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Abrasive Wheels Training Nearly half of the workplace accidents involving abrasive wheels are due to an unsafe work system or operator error. This indicates that many of these incidents can be avoided if the risks of working with abrasive wheels are clearly communicated, and the correct safety measures are adopted, Abrasive Wheels Training will eliminate most accidents with Abrasive Wheels. With the appropriate Abrasive wheels training in place, you could significantly reduce the risk of an injury such as friction burns, crushed fingers and loss of eyesight which are the most common amongst abrasive wheel operators with the misuse of machines. This Abrasive Wheels Training Course is designed to assist in reducing the risk of injury for anyone who uses abrasive wheels at work. It guides you through the different types of abrasive wheels, how to identify and store them, how they should be used safely, and how they should be inspected prior to use. Our Abrasive Wheels Training will give all candidates hands-on practical training. Book with Confidence at Vally Plant Training At Vally Plant Training, we guarantee unbeatable value with our Price Match Promise. When you choose us, you can book with confidence, knowing that we will not be beaten on price. If you find a lower price for the same NPORS Experienced Worker Test, we’ll match it—ensuring you receive top-quality training at the best possible rate. Your skills, our commitment—always at the best price. Abrasive Wheels Course Duration 3-4 Hours Petrol Cut Off Saw 1 Day for all candidates Certification NPORS Traditional card – lasts for 5 years and is mainly accepted with housebuilders, utilities, port and marine as proof of competence OR NPORS card with CSCS logo – accepted by all major building contractor’s. The initial card is the RED trained operator card which lasts for 2 years and can be upgraded to BLUE competent operator card further to completion of relevant NVQ. In house certificates: suitable as proof of operator competence accepted for insurance and HSE compliance. Introduction to Abrasive Wheels Definition of Abrasive Wheels Abrasive wheels are tools used for cutting, grinding, and polishing various materials. They are made from abrasive particles, like grit, bonded together to form a solid wheel. When these wheels spin at high speeds, they can shape or finish different surfaces effectively. Types of Abrasive Wheels Commonly Used in Industry Bonded Abrasive Wheels: These are made by combining abrasive particles with a bonding material to form a solid wheel. Bonded abrasive wheels are typically used for tasks like grinding, cutting, and finishing metal or stone. Coated Abrasive Wheels: These have an abrasive layer attached to a backing material, like paper or cloth. Coated abrasive wheels are commonly used for sanding and smoothing surfaces, often in woodworking or metalworking. Abrasive wheel training is essential for learning how to use these tools safely and effectively. Understanding the different types of abrasive wheels and their applications can help you choose the right wheel for your job, ensuring efficiency and safety. Importance of Proper Training Overview of the Risks Associated with Improper Use Using abrasive wheels without proper training can be very dangerous. The importance of proper training cannot be overstated when it comes to the safe and effective use of abrasive wheels. Improper use of abrasive wheels can lead to serious accidents, such as wheel breakage, which can cause flying debris and severe injuries. Other risks include cuts, burns, and eye injuries from sparks or fragments. Not knowing how to handle the equipment properly can also result in damaged materials and inefficient work, leading to wasted time and resources. Benefits of Trained Versus Untrained Usage Undergoing abrasive wheel training is crucial for several reasons: Safety: Trained individuals know how to handle abrasive wheels safely, reducing the risk of accidents and injuries. They learn to inspect the wheels for damage, choose the right type of wheel for the job, and use protective gear correctly. Efficiency: Training ensures that users understand how to use abrasive wheels effectively, leading to faster and more accurate work. Trained users can achieve better results with less effort and time. Cost-Effectiveness: Proper training helps prevent damage to the wheels and the materials being worked on, saving money on replacements and repairs. It also minimizes downtime due to accidents or improper usage. Compliance: Many industries require certification for using abrasive wheels. Completing abrasive wheel training ensures compliance with safety regulations and industry standards, which is essential for legal and insurance purposes. In summary, abrasive wheel training equips users with the knowledge