1233 RES courses in Nottingham

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.

An accredited qualification to prepare supervisors and team leaders for a future management role. This programme gives Team Leaders & Managers the skills, disciplines and confidence to manage their team effectively and add a great deal more value to the organisation - where they have to apply their learning in order to achieve the highly coveted ILM qualification. In order for a business to obtain maximum results, it is important that employees are motivated and supported in their job roles. It is the responsibility of the team leader or supervisor to lead their team effectively and present feedback to management. This 3-day programme will guarantee to boost your performance as a team leader and help you make the transition from working in a team to leading a team. We use a combination of theory and practical to help you develop yourself, and a toolkit of resources to use in the workplace. This is an internationally accredited course which not only carries kudos but it ensures you apply the learning back into the workplace for an immediate impact. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Course Syllabus The syllabus of the ILM Level 2 Award in Leadership and Team Skills course is split into three main modules, covering the following: Module One Developing Yourself as a Team Leader Learning the various roles, functions and responsibilities of a team leader - depending on workplace Recognising limits of authority and accountability, and how these are defined Developing personal skills and abilities for effective team leading Using reflective learning skills to improve performance Identifying areas of strength and possible improvement Finding ways of obtaining feedback from others Receiving and responding positively to feedback Module Two Workplace Communications Learning stages in the communication process Consideration of the recipient's needs Spotting barriers to communication and how to overcome them Establishing a range of direct communication methods relevant to the team Collating a range of direct communication methods relevant to people outside own area of responsibility. This includes written, telephone, e-mail and face-to-face Recognising the aspects of face-to-face communication, including appearance, impact, body language Realising the importance of succinct and accurate records of one-to-one oral communication Reasons for maintaining records of one-to-one communication (e.g. potential disciplinary or legal issues) Module Three Managing Yourself Setting SMART objectives and using them to prioritise own actions Learning simple time management techniques Developing an awareness of own skills and abilities Giving yourself personal objectives in relation to team objectives Developing flexibility and responding to daily changing circumstances Diagnosing the causes and impacts of stress at work Identifying symptoms of stress in yourself Knowing the implications of stress for workplace and non-work activities/relationships Developing simple stress management techniques Available sources of support Action planning and review techniques Accreditation As with all ILM accredited programmes, participants will need to complete the post-programme activity in order to achieve their full ILM Level 2 Award in Team Leading. This element is designed to show to ILM that you are able to apply what you have learned in the workplace. Who Is It For? This programme is ideal for practising or aspiring team leaders, in any industry sector, who is looking to gain a solid foundation or develop their existing skills as a team leader. This internationally recognised course will give you a solid understanding of what is needed to be a successful team leader, how to delegate, motivate and how to implement these skills in to your work place. What Will I Learn? At the end of the course, successful candidates will: Have a good understanding of the team leader role Apply a range of effective communication skills to overcome barriers Know how to motivate, build confidence and gain the best from their teams Identify, build and encourage effective team behaviours Apply practical skills and knowledge to be transferred to the workplace Gain an internationally recognised qualification What Is Required? There are no formal entry requirements, but participants will normally be either practising or aspiring team leaders, with the opportunity to meet the assessment demands and have a background that will enable them to benefit from the programme. Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information about running this course in-house at your premises, please contact us for more information.

