Selling Skills for Professionals: Part 1 Prospecting Course Description Copyright Ross Maynard 2021 Course Description Welcome to Selling Skills for Professionals: Part 1 Prospecting. If you are an accountant, a lawyer, a consulting engineer, a surveyor, an actuary, a management consultant, an events organiser, an HR professional or any other form of professional businessperson, and you need to identify and develop new clients, then this course is for you This is part 1 of a two-part course on selling skills for professionals. In Part 1 I cover prospecting, that is identifying potential future clients and making the initial approach. In Part 2 of Selling Skills for Professionals I cover the sales process once you have a make contact with a potential client. Selling Skills for Professionals covers high involvement purchases where the commitment is a significant one for the purchaser. This covers relatively expensive business investments, but also purchase agreements which the purchaser feels will have a significant impact on their business – for example engaging an accountant or a lawyer, or a management consultant, and so on. With a high involvement purchase, the client typically will consider a range of alternatives; will review a variety of information sources; and will evaluate product and service attributes in detail. This means that there is a relatively high barrier to surmount to get the potential client’s attention. A solid approach to prospecting and a well-structured sales process can increase that conversion rate and enhance your success in securing clients who will remain with you for the long term. That is the purpose of this course. I hope you enjoy the course. Key Learning Points On completion of the course, delegates will be able to: Describe the scope and purpose of sales prospecting for professional services Understand the five rules of selling professional services Develop a branding statement for themselves and their organisation Define the criteria for the clients they wish to target Appreciate the importance of client pain points and how to identify them Prepare materials for prospecting Create a cold calling script for prospecting Write a cold email or LinkedIn message to prospects including a strong subject line Understand the sorts of questions they can use to stimulate client engagement in a discussion Move prospects onto the next stage of the selling process Curriculum Module 1: First Principles in Selling Professional Services Lesson 1: The Five Rules of Selling Professional Services Lesson 2: The Five Rules of Selling Professional Services Lesson 3: Branding Module 2: Getting Ready to Prospect Lesson 4: Identifying Prospects Lesson 5: Client Pain Points and the Purpose of Prospecting Lesson 6: Preparing to Prospect Module 3: Making the Approach Lesson 7: Seven Seconds to make an Impact Lesson 8: Crafting the Message: Cold Calling Lesson 9: Crafting the Message: Cold Email Lesson 10: Sample Scripts for Cold Email Lesson 11: Trigger Questions Lesson 12: Getting Ready to Sell: The Next Stage Lesson 13: Key Learning Points in Prospecting Pre-Course Requirements There are no pre-course requirements Additional Resources None Course Tutor Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses. Ross lives in Scotland with his wife, daughter and Cocker Spaniel
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Have you ever wondered how different sectors can collaborate to enhance racial justice and belonging in our ever-evolving society? Online agenda and details of speakers and panelists https://www.sixstagesframework.com/edi-agenda/ Check out our Speaker/Panelists and Hosts. https://www.sixstagesframework.com/edi-round-table-2024/ https://youtu.be/DDfQtNJsNKE https://www.eventbrite.co.uk/e/edi-round-table-event-and-the-six-stages-framework-conference-2024-tickets-884939155837?