and skills needed to use abrasive wheels safely and efficiently, making the workplace safer and more productive. Getting Started with Abrasive Wheels Essential Equipment and Setup Before using abrasive wheels, it’s important to have the right equipment and ensure everything is set up properly. Here’s what you need: Protective Gear: Always wear safety goggles, gloves, ear protection, and a dust mask to protect yourself from flying debris, noise, and dust. Abrasive Wheels: Have a selection of abrasive wheels suitable for the tasks you plan to perform. This includes grinding wheels, cutting wheels, and sanding discs. Mounting Equipment: Ensure you have the correct flanges, spacers, and mounting hardware to secure the wheel to the machine properly. Tools and Machines: Use the appropriate tools and machines for your abrasive wheels, such as grinders, sanders, or cut-off saws. Make sure these machines are in good working condition. Work Area: Set up your work area with adequate lighting, ventilation, and space to move around safely. Ensure there are no flammable materials nearby. Completing an abrasive wheels training course will guide you on how to properly set up and use this equipment. Selecting the Right Wheel for the Job Choosing the right abrasive wheel is crucial for getting the job done efficiently and safely. Here’s how to select the right wheel: Material to Be Worked On: Different materials require different types of wheels. For example, use a grinding wheel for metal and a sanding disc for wood. Wheel Specification: Check the specifications of the wheel, including its grit size, bonding material, and hardness. Finer grits are better for finishing, while coarser grits are used for rough grinding. Machine Compatibility: Ensure the wheel is compatible with your machine. Check the wheel’s size, speed rating, and mounting requirements. Type of Task: Match the wheel to the task. Use cutting wheels for cutting, grinding wheels for grinding, and polishing wheels for finishing tasks. Enrolling in a grinding wheel training course can provide detailed guidance on selecting and using the right wheels for different jobs. Proper selection and setup not only improve efficiency but also enhance safety and prolong the life of the abrasive wheels. Safe Operation Techniques Step-by-Step Guide on How to Operate Abrasive Wheels Safely Inspect the Wheel: Before using any abrasive wheel, inspect it for cracks, chips, or other damage. Do not use a damaged wheel. Mount the Wheel Properly: Ensure the wheel is properly mounted on the machine. Follow the manufacturer’s instructions for correct mounting and balancing. Check Machine Guards: Make sure all safety guards are in place and functioning correctly. Guards help protect you from flying debris and accidental contact with the wheel. Wear Protective Gear: Always wear safety goggles, gloves, ear protection, and a dust mask to protect against sparks, noise, and dust. Start the Machine Safely: Stand to the side of the machine when starting it, not directly in front of the wheel. Allow the wheel to reach full speed before using it. Use Proper Technique: Apply light, even pressure to the workpiece. Avoid forcing the wheel or using excessive pressure, as this can cause the wheel to break. Maintain Control: Keep a firm grip on the tool or workpiece to prevent it from slipping or catching. Avoid Overheating: Use intermittent cuts and allow the wheel to cool down to avoid overheating, which can weaken the wheel and cause it to break. Regular Breaks: Take regular breaks to avoid fatigue, which can lead to mistakes and accidents. Completing an abrasive wheel training course can provide practical demonstrations of these safety techniques. Comparison with Other Cutting Methods Feature Abrasive Wheels Saws (Circular/Band) Laser Cutters Versatility High: Can cut metals, stone, ceramics. Moderate: Best for wood and certain metals. High: Can cut metals, plastics, composites. Precision High: Provides precise cuts and finishes. Moderate: Effective for straight cuts, less precise for intricate designs. Very High: Capable of intricate designs and clean cuts. Cost Low: Generally cheaper initial and maintenance costs. Moderate: Higher initial cost than abrasive wheels but longer lifespan. High: Expensive initial investment and maintenance costs. Portability High: Many tools are portable for on-site cutting and grinding. Low: Often require stationary setups. Low: Typically not portable and integrated into fixed setups. Safety Risks High: Requires proper training to prevent accidents (e.g., HSE, OSHA). Moderate: High-speed blades can be dangerous, need safety measures. Moderate: Requires specialized training to handle safety risks (e.g., reflective materials). Dust/Debris High: Generates significant dust and debris. Low: Produces less dust and debris. Very Low: Minimal dust and debris, cleaner