2945 Trust 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

What Is a Brand? Free Video Introduction to Brand Strategy A brand isn’t just a logo—it’s how your business is perceived in the market’s mind. In this free video, discover what truly defines a brand, why it matters, and how strategic branding drives business success. ✅ Learn why branding is more than marketing ✅ Understand how strong brands create customer trust ✅ See how to position your brand for long-term growth 🚀 Watch now and start building a brand that stands out!

The NEBOSH National General Certificate in Occupational Safety and Health is an examined core qualification for people who have part of their role at work involved in health and safety.

Sharing & Networking - Light up a Life (or name used) appeals, switch-on events, and marketing Session aimed at those working in individual giving, in-memory, events, and marcomms roles THIS SESSION WILL NOT BE RECEORDED

Level 5 QLS Endorsed Diploma | 150 CPD Points | +Gifts: QLS Certificate + PDF Certificate | 24/7 Learner Support

Level 4 QLS Endorsed Diploma | 120 CPD Points | +Gifts: QLS Certificate + PDF Certificate | 24/7 Learner Support

Sharing & Networking - Q4 Reporting Session aimed at fundraising leaders: Directors | Heads of | Leads | Managers THIS SESSION WILL NOT BE RECORDED

Forensic Psychology Course: Forensic Psychology Do you wish to see professionalism and trust fostered in the workplace via effective forensic psychology? Take our forensic psychology course to master this field. The foundations of forensic psychology will be covered in this forensic psychology course. The ability to analyse criminal conduct is taught in the forensic psychology course. This forensic psychology course also explains forensic questioning and interviewing. The forensic psychology course also covers forensic psychopathology and criminal profiling. Moreover, the forensic psychology course teaches ethics in forensic psychology. This forensic psychology course covers forensic research methodologies as well as forensic report writing. Join our forensic psychology course if you want to work in this field. [ Note: Free PDF certificate as soon as completing the Forensic Psychology course]

Discover personal safety tips and see demonstration videos of effective self defence techniques.

