36 Wrap courses in Sheffield

Bad news - people don't buy your product. Better news - they don't buy anyone else's product either. Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'. So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap. This course will help participants: Build rapport with authenticity Use open questions, listening and summary to properly understand the prospect Use 'impact' questions to 'stack the pain' of remaining with the status quo Convert features into personalised benefits that reflect stated needs Handle objections with calm confidence Identify buying signals Close effectively Convey credible urgency centred on the prospect's - not the salesperson's - interests 1 What makes a customer buy any product? Moving towards 'pleasure' Moving away from 'pain' Robert Cialdini's Psychology of Influence - buying motives Understanding what your product does for customers Why there is never a 'one size fits all' approach What are the real 'unique selling points' and why the salesperson is the real 'USP' At what point does the customer emotionally buy your product? 2 Getting past gatekeepers What gatekeepers' motivations are How to make them your friend rather than your enemy How to make your call harder to block than to put through How to control the gatekeeper with questions, not answers Using Cialdini's 'reciprocity' law to get put through more often Practical exercise in which the trainer poses as gatekeeper 3 Questioning and listening skills How to use open questions to get the customer talking What questions to avoid and why How to 'stack the pain' of the status quo with 'impact questions' Practical 'pain stacking' exercise in pairs What listening is and what it isn't Question funnelling - how to earn deeper disclosure through probing Practical funnelling exercise in pairs The power of summary 4 How to create tailored benefits and not 'dive into solution' What is 'diving into solution'? Examples and analogies Why it is to be avoided Practical exercise in pairs - how it feels to have solutions offered up too early How to avoid 'feature-dumping' What is 'value selling'? How to create tailored benefits How to convert product features into benefits How to deal with the prospect's competitor allegiance 5 Handling objections and testing the water How to overcome the price objection by selling value Common objections the participants encounter and answers that work The objections salespeople carry in their own heads The 'A-C-E' objection-handling model How to uncover objections When - and when not - to trial close 6 Closing skills Why salespeople often close too early How to identify buying signals How to use urgency with skill and effectiveness Four killer closing techniques that work How to avoid buying the product back by careless post-sale talk How to ask for referrals for your product How to 'farm' the account for future opportunities 7 Wrap-up Key learnings from each participant Individual action planning - steps that can and will be implemented in the workplace

Wouldn't sales be a 'walk in the park' without challenging customers? Why is it that some customers are so difficult to please, so quick to call 'foul' at the slightest blip and so mean with their gratitude after we've bent over backwards to accommodate them? Whether we are looking at prospective or existing customers, there is a toolkit for dealing with the most challenging of them. This course will help participants: Use broad open questions to give the customer a platform for their opinions or issues Improve listening skills to really understand what's behind the customer's challenging style Probe specific phrases to show listening and earn deeper disclosure Use silence to let challenging customers 'blow off steam' Understand the negative impact of certain phrases on a challenging customer Summarise effectively and reassure the customer of our understanding of their needs Recognise the 'behaviour cycle' and avoid emotional escalation Understand 'transactional analysis' and how to bring people from 'child' to 'adult' state Create loyalty in customers who are slow to give trust 1 What makes a customer 'challenging'? Why customers challenge us - understanding their drivers 'Wearing their shoes' - seeing things from their perspective Understanding our own personality style How to flex with a style that is different from our own Ways to quickly recognise a customer's style The benefits of flexing with a challenging customer's style 2 Practical exercise - forum theatre Participants take it in turns to deal with the trainer (who plays the role of the challenging customer) Observers stop the action when they hear or see something they deem wrong The participant in the seat gets a chance to use a suggested alternative line The participant who makes the suggestion has the chance to occupy the seat and deliver it themselves Frequent feedback from the trainer as to how the participant's words are making him feel Opportunities to rewind the action if an ill-advised line is suggested and delivered Flipchart for capturing what worked, what didn't work and why Mehrabian principle - the importance of body language and tone over words used 3 Questioning and listening skills How to use open questions to get the customer talking What questions to avoid and why The use of pauses and silence to reduce tension and build trust What listening is and what it isn't Question funnelling - how to earn deeper disclosure through probing The power of summary 4 Transactional analysis explained What is transactional analysis (TA)? Exploring the TA states and why people behave in that way under pressure How to bring challenging customers to 'adult' state to reduce tension How 'parent' or 'child' behaviours can be inadvertently triggered Understanding the 'behavioural cycle' and how to break it Mini-role play 'vignettes' to demonstrate real time impact of ill-chosen words 5 How to build trust with challenging customers Techniques for placating current challenging customers Methods that the participants have already used effectively - understanding why those methods worked and how other participants can model them Participants' experiences of trust having been lost - understanding why those experiences had that negative outcome How to 'go the extra mile' with challenging customers 6 Bringing a 'real' challenging customer to life Participants give the trainer a brief profile of a specific challenging customer of theirs 5-10 minute roleplay in which the trainer brings that individual to life Observing participants - without interrupting - make notes on what is and isn't working Trainer stops the action half-way through to give feedback on how he is feeling Participant goes back into the roleplay having recalibrated their approach based on feedback Observers give feedback on what did and didn't work Trainer comes out of character to explain the impact of the participant's words and behaviours 7 Wrap-up Key learnings from each participant Individual action planning - steps that can and will be implemented in the workplace