cutting process. Wear and Tear High: Abrasive wheels wear down with use and need regular replacement. Low: Blades have a longer lifespan, less frequent replacement needed. Low: Lasers do not wear down, but components may need maintenance. Training Availability High: Numerous training courses available (e.g., HSE, OSHA). Moderate: Training available but not as comprehensive as abrasive wheel training. High: Specialized training required for safe operation and maintenance. Compliance High: Training helps meet regulatory requirements (e.g., PUWER 1998). Moderate: Safety training helps meet general safety regulations. High: Requires adherence to safety standards and protocols. Operational Speed Moderate: Suitable for detailed work, not as fast as saws for straight cuts. High: Faster cutting speeds for straight cuts. Moderate: Speed depends on material and thickness, generally slower than saws for thicker materials. Common Mistakes and How to Avoid Them Using a Damaged Wheel: Mistake: Using an abrasive wheel with cracks or chips. Solution: Always inspect the wheel before use and replace damaged wheels immediately. Improper Mounting: Mistake: Incorrectly mounting the wheel, leading to imbalance and breakage. Solution: Follow the manufacturer’s instructions and ensure the wheel is securely mounted. Skipping Protective Gear: Mistake: Not wearing safety gear, increasing the risk of injury. Solution: Always wear the recommended protective equipment, including goggles, gloves, and ear protection. Excessive Pressure: Mistake: Applying too much pressure, which can cause the wheel to break. Solution: Use light, even pressure and let the wheel do the work. Incorrect Wheel for the Job: Mistake: Using the wrong type of wheel for the material or task. Solution: Select the appropriate wheel based on the material and the task. Refer to the specifications and guidelines provided during abrasive wheels training. By understanding and avoiding these common mistakes, you can ensure safer and more efficient use of abrasive wheels. Proper training, like an abrasive wheel course, is essential to master these techniques and avoid potential hazards. Maintenance and Care Tips for Maintaining Abrasive Wheels Regular Cleaning: Clean the abrasive wheels regularly to remove any debris or buildup. Use a brush or compressed air to clean the wheel, ensuring it remains effective and prevents clogging. Proper Storage: Store abrasive wheels in a dry, cool place to prevent moisture damage. Keep them on a flat surface or in a vertical position to avoid warping or deformation. Wheel Dressing: Dress the wheel regularly using a wheel dresser to maintain its shape and expose fresh abrasive particles. This helps keep the wheel sharp and efficient. Avoid Overloading: Do not overload the wheel by forcing it to cut or grind faster than its capacity. Overloading can cause excessive wear and reduce the wheel’s lifespan. Use Correct Speed: Always operate the wheel at the recommended speed. Check the maximum speed rating of the wheel and ensure your machine does not exceed this limit. Balanced Use: Use the entire surface of the wheel evenly to prevent uneven wear. Avoid focusing on one spot for too long, which can create grooves and weaken the wheel. Lubrication: If applicable, use the appropriate lubricant to reduce friction and heat buildup. This can extend the life of the wheel and improve performance. How to Check for Wear and Damage Visual Inspection: Before each use, visually inspect the wheel for cracks, chips, or other damage. A damaged wheel can be dangerous and should be replaced immediately. Sound Test: Perform a sound test by gently tapping the wheel with a non-metallic object (like a wooden handle). A clear ringing sound indicates the wheel is intact, while a dull sound suggests it may be cracked and unsafe to use. Check for Unusual Vibrations: When the wheel is running, check for unusual vibrations or wobbling. This can indicate imbalance or damage. Stop using the wheel if you notice these signs and inspect it further. Measure Wheel Wear: Measure the diameter of the wheel regularly to monitor wear. Replace the wheel when it reaches the minimum usable diameter specified by the manufacturer. Surface Condition: Examine the surface of the wheel for glazing or loading. A glazed wheel appears shiny and smooth, indicating it is worn out and needs dressing or replacement. A loaded wheel is clogged with material and may require cleaning or dressing. Mounting Hardware: Check the flanges, spacers, and other mounting hardware for wear or damage. Ensure they are secure and in good condition to maintain proper wheel alignment. Regular maintenance and careful inspection of abrasive wheels can significantly extend their lifespan and ensure safe, efficient operation. Abrasive wheels training provides detailed guidelines on maintaining and checking wheels