148 Spin courses

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

⛰️ Be Ready for the Unexpected – Anywhere, Anytime 🩺 Join our Outdoor First Aid Course and gain the skills to manage emergencies in remote and challenging environments. 🗓️ 2 Days – 2 Units of Life-Saving Knowledge 🧭 UNIT 1: Outdoor Emergency Action ✔️ Scene & casualty assessment ✔️ Resuscitation & AED use ✔️ Managing bleeding, shock & respiratory issues ✔️ Outdoor-specific first aid equipment & monitoring 🚑 UNIT 2: Outdoor Incident Management ✔️ Fractures, spinal & head injuries ✔️ Major illnesses & anaphylaxis ✔️ Burns, bites, stings & poisoning ✔️ Heat, cold & environmental injuries 📋 Includes a written assessment and practical scenarios to build real-world confidence. Perfect for: 🏕️ Outdoor instructors 🚵‍♂️ Adventurers 🎒 Expedition leaders 🧗‍♀️ Anyone working or playing in the great outdoors 📅 Book your place now and be the calm in the chaos. #OutdoorFirstAid #WildernessFirstAid #AdventureReady #FirstAidTraining #BePrepared #LifesavingSkills

👶🩹 Be the Difference in a Child’s Emergency 💙 The RQF Level 3 Paediatric First Aid course is EYFS/Ofsted compliant and designed for anyone who works with or cares for children — in nurseries, schools, or at home. 📘 What you’ll learn: ✅ Roles & responsibilities of a paediatric first aider 🩺 CPR & choking response for infants and children 🔥 Managing common injuries & medical conditions 👶 Age-specific first aid techniques 💊 Medication administration & record keeping 📋 Legal and regulatory responsibilities This hands-on training gives you the confidence and competence to act fast and effectively in emergencies involving infants and children. 📅 Get certified. Be prepared. Protect little lives. #PaediatricFirstAid #ChildSafety #FirstAidTraining #EYFS #OfstedCompliant #RQFLevel3 #NurseryNurse #EarlyYearsCare #BePrepared

Spinal and Peripheral Manipulation Grade 5 Mobilisation Course Covering junctional areas and upper and lower extremities. Osteopathy Physiotherapy Chiropractic

QA Level 3 Award In First Aid At Work (RQF) Three-day course Gives learners the knowledge and skills to be a first aider Recommended by HSE for high risk workplaces Course Contents: The Roles and Responsibilities of an Emergency First Aider Assessing an Incident Minor Injuries Cuts, Grazes and Bruises Minor Burns and Scalds Managing an Unresponsive Casualty CPR Safe Use of an AED (Automated External Defibrillator) Choking Seizures Wounds and Bleeding Shock Eye Injuries Angina Heart Attack Stroke Asthma Diabetes Anaphylaxis Head Injuries Spinal Injuries Chest Injuries Fractures Sprains, Strains and Dislocations Poisoning Benefits of this course: 1.1 million workers in Britain had an accident at work in 2014/2015 Of those, 2,700 were from the East Midlands On average, one out of every 370 people received an injury at work The estimated cost of injuries and ill health last year was £15 billion The Health and Safety (First Aid) Regulations 1981 require all employers to make arrangements to ensure their employees receive immediate attention if they are injured or taken ill at work. This includes carrying out a risk assessment, appointing a suitable amount of first aiders and providing adequate first aid training Typically, first aiders will hold a valid certificate in either First Aid at Work (FAW) or Emergency First Aid at Work (EFAW) Our QA Level 3 Award in First Aid at Work (RQF) - FAW - training course is the one recommended for first aiders in a high risk workplace Having the correct first aid provision in the workplace is not just a legal requirement, it is incredibly important for the safety of all members of staff! As this is a Regulated Qualification, employers can book this course for their employees in the safe knowledge that they have fulfilled their legal responsibilities for providing quality first aid training, without having to undertake any lengthy due diligence checks Accredited, Ofqual regulated qualification: Our First Aid at Work (FAW) course is a nationally recognised, Ofqual regulated qualification accredited by Qualsafe Awards. This means that you can be rest assured that your First Aid at Work Certificate fulfills the legal requirements and is a very good way to make sure you and your employees are trained in First Aid, having the ability to save lives should the situation occur. The Ofqual Register number for this course is 603/2384/X

The qualification is aimed at learners already working or preparing to work in industry that is identified within the company's risk assessment of First Aid. The qualification has a recommended course duration of 3 days; however the course duration may be increased to meet additional learning needs if required but not reduced.

QA Level 2 Award In Activity First Aid (RQF) Two-day course Especially suited to those working in sports or outdoor activities Have the skills to save lives and help injured heal faster Course Contents: The Roles and Responsibilities of an Emergency First Aider Assessing an Incident Minor Injuries Cuts, Grazes and Bruises Minor Burns and Scalds Managing an Unresponsive Casualty CPR Safe Use of an AED (Automated External Defibrillator) Choking Seizures Wounds and Bleeding Shock Eye Injuries Angina Heart Attack Stroke Asthma Diabetes Anaphylaxis Head Injuries Spinal Injuries Chest Injuries Fractures Sprains, Strains and Dislocations Poisoning Treatment for hot and cold temperatures Benefits of this course: Both Outdoor and Indoor Sports activities run a great risk of injury Would you know what to do if someone in your charge got injured or taken ill? The QA Level 2 Award in Activity First Aid (RQF) is a regulated and nationally recognised qualification designed for those who have a responsibility to provide first aid in outdoor and activity based environments As with all our courses, this course is run in a fun and engaging, interactive and hands-on way Accredited, Ofqual regulated qualification: Our Activity First Aid course leads to a nationally recognised, Ofqual regulated qualification accredited by Qualsafe Awards. This means that you can be rest assured that your Activity First Aid fulfils the legal requirements and is a very good way to make sure you and your employees are trained in First Aid, having the ability to save lives and speed healing should the situation occur. The Ofqual Register number for this course is 603/2652/9

Medical acupuncture course designed for manual therapists, including osteopaths, chiropractors, physiotherapists and sports therapists

Still Technique course, suitable for osteopaths and final year osteopathic students

Dry needling course part 2, course is designed for all manual therapists including osteopaths, chiropractors, physiotherapist and sports therapists. To attend part 2 of the course you must have completed part 1.