The Gold Card Training Programme is the most comprehensive electrician course available. We offer weekday, weekend and evening delivery options. JIB ECS (Gold) Card is quickly becoming a necessity when seeking work on commercial sites, or sub-contracting to larger contractors.

Dreamweaver training course description Dreamweaver is a web authoring program that allows you to build professional quality websites. This course starts with a tour of Dreamweaver and customising your workspaces, moving onto HTML and CSS basics. Page layouts, templates and interactive pages are also covered. The final session covers how to use Dreamweaver as a HTML editor. Hands on session follow all the major theory chapters. What will you learn Use Dreamweaver to create websites. Customise Dreamweaver. Use templates. Add interactivity to web pages. Use Dreamweaver to edit HTML code. Dreamweaver training course details Who will benefit: Anyone wishing to create or edit websites. Prerequisites: None. Duration 3 days Dreamweaver training course contents Getting started Installing the programme, Updating to the latest version,, Online content, On first launch, Choosing the program colour theme, Setting up the workspace, Defining a Dreamweaver site, Checking for updates, Additional resources. Customizing your workspace Touring the workspace, Using the start screen, Exploring new feature guides, Setting interface preferences, Switching and splitting views, Selecting a workspace layout, Personalising Dreamweaver, Working with extract, Creating custom keyboard shortcuts, Using the Property inspector, Using the Related Files interface, Using tag selectors, Using the CSS Designer, Using the Visual Media Query (VMQ) interface, Using the DOM viewer, Using Element dialogs, displays and inspectors, Setting up version control in Dreamweaver, Exploring experimenting and learning. HTML Basics What is HTML? Where did HTML begin? Frequently used HTML elements, What's new in HTML5. CSS Basics What is CSS? HTML vs. CSS formatting, HTML defaults, CSS box model, Applying CSS styling, Multiples, classes and ids. Web design basics Developing a new website, Scenario, Working with thumbnails and wireframes, Creating a page layout Evaluating page design options, Working with predefined layouts, Styling an existing layout, Styling elements using the Extract panel, Extracting text from a Photoshop mockup, Troubleshooting CSS styling, Extracting text styling from a Photoshop mockup, Creating a gradient background using Extract, Extracting image assets from a mockup, Adding CSS background effects in code, Finishing up the layout. Working with templates Creating a template from an existing layout, Inserting editable regions, Inserting editable regions, Inserting HTML entities, Inserting metadata, Validating HTML code, Producing child pages, Moving CSS styles to linked file, Updating a template. Working with text, lists and tables Previewing the completed file, Creating and styling text, Creating lists, Creating and styling tables, Spell-checking webpages, Finding and replacing text. Working with images Web image basics, Previewing completed files, Inserting an image, Controlling image positions with CSS classes, Working with the Insert panel, Using the Insert menu, Inserting non-web file types, Working with Photoshop Smart Objects, Copying and pasting images from Photoshop, Inserting images by drag and drop, Optimizing images with the Property inspector. Working with navigation Hyperlinks, previewing the completed file, creating internal and external hyperlinks, setting up email links, Creating image-based links, Targeting page elements, Locking an element on the screen, Styling a navigation menu, Checking your page, Adding destination links. Adding interactivity Dreamweaver behaviours, Previewing the completed file, Working with Dreamweaver behaviours, Working with jQuery Accordion widgets, Inserting a jQuery Accordion widget, Styling a jQuery Accordion. Publishing to the web Defining a remote site, Cloaking folders and files, Wrapping things up, Putting your site online, Synchronizing local and remote sites. Working with code Creating HTML code, multicursor support, commenting your code, Working with CSS preprocessors, Selecting code, Collapsing code, Expanding code, Accessing Split code view, Previewing assets in Code View.