for wear and damage, helping users develop good maintenance habits. Health and Safety Guidelines Detailed Safety Precautions and Protective Gear Wear Appropriate Protective Gear: Safety Goggles or Face Shield: Protect your eyes and face from flying debris and sparks. Gloves: Wear sturdy gloves to protect your hands from sharp edges and hot materials. Ear Protection: Use earplugs or earmuffs to protect your hearing from the noise produced by grinding operations. Dust Mask or Respirator: Prevent inhalation of dust and particles, especially when working with materials that produce harmful dust. Apron or Protective Clothing: Wear a durable apron or long-sleeved clothing to shield your body from sparks and debris. Machine Safety Checks: Guarding: Ensure all machine guards are in place and secure before operation. Speed Check: Confirm that the machine’s speed does not exceed the wheel’s maximum rated speed. Work Area: Keep the work area clean and free of clutter to prevent tripping hazards. Safe Operation Practices: Proper Setup: Mount the abrasive wheel correctly, following the manufacturer’s instructions. Ensure it is balanced and secure. Correct Usage: Use the abrasive wheel only for its intended purpose. Avoid side grinding unless the wheel is specifically designed for it. Pressure Application: Apply light, even pressure to avoid overloading the wheel and causing it to break. Regular Inspections: Pre-Use Inspection: Check the wheel for any cracks, chips, or signs of wear before each use. During Use: Monitor the wheel for unusual vibrations or noises, and stop the machine immediately if any issues arise. What to Do in Case of an Accident Immediate Response: Stop the Machine: Turn off the machine immediately to prevent further injury. First Aid: Administer first aid for minor injuries. This may include cleaning cuts, applying bandages, and using cold compresses for burns or abrasions. Seek Medical Help: For serious injuries, seek professional medical assistance immediately. Call emergency services if necessary. Report the Incident: Inform Supervisors: Report the accident to your supervisor or safety officer. Provide details about how the incident occurred and the extent of the injuries. Document the Incident: Fill out an accident report form, including information about the equipment used, the nature of the injury, and any contributing factors. Review and Improve Safety Practices: Incident Analysis: Analyze the accident to determine its cause. Review whether safety protocols were followed and identify any gaps in training or equipment maintenance. Safety Training: Consider additional abrasive wheels training or a refresher course to reinforce safe practices and prevent future accidents. Online courses can be a convenient way to update your knowledge. Preventive Measures: Review Procedures: Ensure that all safety procedures are up-to-date and that all employees are familiar with them. Safety Drills: Conduct regular safety drills to prepare for potential accidents and improve response times. Legal Requirements and Certifications Overview of Relevant Laws and Regulations Using abrasive wheels involves adhering to specific safety laws and regulations to ensure the safety and health of workers. Here’s an overview of the key legal requirements: Occupational Safety and Health Administration (OSHA): In the United States, OSHA sets standards for the safe use of abrasive wheels. Employers must comply with OSHA regulations, including proper machine guarding, employee training, and the use of personal protective equipment (PPE). Provision and Use of Work Equipment Regulations (PUWER): In the UK, PUWER requires that work equipment, including abrasive wheels, is suitable for its intended use, properly maintained, and only operated by trained personnel. European Safety Standards: In Europe, EN 12413 is the standard for bonded abrasive products. It sets out requirements for safety, marking, and product testing to ensure the safe use of abrasive wheels. Regular Inspections and Maintenance: Laws often require regular inspections and maintenance of abrasive wheels and related machinery to ensure they remain in safe working condition. Record Keeping: Employers must keep records of all training, inspections, and maintenance activities related to abrasive wheels. How to Get Certified in Abrasive Wheels Training Getting certified in abrasive wheels training involves completing a recognized course and passing the necessary assessments. Here’s how you can achieve certification: Find a Training Provider: Look for accredited training providers that offer courses on abrasive wheels. Valley Plant Training is a well-known provider that offers comprehensive abrasive wheel training courses. You can also search for “abrasive wheel training near me” to find local providers or explore online options. Enroll in an Abrasive Wheel Course: