893 Trust courses

'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement. This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process. This programme will help participants: Understand 'how buyers buy' and align their selling activities accordingly Recognise the difference between 'latent pain' and 'active vision' opportunities Conduct effective pre-call planning and research Stimulate interest and establish credibility with your prospects Get prospects to share / admit high priority pain Engage in consultative dialogue that promotes the differentiating strengths of your offerings Gain access to 'power' people within an opportunity Effectively qualify and disqualify opportunities based on objective decision criteria Better control and manage sell cycles Improve their chances of winning competitive opportunities Shorten sales cycles and avoid 'no decision' Negotiate the steps leading to a successful sale 1 An introduction to selling Understanding the key points that encourage a customer to purchase from us The difference between consultative selling and a transactional sale Understanding the roles that trust and empathy play in a sale Understanding how tricks and manipulation can sink a sale Vital pre-meeting research that must take place before a conversation Understanding how the customer sees us and why positioning is important 2 Structuring the sales conversation process Defining a set process for structuring a sales call with a chance to demonstrate understanding How the first minute of a conversation can destroy a sale Understanding BPO objectives for a sale How a step-by-step sales conversation process helps win more sales Understanding the mis-match between the customers buying process How our sales processes can lead to mistakes 3 How and why people buy An insight into the emotional factors behind how people arrive at purchasing decisions Using research from neuroscience that shows how sales people can really make mistakes Understanding how people make decisions about larger purchases Understanding the stakeholders in companies and their buying motives How to analyse the stakeholders and determine a win-plan 4 Understanding the funnel Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting Understanding the role of forecasting in sales analysis Why many forecasts are nearly always wrong Understanding the stages of a sales process How 'verifiable outcomes' can really change forecasting 5 Questioning techniques Understanding the different questioning techniques and when they should be used Using the 'knowledge tree' as a framework for questioning Understanding the use of real empathy to help customers uncover their needs How effective research can really empower your questions How to ask 'high gain' questions How to ask difficult questions without feeling intrusive 6 Features and benefits How to practically apply them in a sales scenario How to align the benefits to customers' business goals Really understanding the difference and how to demonstrate true economic benefits to a customer How to discover business goals, and align value propositions to these How to craft an effective value proposition for a customer Using the SAR storytelling method to really engage customers to align their thinking patterns Using the latest neuroscience research that explains what customers are really thinking 7 Overcoming objections How 'confirmation bias' can hinder any sales conversation How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way Practising the method to become comfortable and congruent with it 8 Closing the sale A deep dive into what closing is How different sales have different closes How too many closing methods can destroy a sale How to lead up to a close with a logical sequence of questions Using the ACSAT trust method of closing A clear methodology with a chance to practise the skills in a fun way

This module aims to develop knowledge and understanding of the status of an authorised economic operator in the export and in import of goods. This includes the advantages of the status, trusted trader, and the process securing the authorised economic operator status.

WET FELTING WORKSHOP - make a piece of felted fabric H1, Hill of Rubislaw, Aberdeen Suitable for adults and children aged 9+ (children under 12 must be accompanied and supervised by an adult). Learn the traditional method of felt making. Using wool, soap, water and friction, we will turn the wool into a piece of felted fabric. This is very much an experimental class, laying down different fibres and textures, having fun and letting your imagination go wild. You will make either an abstract, a decorative textured piece or try creating a picture. After the class, the felted fabric could then be made into all manner of things. I will have samples with me to give you some ideas. Price includes all materials, tuition and light refreshments. Adult £38* *There is also a discount for Low Income Households: please use this option when booking for a 30% Discount (given in trust to anyone who needs it). Transport: CAR: Free Parking // BUS: 5 min walk from both Kings Gate and Queens Road. ..... T&Cs Please note that workshops are non refundable, however you are welcome to give your place to someone else. If the workshop is cancelled by the tutor an alternative date will be set or a full refund will be issued.

A movement and poetry workshop using the Erotic as a powerful prompt.