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl Information for Schools https://www.sixstagesframework.com/schools/ What's Involved? This one-day event is not to be missed. We understand the challenges many face in embedding EDI (Equality, Diversity, and Inclusion) into the fabrics of their organisation. The Six Stages Inclusive Framework helps organisation (and schools) go beyond performative measures: cultural celebrations, conversations about unconscious bias and white privilege to real action and implementation. It supports evidence-based practice and data gathering, obtaining base line measures through the Six Stages Framework Diversity Assessments which enable you to chart your progress. Who’s the Conference For? Corporate Organisations Schools & Local Authorities Health Services Higher Education Police and Criminal Justice Anyone passionate about EDI An amazing venue! The Conference will take place at St Martin-in-the Fields, Trafalgar Square, WC2N 4JJ on June 28th, 2024, set in the heart of London. Take a 3D tour of our venue here: https://my.matterport.com/show/?m=74N3JkZtuq4 Engage with Visionaries Check out our Speaker/Panelists and Hosts. https://www.sixstagesframework.com/edi-round-table-2024/ Start your day with groundbreaking insights from leading experts. Our opening address and keynotes will set the stage for a series of powerful discussions, including: Diverse Cross-Functional Roundtable: Engage with top professionals in a dynamic panel discussion, followed by an audience Q&A. Exclusive stimulating and thought-provoking conversation between the dynamic sister duo, Afua Hirsch: Award-winning writer, journalist, former barrister and filmmaker; and Dr. Ama Collison: Millennial Psychology Limited. Networking Lunch: Connect with like-minded individuals and grow your professional network over lunch. Afternoon Sessions: Dr. Shungu H. M'gadzah: will present a compelling keynote on "The Six Stages Framework: Understanding and Dealing with Everyday Racism.” Exploring practical applications in various sectors and drawing from the SSF transformational toolkit. Workshops: To consolidate and explore the days learning and make recommendations to be published in our annual report. Who's Speaking? Dr. Shungu H. M'gadzah: Six Stages Framework & Inclusion Psychologists Ltd Dr. Ama Collison: Millennial Psychology Afua Hirsch: Award-winning writer, journalist, former barrister and filmmaker Visit the wide range of market stalls and bookstore on display. Explore the books from This is Book Love an award-winning collective and bookstore curating and showcasing and bringing together the best multicultural content the world of arts has to offer Schools, Nurseries, Public and corporate spaces www.thisisbooklove.com Get Your Tickets Tickets are now on sale. Join us for our Annual trailblazing event! Only £30 including lunch! Book now https://www.eventbrite.co.uk/e/edi-frameworks-for-inclusive-organisations-measuring-impact-tickets-909290140287?aff=oddtdtcreator https://www.eventbrite.co.uk/e/edi-round-table-event-and-the-six-stages-framework-conference-2024-tickets-884939155837?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl Link for more Information & Testimonials about last year’s event: https://www.inclusionpsychologists.com/post/exploring-equality-diversity-and-inclusion-through-different-professional-lenses-the-six-stages-fr-2 For sponsorship opportunities or Market stalls contact Dr. Shungu at: drshungu@inclusionpsychologists.comor Dr Ama Dr. Ama Collison Market stalls: We also have space for market stalls at a cost of £100 so if you know organisations who may be interested. Sponsorship: In terms of sponsorship, we are looking for any contribution to costs. We currently have one sponsor- Inclusivitti. https://www.inclusivitii.com/ Support with the event and donations Any help in publicising the event would be appreciated as well as any donations or sponsors. Organisers: https://www.inclusionpsychologists.com/ Dr Shungu