Choose a course that covers both theoretical and practical aspects of abrasive wheel safety. The course should include topics such as wheel selection, proper mounting, safe operation techniques, and maintenance. Valley Plant Training offers courses that meet these criteria. Complete the Training: Attend the training sessions and participate actively. Training can be done in-person or online, depending on your preference and availability. Online courses can be convenient and flexible for busy schedules. Pass the Assessment: At the end of the course, you’ll need to pass an assessment to demonstrate your understanding of the material. This may include a written test and a practical demonstration of your skills. Receive Your Abrasive Wheels Certificate: Upon successful completion of the course and assessment, you will receive an abrasive wheels certificate. This certificate is proof that you have been trained in the safe use of abrasive wheels. Regular Refresher Courses: It’s important to stay updated with the latest safety practices and regulations. Consider taking refresher courses periodically to keep your skills and knowledge current. Valley Plant Training also offers refresher courses to help you stay up-to-date. Obtaining an abrasive wheel training certification from Valley Plant Training or another reputable provider not only enhances your safety and efficiency but also ensures compliance with legal requirements. It demonstrates to employers and regulatory bodies that you are qualified to handle abrasive wheels safely and effectively. Frequently Asked Questions What is abrasive wheel training? This is a training course that teaches you how to safely use and take care of machines that have abrasive wheels, like grinders. It covers choosing the right wheel, setting it up, and learning safety rules to prevent accidents. How much does abrasive wheels training cost? The price can change depending on where you are and who’s teaching the course. Generally, it might cost between £150.00 and £250 for the basic training. How long does abrasive wheels training last? Most basic courses take about a day to complete, around 6 to 8 hours. More detailed courses might take longer, especially if they include hands-on practice. Can abrasive wheel training be done online? Yes, you can learn the theory part online at your own pace. For learning how to actually use the wheels, you might need to attend a session in person to get practical experience. What are the two types of abrasive wheels? There are two main kinds: bonded and coated abrasive wheels. Bonded wheels are made of abrasive particles stuck together and are used for tasks like grinding or cutting. Coated wheels have a layer of abrasive glued to a backing material and are used for smoothing surfaces. What are the rules for abrasive wheels? The main rules include setting up the wheel correctly, wearing the right safety gear, checking the wheel regularly for damage, and following specific steps when using it to stay safe. There are also official safety standards you need to follow. Testing Of Candidates We will assess the delegates throughout the course on their levels of participation and understanding, they will demonstrate the inspection of various Abrasive wheels for damage and suitability. Then the delegates will complete a 25 question assessment paper at the end of the course. Successful delegates will be issued with the NPORS operator card Abrasive Wheels Training Covers: The requirements of the HASAW and PUWER and all associated regulations in respect of Abrasive Wheels. Hazards arising from the use of Abrasive Wheels and the precautions that should be taken. How to identify the Abrasive Wheel types and characteristics. Storage, handling and transportation of Abrasive Wheels. Inspecting and testing Abrasive Wheels. Personal protective equipment. Abrasive Wheels Training Available 7 days a week to suit your business requirements. VPT have a team of friendly and approachable instructors, who have a wealth of knowledge of abrasive wheels and the construction industry We have our own training centre for abrasive wheels conveniently located close to the M5 junction 9, In Tewkesbury. With its own purpose-built practical training area to simulate an actual working environment. Our abrasive wheels training and test packages are priced to be competitive. Discounts are available for multiple bookings We can send a fully qualified NPORS abrasive wheels Tester to your site nationwide, to reduce the amount of time away from work Other course: Enhance your skills with our specialized courses, including Lift Supervision Training, Appointed Person Training, Telehandler Training, Cat & Genny Training, Slinger Signaller Training, Lorry Loader Training and Crusher Training. Each program is designed to equip you with the expertise needed for excellence in your field.