Duration 5 Days 30 CPD hours This course is intended for This course is targeted towards the information technology (IT) professional that has a minimum 1 year IT Security and Networking experience. This course would be ideal for Information System Owners, Security Officers, Ethical Hackers, Information Owners, Penetration Testers, System Owner and Managers as well as Cyber Security Engineers. Overview Upon completion, the Certified Professional Ethical Hacker candidate will be able to competently take the CPEH exam. The CPEH certification training enables students to understand the importance of vulnerability assessments and how to implement counter response along with preventative measures when it comes to a network hack. Security Fundamentals Overview The Growth of Environments and Security Our Motivation? The Goal: Protecting Information! CIA Triad in Detail Approach Security Holistically Security Definitions Definitions Relationships Method: Ping The TCP/IP Stack Which Services Use Which Ports? TCP 3-Way Handshake TCP Flags Malware Types of Malware Types of Malware Cont... Types of Viruses More Malware: Spyware Trojan Horses Back Doors DoS DDoS Packet Sniffers Passive Sniffing Active Sniffing Firewalls, IDS and IPS Firewall ? First Line of Defense IDS ? Second Line of Defense IPS ? Last Line of Defense? Firewalls Firewall Types: (1) Packet Filtering Firewall Types: (2) Proxy Firewalls Firewall Types ? Circuit-Level Proxy Firewall Type of Circuit- Level Proxy ? SOCKS Firewall Types ? Application-Layer Proxy Firewall Types: (3) Stateful Firewall Types: (4) Dynamic Packet-Filtering Firewall Types: (5) Kernel Proxies Firewall Placement Firewall Architecture Types ? Screened Host Multi- or Dual-Homed Screened Subnet Wi-Fi Network Types Wi-Fi Network Types Widely Deployed Standards Standards Comparison 802.11n - MIMO Overview of Database Server Review Access Controls Overview Role of Access Control Definitions More Definitions Categories of Access Controls Physical Controls Logical Controls ?Soft? Controls Security Roles Steps to Granting Access Access Criteria Physical Access Control Mechanisms Biometric System Types Synchronous Token Asynchronous Token Device Memory Cards Smart Card Cryptographic Keys Logical Access Controls OS Access Controls Linux Access Controls Accounts and Groups Password & Shadow File Formats Accounts and Groups Linux and UNIX Permissions Set UID Programs Trust Relationships Review Protocols Protocols Overview OSI ? Application Layer OSI ? Presentation Layer OSI ? Session Layer Transport Layer OSI ? Network Layer OSI ? Data Link OSI ? Physical Layer Protocols at Each OSI Model Layer TCP/IP Suite Port and Protocol Relationship Conceptual Use of Ports UDP versus TCP Protocols ? ARP Protocols ? ICMP Network Service ? DNS SSH Security Protocol SSH Protocols ? SNMP Protocols ? SMTP Packet Sniffers Example Packet Sniffers Review Cryptography Overview Introduction Encryption Cryptographic Definitions Encryption Algorithm Implementation Symmetric Encryption Symmetric Downfalls Symmetric Algorithms Crack Times Asymmetric Encryption Public Key Cryptography Advantages Asymmetric Algorithm Disadvantages Asymmetric Algorithm Examples Key Exchange Symmetric versus Asymmetric Using the Algorithm Types Together Instructor Demonstration Hashing Common Hash Algorithms Birthday Attack Example of a Birthday Attack Generic Hash Demo Instructor Demonstration Security Issues in Hashing Hash Collisions MD5 Collision Creates Rogue Certificate Authority Hybrid Encryption Digital Signatures SSL/TLS SSL Connection Setup SSL Hybrid Encryption SSH IPSec - Network Layer Protection IPSec IPSec Public Key Infrastructure Quantum Cryptography Attack Vectors Network Attacks More Attacks (Cryptanalysis) Review Why Vulnerability Assessments? Overview What is a Vulnerability Assessment? Vulnerability Assessment Benefits of a Vulnerability Assessment What are Vulnerabilities? Security Vulnerability Life Cycle Compliance and Project Scoping The Project Overview Statement Project Overview Statement Assessing Current Network Concerns Vulnerabilities in Networks More Concerns Network Vulnerability Assessment Methodology Network Vulnerability Assessment Methodology Phase I: Data Collection Phase II: Interviews, Information Reviews, and Hands-On Investigation Phase III: Analysis Analysis cont. Risk Management Why Is Risk Management Difficult? Risk Analysis Objectives Putting Together the Team and Components What Is the Value of an Asset? Examples of Some Vulnerabilities that Are Not Always Obvious Categorizing Risks Some Examples of Types of Losses Different Approaches to Analysis Who Uses What? Qualitative Analysis Steps Quantitative Analysis ALE Values Uses ALE Example ARO Values and Their Meaning ALE Calculation Can a Purely Quantitative Analysis Be Accomplished? Comparing Cost and Benefit Countermeasure Criteria Calculating Cost/Benefit Cost of a Countermeasure Can You Get Rid of All Risk? Management?s Response to Identified Risks Liability of Actions Policy Review (Top-Down) Methodology Definitions Policy Types Policies with Different Goals Industry Best Practice Standards Components that Support the Security Policy Policy Contents When Critiquing a Policy Technical (Bottom-Up) Methodology Review Vulnerability Tools of the Trade Vulnerability Scanners Nessus SAINT ? Sample Report Tool: Retina Qualys Guard http://www.qualys.com/products/overview/ Tool: LANguard Microsoft Baseline Analyzer MBSA Scan Report Dealing with Assessment Results Patch Management Options Review Output Analysis and Reports Overview Staying Abreast: Security Alerts Vulnerability Research Sites Nessus SAINT SAINT Reports GFI Languard GFI Reports MBSA MBSA Reports Review Reconnaissance, Enumeration & Scanning Reconnaissance Overview Step One in the Hacking ?Life-Cycle? What Information is Gathered by the Hacker? Passive vs. Active Reconnaissance Footprinting Defined Social Access Social Engineering Techniques Social Networking Sites People Search Engines Internet Archive: The WayBack Machine Footprinting Tools Overview Maltego GUI Johnny.Ihackstuff.com Google (cont.) Domain Name Registration WHOIS Output DNS Databases Using Nslookup Traceroute Operation Web Server Info Tool: Netcraft Introduction to Port Scanning Which Services use Which Ports? Port Scan Tips Port Scans Shou