H. M'gadzah, Six Stages Framework https://www.millennialpsychology.co.uk/ Dr Ama Collison: Millennial Psychology https://www.diversifyworld.com/ Mr Romain Muhammad: Diversify World Sponsors: Inclusivitti https://www.inclusivitii.com/ Venue: St Martin- in- the- Fields Here is the link to our online 3D tour. Take a 3D tour of our venue here: https://my.matterport.com/show/?m=74N3JkZtuq4 Best wishes, Shungu Dr Shungu Hilda M'gadzah Director & Lead Consultant Psychologist Inclusion Psychologists Ltd Tel: 07956 965 266 AUTHOR: Understanding & Dealing with Everyday Racism- The Six Stages Framework The Six Stages Framework Book https://www.sixstagesframework.com www.inclusionpsychologists.com https://www.inclusionpsychologists.com/book-online Psychology today directory https://www.psychologytoday.com/profile/774567 Follow me on twitter. https://twitter.com/DrShunguM LinkedIn profile https://www.linkedin.com/in/shunguhildamgadzah/
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Course Curriculum Section 01: Introduction & Setup Introduction 00:02:00 Setup on Mac OS X 00:03:00 Setup On Linux/Ubuntu 00:03:00 Setup On Windows 00:03:00 Run Code Online 00:03:00 Section 02: Basics Comments 00:02:00 Variables & Variable Types 00:05:00 Lists 00:04:00 Tuples 00:03:00 Dictionary 00:06:00 Data Type Conversion 00:02:00 Arithmetic Operators 00:05:00 Comparison Operators 00:03:00 Assignment Operators 00:03:00 Bitwise Operators 00:10:00 Logical Operators 00:07:00 Membership Operators 00:02:00 Identity Operators 00:02:00 Operator Precedence 00:03:00 Decision Making 00:09:00 Loops 00:06:00 Loop Control Statements 00:05:00 Numbers 00:05:00 Strings 00:12:00 Lists In Depth 00:05:00 Tuples In Depth 00:06:00 Dictionary In Depth 00:08:00 Date & Time 00:07:00 Functions 00:11:00 Modules 00:05:00 File Inputs & Outputs 00:13:00 Handling Exceptions 00:07:00 Section 03: Classes/Objects Simple Example 00:04:00 Creating Instance Objects 00:01:00 Accessing Attributes 00:04:00 Constructor New & Init Method 00:06:00 Destroying Objects 00:02:00 Class Inheritance 00:04:00 Overriding Methods 00:03:00 Overloading Methods 00:01:00 Overloading Operators 00:04:00 Data Hiding 00:03:00 Section 04: Regular Expressions Match Function 00:05:00 Search Function 00:02:00 Advanced Expressions 00:05:00 Search & Replace 00:03:00 Section 05: CGI Programming Basic CGI Programming 00:08:00 Get Method 00:06:00 Post Method 00:05:00 Cookies 00:05:00 Section 06: Database Setup Database 00:02:00 Connect To Database 00:05:00 Create Table 00:03:00 INSERT Operation 00:04:00 READ Operation 00:06:00 UPDATE Operation 00:02:00 DELETE Operation 00:02:00 Simple Network Example 00:04:00 Simple Client 00:04:00 Section 07: Multithreading Initiate a New Thread 00:07:00 Create Thread 00:06:00 Synchronise Threads 00:03:00 Multithreaded Priority Queue 00:09:00 Section 08: XML Parse an XML File 00:10:00 Section 09: GUI Introduction 00:02:00 Button Preview 00:03:00 Canvas 00:04:00 Checkbutton 00:02:00 Entry 00:02:00 Frame 00:04:00 Label 00:02:00 List Box 00:02:00 Menu button 00:03:00 Menu 00:08:00 Message 00:02:00 Radio button 00:05:00 Scale 00:03:00 Scrollbar 00:04:00 Text 00:03:00 Top-level 00:02:00 Spinbox 00:02:00 Paned Window 00:03:00 Message Box 00:02:00 Label Frame 00:02:00 Section 10: Resource Resource 00:00:00 Assignment Assignment - Python Programming Bible | Networking, GUI, Email, XML, CGI 00:00:00