Recognising the value of, and practising, clear and open communication at all levels is the first step to improving performance, whether at an individual, team, management, leadership or organisational level. We all know this, but why is it so difficult? This unique programme will make it much, much easier for you by giving you a robust framework to use - and the opportunity to practise your skills in a safe, supportive environment. It will help you have conversation that deliver tangible results. The programme will help you: Overcome the barriers to effective performance conversations Handle feedback conversations effectively Improve working relationships with your staff Set realistic expectations and targets (and get 'buy-in' for them) Improve your communication style Plan and prepare for honest conversations in the workplace 1 What is an honest conversation? Why don't we have them more often? What stops us? The cost of not having them 2 The feedback conversation Dealing with the impact of feedback conversations 3 Preparing for conflict 4 Effective working relationships 5 The expectations conversation 6 The targets conversation 7 Your communication styles 8 Planning and preparing for an honest conversation 9 Giving and receiving feedback skills

The aim of this course is to provide an overview of Agile approaches to product development. It explains what Agile is and when and why to use it. The scope of the programme includes: The course emphasises the collaborative nature of Agile and the flexibility it offers to customers. The principal training objectives for this programme are to help participants understand: Why and when to use Agile How to use Agile The roles involved in Agile development The cultural factors to take into account How to manage Agile developments 1 Introduction (Course sponsor and trainer) Why this programme has been developed Review of participants' needs and objectives 2 Background to Agile Issues with traditional approaches to product development How Agile helps Roots of Agile Agile lifecycles Product v project 3 How Agile works The Agile Manifesto Agile principles Process control: defined v empirical Different Agile methods The Scrum framework DSDM Atern 4 Managing Agile When to use Agile Managing Agile projects Team organisation 5 Agile techniques Daily stand-ups User stories Estimating MoSCoW prioritisation 6 Course review and action planning (Course sponsor present) Are there opportunities to use Agile? What actions should be implemented to adopt Agile? Conclusion

Self-understanding is a prerequisite for leading and managing others responsibly and honourably. The field of Neuro Linguistic Programming has helped us to gain a better insight into how we all think and behave. Upon completion of this course participants will be able to: Gain an insight into the purpose and functions of the unconscious mind Develop flexibility to increase their for behaviours in different circumstances Appreciate how different people experience the world Create and set effective goals and direction Understand the NLP Model of Communication Adapt their communication style to maximise effectiveness Influence and persuade others by connecting with people Understand how empowerment can make life easier Appreciate how creativity works Learn creativity techniques to tap into the power of the team 1 Self-awareness Autopilot - your unconscious mind Developing flexibility How identify, values & beliefs shape our behaviour Models of the world 2 Creating direction Describing present and desired state Designing your direction Making it happen Self-mastery 3 Communication The NLP Model of Communication Insights to the way people think Understanding representation systems Reframing the way people think about negative experiences Using metaphor 4 Influence and persuasion Building trust Connecting with people Purpose intention and outcomes The difference empowerment makes 5 Creativity and innovation Hindrances to creativity and innovation Your natural state of creativity Getting unblocked Creativity techniques 6 Action plan Course summary and presentation of action plans

The aim of this course is to provide project managers, project engineers and project support staff with a toolkit they can use on their projects. The tools range from the simple that can be used on all projects to the advanced that can be used where appropriate. This programme will help the participants to: Identify and engage with stakeholders Use tools for requirements gathering and scope management Produce better estimates using a range of techniques Develop more reliable schedules Effectively manage delivery DAY ONE 1 Introduction Overview of the programme Review of participants' needs and objectives 2 Stakeholder management Using PESTLE to aid stakeholder identification Stakeholder mapping The Salience model Stakeholder engagement grid 3 Requirements management Using prototypes and models to elucidate requirements Prioritising techniques Roadmaps Requirements traceability 4 Scope management Work breakdown structures Responsibility assignment matrix 5 Delivery approaches Sequential Agile 6 Estimating Comparative estimating Parametric Bottom-up Three-point estimating Delphi and Planning Poker Creating realistic budgets DAY TWO 7 Scheduling Critical path analysis Smoothing and levelling Timeboxing Team boards Monte Carlo simulations Probability of completion 8 People management Situational Leadership The Tuckman model Negotiation Conflict management Belbin 9 Monitoring and control Earned value management 10 Course review and action planning Identify actions to be implemented individually Conclusion PMI, CAPM, PMP and PMBOK are registered marks of the Project Management Institute, Inc.