Complete JavaScript training course description A hands on course covering JavaScript programming. Core JavaScript is covered first, including the basics, arrays, functions, classes, modules and Regular expressions. Client side JavaScript is then covered including JavaScript in browsers, Scripting CSS, the jQuery library and HTML APIs. What will you learn Read JavaScript. Write JavaScript. Debug JavaScript. Complete JavaScript training course details Who will benefit: Anyone wishing to learn JavaScript. Prerequisites: None. Duration 3 days Complete JavaScript training course contents CORE JAVASCRIPT Lexical structure: Character set, comments, literals, identifiers, and reserved words, optional semicolons.. Types, values and variables: Numbers, text, boolean values, null and undefines, the global object, wrapper objects, immutable primitive values and mutable object references, type conversions, variable declaration, variable scope. Expressions and operators: Primary expressions, object and array initializers, function definition expressions, property access expressions, invocation expressions, object creation expressions, operator overview, arithmetic expressions, relational expressions, logical expressions, assignment expressions, evaluation expressions, miscellaneous operators. Statements: Expression statements, compound and empty statements, declaration statements, conditionals, loops, jumps, miscellaneous statements, summary of JavaScript statements. Objects: Creating objects, querying and setting properties, deleting properties, testing properties, enumerating properties, property getters and setters, property attributes, object attributes, serializing objects, object methods. Arrays: Creating arrays, reading and writing array elements, sparse arrays, array length, adding and deleting array elements, iterating arrays, multi-dimensional arrays, array methods, FCMAScript 5 array methods, array type, array-like objects, strings as arrays. Functions: Defining functions, invoking functions, function arguments and parameters, functions as values, functions as namespaces, closures, function properties, methods and constructor, functional programming. Classes and modules: Classes and prototypes, classes and constructors, Java-style classes in JavaScript, augmenting classes, classes and types, object oriented techniques in JavaScript, subclasses, classes in ECMAScript 5, modules. Pattern matching and regular expressions: Defining regular expressions, string methods for pattern matching, the RegExp object. JavaScript subsets and extensions: JavaScript subsets, constants and scoped variables, destructuring assignment, iteration, shorthand functions, multiple catch clauses, E4X: ECMAScript for XML. Server-side JavaScript: Scripting Java with Rhino, asynchronous I/O with node. CLIENT SIDE JAVASCRIPT JavaScript in web browsers: Client side JavaScript, embedding JavaScript in HTML, execution of JavaScript programs, compatibility and interoperability, accessibility, security, client side frameworks. The Window object: Timers, browser location and navigation, browsing history, browser screen information, dialog boxes, error handling, document elements as window properties, multiple windows and frames. Scripting Documents: Overview of the DOM, selecting document elements, document structure and traversal, attributes, element content, creating, inserting and deleting nodes. Example: generating a table of contents, document and element geometry and scrolling, HTML forms, other document features. Scripting CSS: Overview of CSS, important CSS properties, scripting inline styles, querying computed styles, scripting CSS classes, scripting stylesheets. Handling events: Types of events, registering event handlers, event handler invocation, document load events, mouse events, mousewheel events, drag and drop events, text events, keyboard events. Scripted HTTP: Using XMLHttpRequest, HTTP by <script>: JSOMP, Comet with server-sent events. The jQuery library: jQuery basics, jQuery getters and setters, altering document structure, handling events with jQuery, Animated effects, Ajax with jQuery, Utility functions, jQuery selectors and selection methods, Extending jQuery with plug-ins. The jQuery UI library. Client side storage: localStorage and sessionStorage, Cookies, IE usingData persistence, Applicatioin storage and offline webapps. Scripted media and graphics: Scripting images, Scripting audio and video, SCG:scalable vector graphics, Graphics in a <canvas>. Scripted HTTP: Using XMLHttpRequest, HTTP by <script>: JSOMP, Comet with server-sent events. The jQuery library: jQuery basics, jQuery getters and setters, altering document structure, handling events with jQuery, Animated effects, Ajax with jQuery, Utility functions, jQuery selectors and selection methods, Extending jQuery with plug-ins. The jQuery UI library. Client side storage: localStorage and sessionStorage, Cookies, IE usingData persistence, Applicatioin storage and offline webapps. Scripted media and graphics: Scripting images, Scripting audio and video, SCG:scalable vector graphics, Graphics in a <canvas>. HTMLS APIs: Geolocation, history management, cross-origin messaging, web workers, type arrays and ArrayBuffers, blobs, the filesystem API, client side databases, web sockets.