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Original Hard Copy certificates need to be ordered at an additional cost of £9.60. Who is this course for? This Healthy Fitness course is ideal for Students Recent graduates Job Seekers Anyone interested in this topic People already working in the relevant fields and want to polish their knowledge and skill. Prerequisites This Healthy Fitness does not require you to have any prior qualifications or experience. You can just enrol and start learning.This Healthy Fitness was made by professionals and it is compatible with all PC's, Mac's, tablets and smartphones. You will be able to access the course from anywhere at any time as long as you have a good enough internet connection. Career path As this course comes with multiple courses included as bonus, you will be able to pursue multiple occupations. This Healthy Fitness is a great way for you to gain multiple skills from the comfort of your home. Course Curriculum Section 01: 7 Day Work Program Day 01 -Leg Blast 00:10:00 Day 02 -Upper Body 00:11:00 Day 03 -Cardio Blast 00:10:00 Day 04 -Dynamic Upper Body 00:10:00 Day 05 -Dynamic Lower Body 00:12:00 Day 06 -Core 00:09:00 Day 07 -Stretching and Isometrics 00:16:00 Section 02: Bodybuilding Tips Science of Body building 00:04:00 Debunking Myths Of Lifting 00:04:00 The Most Important Thing In Training 00:04:00 Section 03: HIT Beginning High Intensity Training 00:04:00 Foundations of HIT 00:03:00 HIT Recovery 00:04:00 HIT Workout Day One 00:04:00 HIT Diet 00:04:00 HIT Workout Day Two 00:04:00 Section 04: Hypertrophy Not All Strength is Created Equal 00:06:00 Body Weight Training 00:04:00 Gym Based Training 00:07:00 A Simple Workout You Can Do Anywhere 00:07:00 Crossfit: is it for you? 00:05:00 Stretching: Why It's So Important 00:07:00 HIIT and TABATA Explained 00:05:00 How to Hire A Personal Trainer 00:10:00 Paleo Diet Explained 00:05:00 Creating Your Own Training Program 00:06:00 Section 05: Joint Health 101 Introduction 00:01:00 The Importance Of Joint Health 00:07:00 A Look At Common Joint Problems 00:07:00 Exercise Your Joints 00:08:00 Balance Your Diet 00:08:00 Watch Your Weight 00:06:00 Home Remedies For Easing Joint Pains 00:07:00 Best Supplements For Joint Health 00:10:00 Other Options To Treat Joint Pains 00:07:00 Conclusion 00:01:00 Section 06: Workout Clips Home Fitness Man 00:02:00 Workout Aid your Recovery 00:01:00 Workout Aim past your goal 00:01:00 Workout Air Your Dirty Laundry 00:01:00 Workout Avoid Tendinitis 00:01:00 Workout Back Flys 00:01:00 Workout Back to Comfort 00:01:00 Workout Be a Lightweight 00:01:00 Workout Be an Early Bird 00:01:00 Workout Be an Energizer Bunny 00:01:00 Workout Become a Better Runner 00:01:00 Workout Bike more Efficiently 00:01:00 Workout Bike Uphill Better 00:01:00 Workout Biking 00:01:00 Workout Break out the Cash 00:01:00 Workout Breathe as You Rise 00:01:00 Workout Build Your Back 00:01:00 Workout Catch Baseballs Better 00:01:00 Workout Catch the Spiral 00:01:00 Workout Chin-Ups 00:01:00 Workout Close Grip Bench 00:01:00 Workout Close Grip Lat Pull-Down 00:01:00 Workout Count Backwards from 100 00:01:00 Workout Create Constructive Sleep Habits 00:01:00 Workout Crumple and Crush 00:01:00 Workout Crunches 00:01:00 Workout Deadlift 00:01:00 Workout Dips 00:01:00 Workout Diversify for Ultimate Success 00:01:00 Workout Do it in Parts 00:01:00 Workout Elliptical 00:01:00 Workout Exercise Bike 00:01:00 Workout Incline Dumbbell Press 00:01:00 Workout Incline Reverse Flys 00:01:00 Workout Jump Rope 00:01:00 Workout Jumping Jacks 00:01:00 Workout Knee Push-Ups 00:01:00 Workout Leg Curls 00:01:00 Workout Leg Extensions 00:01:00 Workout Leg Press 00:01:00 Workout Leg Raises 00:01:00 Workout Lower Back Raises 00:01:00 Workout Lunges 00:01:00 Workout Military Press 00:01:00 Workout Oblique Crunches 00:01:00 Workout Oblique Sit-Ups 00:01:00 Workout Overhead Triceps Extension 00:01:00 Workout Preacher Curl 00:01:00 Workout Pull-Ups 00:01:00 Workout Push-Ups 00:01:00 Workout Runner 00:01:00 Workout Running Treadmill 00:01:00 Workout Seated Row 00:01:00 Workout Shoulder Press 00:01:00 Workout Side Dumbbell Raise 00:01:00 Workout Single Arm Curl 00:01:00 Workout Sit-ups 00:01:00 Workout Squats 00:01:00 Workout Triceps Kickback 00:01:00 Workout Upright Barbell Rows 00:01:00 Workout Walking 00:01:00 Workout Wide Grip Pull-Down 00:01:00 Assignment Assignment -Healthy Fitness 2 weeks, 1 day
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