Any successful business manager will tell you that you never get the deal you deserve - you always get the deal you negotiate! This two-day workshop includes recent research and practical techniques from the Harvard Business School Negotiation Project and provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies. This course will help participants to: Understand the basics of negotiation Develop negotiating skills Increase their business acumen Develop their communication skills Learn the models, techniques and tools for an effective negotiation Identify the barriers to agreements Close the deal 1 What is negotiation? Key skills for negotiation Types of negotiation Win-lose negotiations versus Win-win negotiations Wise agreements and Principled Negotiation 2 Four key negotiating concepts BATNA - Best alternative to negotiated agreement Setting your reservation price ZOPA - Zone of possible agreement Creating and trading value 3 Business acumen Understanding pricing, gross margins and profit Knowing the key points on which to negotiate 4 A Four Phase Model for negotiation Nine steps to successful planning Discussing a deal - creating and claiming value Making and framing proposals Bargaining for the winning deal 5 Effective communication Effective questioning Active listening skills Understanding and interpreting body language Barriers to effective communication 6 Understanding influence and persuasion Influencing strategies Ten proven ways to influence people Six universal methods of persuasion Understanding why people do business with other people 7 Negotiating tactics Tactics for win-lose negotiations Tactics for win-win negotiations Effective team negotiating Understanding and using powerv What do you do when the other side has more power? 8 Barriers to agreement Common barriers to agreement The Negotiators Dilemma Dealing with die-hard negotiators Dealing with lack of trust 9 Potential barriers to cross-border agreements Understanding business methods and practice in other cultures Figuring out who has the power and who makes decisions Recognising and dealing with cultural differences What's OK here might not be OK there 10 Closing the deal Four steps to closing the winning deal

In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals

Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: Understand why people buy - and how that makes it easier to sell Manage the sales process better Steer their sales calls to a more positive outcome Recognise - and respond to - customer buying signals Meet and overcome objections Choose the most appropriate techniques for closing with confidence Enhance their resilience Improve their communication skills on the telephone 1 Introduction Aims and objectives Overview Self-appraisal of current skills and development areas 2 The sales approach What selling means Why selling is like nature 3 The telephone as an instrument of communication Qualities of the telephone How telephone communication differs from face-to-face Advantages and drawbacks of the telephone How to optimise selling over the telephone Communication techniques to help you stand out from the crowd 4 Creating a relationship Professional telephone etiquette Building a rapport Connecting with the customer so that they feel you are on the same wavelength 5 The structure of a sales call Opening the call - creating a positive first impression Effective questioning to gather information and establish need Identifying and presenting the features and benefits of the product or service Matching the benefits to customers' needs Recognising and responding to buying signals Anticipating, meeting and overcoming objections Closing the sale and asking for the order - different closing techniques The importance of testimonials - how to obtain them and when to use them 6 Listening skills The challenges of accurate listening How to enhance listening skills Ensuring the customer feels heard and understood through empathetic listening 7 Shaping and using a script Developing a script to increase levels of confidence Leaving the door open 8 Managing the campaign Organisation and call planning Identifying your target market group Planning who and when to call Logging constructive information 9 Personal management The importance of persistence Is there a time to back off? Stamina - optimising energy levels Bouncing back 10 Practising the new information Pulling the details together Practising in a supportive environment 11 Action planning Personal learning summary and action plan