The City & Guilds 2365 Level 3 Course is the natural progression for anyone who has completed the Level 2 Diploma 2365 course or related level 2 courses. On completion of this course you will then be able to undertake the Level 3 NVQ thus becoming recognised as a fully qualified electrical engineer within the industry with the ability to apply for JIB (Gold Card) membership upon successful completion of the AM2 Assessment. Further information on the Level 3 can be found here: C&G 2365 Level 3 Diploma in Electrical Installations — Optima Electrical Training (optima-ect.com)

If you have at least 5 years working experience and you would like to attain Gold Card status via the Experienced Worker route by joining the City & Guilds 2346 NVQ Level 3, you will also need to hold the below two pre-requisite qualifications: City & Guilds 2391-52 Inspection and Testing Course C&G 2382-22 BS7671 18th Edition

DWDM training course description A concise overview of Wave Division Multiplexing (WDM) with both Coarse Wave Division Multiplexing (CWDM) and Dense Wave Division Multiplexing (DWDM) being covered. The course starts with a review of the relevant elements of fibre transmission and multiplexing before then studying WDM components and architectures. Reliability, resilience and management are then followed by WDM services and futures. What will you learn Explain the benefits of WDM. Describe Dispersion and four way mixing. Describe the different WDM equipment components. Describe different WDM architectures. Explain How DWDM works. DWDM training course details Who will benefit: Anyone working with CWDM/DWDM. Prerequisites: Telecommunications Introduction Duration 2 days DWDM training course contents Fibre communications review Optical transmission, Fibre characteristics, Fibre component parts. Multi Mode Fibre (MMF). Single Mode Fibre (SMF). Fibre connections. Lasers. Attenuations, dispersion, optical signal noise ratios (OSNR) and their effects. Channel Spacing and Signal Direction. Limiting factors to single wavelength. WDM overview Multiplexing, TDM, WDM benefits. WDM standards. CWDM vs. DWDM. Four Wave Mixing (FWM). Impact and countermeasures to FWM on WDM. CWDM ITU G.694.2, channels, channel spacing. DWDM ITU G.694.1, channels, channel spacing. WDM Equipment Components Equipment components and building blocks. Optical Terminal Multiplexers (OTM). Optical Add/Drop Multiplexers (OADM). Adding versus dropping. Optical Amplifiers. Erbium Doped Fibre Amplifiers (EDFA). Transponders and Combiners. WDM/DWDM Hubs. Optical and Electrical Cross Connects (OXCs/DXCs). Types of Cross Connects (Transparent/Opaque). Advantages and disadvantages of various Optical cross connects. WDM Architectures WDM network sections. Point-to-Point, Optical switches, mesh, ring and star topology. Example of combined WDM and other technology network. Wavelength converting transponders, 1R, 2R, 3R. Protection for WDM Sub 50ms failover. Equipment protection. Card protection. Y cable, Splitter protection. Far end laser control. Line protection. OMSP 1+1, OMSP 1:1, OMSP 1: N. Self healing optical ring. Sub Network Connection Protection (SNCP). Automatically Switched Optical Networks (ASON). WDM Management Options In band management. Out of band management. The Optical Supervisory Channel (OSC). OSC capabilities. WDM services WDM Access. Bit rates, Transparent Networks. Modulation, DQPSK. SDH over WDM. Migrating from SDH to DWDM. Ethernet over WDM, IP over WDM. Optical Transport Networks G.709, 'digital wrapper', Optical Channel Payload Unit (OPU), Optical Channel Transport Unit ( OTU), Optical Channel Data Unit (ODU). OTU1, OTU2, OTU3, OTU4. WDM Futures All optical amplification, Raman amplification, distributed, lumped. Bit rates. Solitons. Coherent technologies.