Most organisations and businesses are trying to navigate the best way back to a functional working framework. But two things need to happen - 1. The working practices need to be efficient, sustainable and compatible for meeting the demands and needs of the organisation; it’s clients, it’s workforce and it’s Leaders 2. The culture needs to be welcoming, authentic and supportive otherwise there will be disenfranchisement and potentially a churn of staff and loss of talent What has been proven to be a very successful approach to mitigate the dangers of demotivated team members and poor efficiency levels is a bespoke ‘Ushering the Team Back to the Workplace’ workshop. Programme Outline Below is a template of an actual Programme that has been delivered very successfully for clients such as the NHS; Claranet; Jotun Paints & Workspace. This, however, can be modified to suit any group or size. It will be designed to reflect the Organisation’s preferred Hybrid working framework and communication systems. The options of having the innovative Real Play technique to help handle delicate conversations is especially effective. The biggest gain is to reconnect the relationships via the activities and exercises, which would be selected carefully. Key commitments and buy-in is always the priority outcomes - which this programme will help deliver in just 1 day. The objectives include: Making the transition back to working as a collaborative team Enhancing the Leadership skills of the team Reviewing/establishing the Hybrid working protocols Galvanising the Team spirit Maintain inclusivity among full-time; part-time and Region based team members Energising and motivational Fun! Exercise – Round the Bend The team are to follow the instructions delivered as they walk (and jump) through the route – always keeping a safe distance apart. The instructions become more complicated as they progress. Debriefing points: Dealing with Change Attention to Detail Adapting approach Optimising results Exercise - Number Crunch (3 x Cohorts of 12/13) The team must be effectively led and motivated to work as one unified group to reach their objective of visiting each numbered location within a very tight deadline. Debriefing points: Support and co-ordination Strategy and planning Adapting approach Optimising results Tutorial – Team Dynamics Tuckman model Phases of Development towards Maturity Exercise - Juggling (3 x Cohorts of 12/13) The group(s) will be invited to optimise the number of ‘clients’ (juggling balls) they can manage at one time. This involves devising a sequence between the group to achieve maximum results without making any mistakes. We introduce different balls which represent different degrees of complexity, challenging the group’s preparation and approach to a variety ‘customers’ needs. Debriefing points: Ensuring effective communication Clarifying the approach for dealing with the unexpected Setting expectations and reviewing delivery Treating every colleague with care and respect Tutorial - Email Etiquette The primary standards – best practices ABSURD model Preparation and planning Top Tips World Cafe The team are split into 5-6 sub-groups – each with a specific review focus:- What recommendations do you have to engage the team back into the Workplace? How do we ensure the framework is efficient? What are the best ways to optimise team working strategically when most/all team members are in the office? What potential barriers are there? How do we accommodate for the Regional team members? What are the benefits to bringing the team back to the workplace? Each session has 2 – 3 rounds with each table’s ‘host’ sharing feedback for applying to the Team Action Plan – or Charter. Debriefing points: Each Syndicate’s recommendations and capture the key actions they generate 'Real Play' We offer an innovative solution to bring real Leadership/team scenarios to life. We use actors who improvise scenarios which have been specified by the group. The group is split the group into 2 sub-groups, one with the Actor, the other with the Trainer. Each group has a brief and has to instruct their Trainer/Actor on how to approach the scenario supplied. The Actor and Trainer 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 Assign 24 x ‘Directors’ (4 for each Player – Phil & Julia – for each Real Play. Potential Real Play Scenarios: Engaging with a team member as to how the new working plans will be applied. Overcoming concerns to the new working practices/framework Addressing issues where a team member feels excluded from the teamworking practices/culture Debrief the Programme Individual Action Plans Team Priorities for application into the workplace

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results. This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques. Course Syllabus The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following: Module One Understanding the Customer The importance of good customer care Selling vs. selling attitude The reasons people buy Adopting a positive approach Module Two Self-Awareness Understanding your selling style Adapting your selling style to your customer Understanding your customers buying style Module Three Effective Communication and Rapport Building Why does communication need to be effective? Actively listening to your customers' needs Right question at the right time The impact of positive and emotive language Module Four Taking a Consultative Approach Different styles of selling Taking a consultative approach to selling Preparation techniques Buyer behaviour and motivation A selling approach to match the buyers mind Module Five Presenting the Solution Selling the benefits Sales tool kit Unique sales points Advanced questioning techniques Module Six Gaining Commitment Recognising and acting upon buying signals Dealing with customers concerns No means no? How to cope in stressful situations Module Seven Confirming the Sale Confirming or closing? Effective confirming techniques Going the extra mile Benefits For you as an individual This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed. For an employer The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact. What will I learn? By the end of the course, participants will be able to: Appreciate the need for preparation before a sales appointment Effectively identify and meet needs with advanced questioning techniques Identify verbal and non-verbal buying signals Construct professional answers to questions and possible objections Present your products and/or services with the buyer in mind Identify and use a selling style appropriate to capture the buyer's attention Recognise and overcome major objection types How to apply effective confirmation techniques with the buyer in mind Real Play Option We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group. The group is split the group into 2 sub-groups, one with the actor, the other with the trainer. Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied. The actor and trainer 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. Scheduled Courses This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.

