still only half-way to making a sale. Unless we fully understand their needs and make it easy for them to buy, we may not secure the business. This workshop concentrates on the telephone skills and techniques needed to achieve the most positive outcome in any inbound customer call. A combination of excellent customer service skills and savvy sales awareness techniques will increase our chances of a successful outcome for both parties. The programme features the unique INBOUND model, to help remember the key principles for effective inbound telephone sales: Initial impressions Needs of the customer Bring them with you Open up the conversation Understand the triggers Narrow down the solutions Decision time! The programme also covers how to deal with difficult calls and challenging people - after all, every complaint is a sales opportunity! This programme will help participants: Create the perfect interaction with any customer making contact by telephone Make every call count Build rapport quickly in any situation Handle difficult calls and challenging people Create sustainable and profitable relationships Increase your sales conversions 1 The inbound sales process Each customer who contacts us will be at a different stage of the sales process. Some might be making general enquiries whilst others will be ready to commit, having made most of their decisions already. Sales and customer service people need to be ready to find out the stage the customer has reached before helping them to make the right decision for them 2 Engaging with the customer Having clarified where the customer is on their journey to making a purchasing decision, our next responsibility is to create and build a trusting relationship on both sides. This involves establishing rapport quickly to ease the communication process, thus enabling smooth transactions, both now and in the future 3 Questioning and listening skills for gathering information Developing these skills requires practice so that the communication becomes natural for the customer. This helps the customer to feel comfortable with us and work with us towards an effective solution. We discuss different types of question and how to use high-gain questions to uncover key information. Active listening will ensure that we can really help customers get what they need 4 Overcoming objections and excuses If we have followed the process properly and really understood the customer, then there should no further objections or barriers to completing the transaction. The reality is that there will still be the occasional issue that needs clarifying, so we need to prepare for possible objections and questions that customers might have. This includes probing objections so that we fully understand the customer's perspective before constructing suitable responses or solutions 5 Gaining commitment and ending the call Customers want to gain a solution to the issue they are facing and the sooner we can help them achieve that the better. Guiding the customer and helping them to believe in their own decision is part of our role. This section is dedicated to getting commitment all the way along the process, not just at the close 6 Dealing with difficult and challenging situations The realisation that everybody is different, with different personality types, different ways of looking at the world and different goals, is key to understanding sales. With this is mind we discuss these differences and how we adapt our approach to ease communication and maintain trust and understanding 7 Action plans Course summary and presentation of action plans