Target Audience Business professionals, leaders & executives aiming to develop their awareness of, and connection to self and others in complex or ambiguous contexts. Duration 1 Day Course Overview Adaptive social and emotional skills enable individuals to build social connections and regulate their emotions effectively in order to work well with others in an evolving organisational context. This involves strengthening emotional intelligence and shifting their mindset to become open, collaborative and focussed on forming value-driving partnerships. This course is designed by highly qualified learning design experts, assisted and guided by a Doctoral & Masters level leadership team. Working closely with subject matter leaders with extensive domain experience, this course is built on sound academic rigour and applied real world experience. Run in a cohort-based, activity-led format, it goes beyond theory to provide practical methods and frameworks that you can immediately apply in your workplace. Key Outcomes Exploring your own Emotional Intelligence Identifying common ground Gaining trust, respect and commitment Applying assertive techniques to manage and resolve conflicts

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

This seminar is a wide-ranging mix of legal issues that are important to dog owners, including responsibilities when buying and selling dogs, liability (both civil and criminal) for dogs that harm people and animals and much more. Topics are likely to include:- Civil claims against vets Civil claims against other dog owners Collar + tag Microchipping Contracts to buy and sell dogs Dogs dangerously out of control (Dangerous Dogs Act 1991) Ask Trevor! (ie Q&A) The seminar is expected to last up to 3 hours. Content is liable to change. This seminar provides an overview of a wide ranging mix of legal issues that are vitally important for all dog owners, as well as professionals involved in dogs such as dog walkers, groomers, behaviourists, trainers, pet sitters, doggie day care, breeders, home boarders, boarding kennels, vets, vet nurses, dog wardens, PCSOs and Police Officers. It is presented by Solicitor Trevor Cooper who aims to entertain as well as inform. Trevor has specialised in Doglaw for 29 years and is widely regarded as a leading solicitor in England and Wales for this niche area of law in both civil and criminal cases. Trevor started his career in local government and has acted for the prosecution (having been a Principal Solicitor with the Environment Agency for 5 years) as well as the defence – he was also a Magistrate on the North Yorkshire bench. He has also worked extensively with Dogs Trust and Battersea Dogs’ & Cats’ Home. Trevor acts for dog owners, dog related professionals and organisations in both civil and criminal proceedings at Cooper & Co Solicitors covering the whole of England & Wales. Topics are likely to include the law in England & Wales relating to:- Stray dogs Microchipping Collar & tag Dangerous dogs (incl dogs that are dangerous to people + animals) Breed Specific Legislation Public Spaces Protection Orders Community Protection Notices Noise Nuisance Duty of Care Cruelty Buying and selling dogs (+ enforceability of contracts) Ownership disputes An overview of licensing for some commercial activities Civil liability for the actions of your dog NB Content is liable to change Seminars & webinars presented by Doglaw Specialist Solicitor Trevor Cooper. Whether you’re a concerned dog owner or a professional involved with dogs, let Trevor Cooper and the rest of the Doglaw SOS team be your friends at the end of a phone. We’d never say “It’s only a dog”. Trevor is extremely experienced at providing presentations on dog law which are intended to be informative as well as entertaining.

How to protect your cash flow In the current economic climate more and more companies are finding that their customers are taking longer to pay - or are not even paying at all. As cash flow is key to the survival of any business, effective debt collection tactics are vital for all businesses. This workshop concentrates on the telephone skills and techniques you can use to achieve the most positive outcome in any debt collection situation - payment of money owed, as soon as possible, whilst keeping the collection cost as low as possible. The course will help you: Understand your debtors and communicate with them accordingly Develop a strategy for more effective debt collection Make every call count Handle difficult calls Reduce the amount of time you need to spend on chasing payment Increase your collection rates 1 The debt collection process Understanding the reasons behind payment default Looking at the debt situation from the customer's point of view Developing a strategy for effective debt collection 2 Advanced telephone communication skills Techniques for speaking to the person responsible for paying the debt How to gain the customer's trust when discussing debt Telephone collection skills best practice Key phrases that keep the conversation positive and open 3 Questioning and listening skills for gathering information Different types of question Using high-gain questions to uncover key information Active listening that will help you understand what customers are really saying Leading with examples and high-impact questions Summarising and restating 4 Overcoming objections and excuses Identifying objections Preparing suitable responses Probing objections and ways to overcome them 5 Gaining commitment and ending the call Learn how to negotiate an agreement to suit both parties Summarising actions for you and the customer Ending the call professionally 6 Dealing with difficult and challenging situations Understand different personality types The correct way to respond to an upset customer Ways to calm angry customers (and handle verbal attacks) 7 Action plans Course summary and presentation of action plans

Award winning Baby & Child First Aid classes for parents, grandparents or anyone anyone who looks after babies and children. Delivered in a relaxed and comfortable style, designed to give you confidence to know what actions to take if faced with a medical emergency.

The 2-hour Baby & Child First Aid class covers CPR, Choking, Bumps, Burns, Breaks, Bleeding, Febrile Seizures and Meningitis & Sepsis Awareness and will give everyone who attends the peace of mind they deserve.