The 2-day Coaching and Mentoring for Managers course is designed for organisations that want their managers and team leaders to apply practical coaching and mentoring skills in everyday work situations in order to develop the performance of those they are responsible for, as well as improving communication within the business. Previous attendees have included chief executives, general managers, and HR managers, right through to production line supervisors and office staff. In fact, anybody that has to work as part of a team and relies on other people's efforts will benefit from this programme. Course Syllabus The syllabus of the Coaching and Mentoring for Managers course is comprised of four modules, covering the following: Module One Introduction to Coaching and Mentoring Exploding the myths surrounding coaching Benefits of coaching and mentoring The role of a coach and mentor How to avoid everyday interference that takes your time away from coaching people to achieve results How motivation works The difference between mentoring, coaching, directing, supporting & delegating, and learning when it is necessary to apply them Why coaching is an action orientated partnership purely focused on measurable results Coaching and mentoring outcomes Module Two Managing a Coaching Session The most important skills of a business coach The key characteristics of a good coach How to ask powerful coaching questions Opportunity to role-play using the STAR/GROW model Module Three Mentoring in Action Mentoring suggestions The first meeting Between first and second meetings The second meeting The Experiential learning cycle Model discussions Frequent questions asked by Mentors Duration of mentoring End of relationships Module Four Putting Learning into Practice Building a bank of great coaching questions Demonstration of what has been taught in a live coaching/mentoring meeting Individual feedback from a professional coach Creating SMART action plans Getting started as a work coach/mentor Group review and feedback on new learning Action steps for new coaches Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

One of our greatest strengths is our ability to tailor any of our open management courses to the needs and requirements of different businesses in different industries. We understand that whilst our open management training courses provide a wealth of knowledge in their particular area of focus, not all of it may be relevant for your business and the particular industry you operate in.Rather than making delegates sit through management training that is irrelevant to their job role, we offer bespoke management training where we tailor the course to cover the specific needs of your organisation, ultimately relieving the inevitable boredom and "switching off" that would come with having to sit through training that a person knew they would not need. Why choose us for your bespoke management training needs? We have provided tailored, bespoke management training courses to some of the largest organisations in the UK. Using our acquired experience and knowledge of running these courses, we will be able to work with you to create a bepoke management training programme that delivers a significant return on investment, both in terms of tangible and intangible results. ILM accredited management training courses Because we charge a daily training rate rather than a per delegate fee, if you have a number of delegates requiring management training, a bespoke management training course can often be less expensive than putting them all on an open course. A number of courses have been accredited by the ILM, which means you can be assured as to the standard of the course content and delivery. For more information on these, please see our page on ILM Management Training. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Interested in finding out more about bespoke management training? Between us, we can come up with a training plan which will provide relevant, bespoke management training for your delegates which will maximise the return on both your time and cost. We are happy to come to your premises or arrange training facilities nearer to your location if this would be more convenient. Feedback Below is a small selection of past feedback for our management training and development courses and programmes: "Excellent instructor. I looked forward to our monthly lectures knowing that I would have a good laugh but also that I would learn more about the subject and myself. He has been very helpful to me and the rest of the students, not just during the lectures but often in his own time. His enthusiasm for all of the subjects covered during the course was evident throughout, which again helped me to enjoy and understand the subjects and lectures.  If I get the chance in future to attend a further course with you, I would jump at the chance."Senior Acquisitions SurveyorGalliford Try "A very accomplished trainer and someone who I would very much like to be involved in our business training going forward. The feedback I have had from all levels of our team structure is excellent."Group HR OperationsEADS Personnel Services UK "Phil has a lot of energy which he throws into the course. This visably broke down resistance and attendees entered into the exercises wholeheartedly."Senior QSBullock Construction Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