Project Risk Management: In-House Training Have you been surprised by unplanned events during your projects? Are you and your project team frequently fighting fires? Well, you are not alone. Uncertainty exists in any project environment. While it's impossible to predict project outcomes with 100% certainty, you can influence the outcome, avoid potential risks, and be ready to respond to challenges that arise. In this course, you'll gain the proper knowledge needed to identify, assess, plan for, and monitor risk in your projects. You'll learn how to set up and implement risk management processes, helping you to minimize uncertainty and achieve more consistent, predictable outcomes as a result. What You Will Learn You'll learn how to: Demonstrate to others how the risk management processes in A Guide to the Project Management Body of Knowledge (PMBOK® Guide) apply to your project's environment, especially for high-risk projects Adapt these processes for a particular high-risk project team's operating principles Explain the importance of using risk management best practices at single and enterprise project levels Lead an initiative to implement risk management best practices in your project environment Foundation Concepts Risk-related definitions The risk management process High-risk projects and project failures Classical failures in implementing risk management Plan Risk Management Project risk management and governance Risk management planning for high-risk projects High-risk variations on a risk management plan Identify Risk Adapting the risk identification process for high-risk projects Recognizing risks spontaneously Confirming and structuring risk events for treatment Wrapping up risk identification for high-risk projects Perform Qualitative Risk Analysis Adapting qualitative risk analysis for high-risk projects Accelerating risk analysis Clearing risk action Wrapping up qualitative risk analysis for the next level Perform Quantitative Risk Analysis Adapting quantitative risk analysis for high-risk projects Ensuring effective risk analyses with data quality assessments Building a foundation for quantitative risk analysis Using discrete quantitative tools Using continuous quantitative tools Wrapping up quantitative risk analysis for high-risk projects Plan Risk Responses Adapting risk response planning for high-risk projects Optimizing active risk response strategies Leveraging contingencies for high project performance Wrapping up risk response planning for high-risk projects Implement Risk Responses Implementing Risk Responses Process Executing Risk Response Plans Tools and Techniques Best Practices Continuous Risk Management Monitor Risks Adapting risk monitoring for high-risk projects Optimizing risk plan maintenance Weaving risk reassessment into the project's progress Maintaining a continuous 'vigil' in high-risk project environments

The NVQ Level 3 is designed to provide both new entrants and those seeking progression in their career, with the opportunity to develop the necessary skills to carry out job roles and responsibilities associated with the installation and maintenance of Electrotechnical systems. There are two options to complete the NVQ Level 3 in Electrical Installations, these are the C&G 2346 and C&G 2357. Successful completion of the NVQ and AM2 assessment will satisfy the entry criteria for JIB accredited electricians