Negotiation is an everyday challenge for some whether it be in the office, field or at home. Have you ever walked away from a situation thinking "if I'd only put my thoughts, side, opinion or words across better"? This 2-day course is perfect for managers, supervisors and sales people. It will focus on negotiation skills and the techniques that go with it. In this energy-charged provision you'll learn and practice negotiation, assertiveness and influencing techniques. Course Syllabus The syllabus of the Effective Communication and Influencing course is comprised of seven modules, covering the following: Module One An Introduction to Negotiation Assessment of your current sales and negotiation strengths and improvement areas What is negotiation? Identifying objectives and all factors affecting negotiation The negotiation model - the four stages Module Two The Preparation Stage The significance of preparation and why we need to prepare What do you need to prepare? Preparing a set of objectives: yours and theirs Understanding constants and variables Researching the other party Creating a "win-win" situation Preparing yourself for possible set-backs and objections Module Three The Discussion Stage The importance of rapport building Opening the negotiation The power of effective questioning techniques Improving your listening skills Controlling emotions Spotting the signs - non-verbal communication and voice clues Module Four The Proposing Stage Stating your opening position Responding to offers How to deal effectively with adjournments Module Five The Bargaining and Closing Stage Making concessions - the techniques Adopting key bargaining skills Dealing with objections and underhand tactics Closing techniques Confirming the agreement Creating long term, lasting commitment Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

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EQ is a pattern of how people's biases in their thinking leads them to think one choice or thing is better than another, as well as their clarity in differentiating within those biases to exercise clear and sound judgement. Where your thinking and responses lie within your biases spectrum, and your ability in adjusting to the situation you find yourself in, will determine responses equating to poor or strong Emotional Intelligence (EI). This course will enhance and promote the skill set necessary for any working leader or manager, allowing our in-depth emotional intelligence knowledge to be applied into your working environment. From an employer's perspective, this award can be a significant long-term return on investment by further developing your leaders and managers. What Does This Course Offer? Our program offers an EQ-SWOT™ assessment and EI Model in detail, and through activity and discussion we explore how applying and possibly adjusting, you may offer an improved Emotional Intelligence. Our learning experiences are successful because the outcomes are quickly embedded and demonstrate an immediate visible impact on the day-to-day working environment. Our engaging learning inspires employees to want to personally add value to the companies they work for. We also offer our Paradigm EQ-SWOT™ online assessment and report as a frame of reference within the program. This assessment should be completed before attending the program, and will be expanded upon during the program delivery. Course Content The Emotional Intelligence for Today’s Leadership and Management course covers the following topics: What makes EI so important within the workplace Self-Awareness and your EQ Profile The EQ unpacked Unconscious Bias & EI How to develop your EI quotient Accreditation Activity Our accredited tutors deliver training that encourages delegates to confidently and practically apply all they have learnt as soon as they get back into the business. To achieve this award, delegates need to prepare and deliver a 3 minute presentation* on the highlights of their learning and immediate application avenues when back in their working environment. *Participants will be given 30 minutes during the program to prepare for their 3 min presentation at the end of the program. Scheduled Course Dates Unfortunately this course is not currently scheduled as an open course as it is primarily run as an in-house programme. For more information, please contact us. In-House Courses This is our own management training course which has been developed and refined over the many years we have been providing it to delegates from organisations in virtually every industry. This means that the course syllabus is extremely flexible and can be tailored to your specific requirements. If you would like to discuss how we can tailor this management training course for you and/or run it at your premises, please contact us.

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