279 Courses

Duration 2 Days 12 CPD hours This course is intended for Leaders and professionals who manage teams or groups and are responsible for their outcomes will benefit from this course. Overview Apply techniques to encourage participation and reach consensus Utilize facilitative questioning techniques Recognize indicators to facilitate each stage of the team process Deal constructively with disruptions and typical problem behavior Implement interventions appropriately Plan and run a focused discussion, meeting or event Students will learn how to develop and apply facilitation techniques to support their team at every stage of the team life cycle. Students will enhance their interpersonal competencies and observational abilities to deal with disruptions and more. Private classes on this topic are available. We can address your organization?s issues, time constraints, and save you money, too. Contact us to find out how. 1. The Importance of Facilitation Being an Effective Facilitator Harnessing Knowledge, Experience, and Diversity Encouraging Group Motivation and Commitment Observing the Team Process 2. Facilitating Process and Content Identifying Process and Content Elements Managing the Flow Resolving Tensions and Disagreement 3. Setting the Stage for Facilitation Laying the Groundwork, Educating Participants, and Securing Support Selecting the Right Facilitator Planning for a Facilitated Meeting 4. Facilitating Team Development Encouraging Participation Recognizing Stages in the Team Life Cycle Supporting the Team through the Stages 5. Building Consensus and Reaching Decisions Gathering and Presenting Data Synthesizing and Summarizing Identifying Options and Brainstorming Facilitating SWOT Analysis Creating a Short List Using the Multi-Option technique 6. Disruptions, Dysfunctions and Interventions Handling Disruptions and Difficult Behavior Addressing Dysfunction Agreeing on Ground Rules Restating and Reframing

Using a range a communication techniques, be able to support your learner's mental health and wellbeing.

Duration 2 Days 12 CPD hours This course is intended for Anyone managing the performance of others, including executives, managers, supervisors and team leaders will benefit from this course. Overview Explain how coaching can help employees achieve their full potential Recognize common coaching challenges Explain the key principles of the Thought model Explain the four steps of the GROW model Identify important guidelines for providing feedback Apply strategies that will motivate employees In the face of rapid, disruptive change, companies understand that command-and-control leadership is no longer viable. As a result, many firms are moving toward a coaching model in which managers facilitate problem solving and encourage employees? development by asking questions and offering support and guidance rather than giving orders and making judgments. Leaders can use the GROW and Thought models of coaching to become more skilled at listening, questioning, and drawing insights out of the people they supervise. This course will help you develop coaching skills that motivate employees to reach their full potential. Private classes on this topic are available. We can address your organization?s issues, time constraints, and save you money, too. Contact us to find out how. Prerequisites While there are no prerequisites for this course, please ensure you have the right level of experience to be successful in this training. 1. The Purpose and Effect of Coaching What is Coaching? Characteristics and Beliefs of the Effective Coach Coaching Obstacles Knowing When to Manage and When to Coach 2. Coaching and The Thought Model The CFTAR Thought Model Point of View and Belief Systems Applying The Thought Model Facts vs. Stories 3. Coaching with the GROW Model Goals in the Context of GROW Clarifying the Current Reality Exploring the Past Developing Options and Choosing the Approach Creating the Final Plan 4. Navigating The Coaching Process Dimensions of Trust Identifying Obstacles and the SPAR Process Overcoming Resistance Giving Feedback Effectively Motivating Your Employee

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

A virtual sales training programme aimed at enhancing the skills of the salesperson to have engaging customer conversations which open opportunities and close more business.

Effective Telephone Techniques - 1 day training course delivered in Nottingham practical workshop that challenges attendees to understand the strengths and weaknesses of their current telephone style, and help them develop more confident and successful telephone behaviours.

Influencing & Persuading Others - 1 day training course delivered in Nottingham To learn how to influence and persuade others is one of the most valuable and transferable skills to have. This course takes you on a journey of self-awareness, using many different styles of learning to ensure that you leave with a sense of confidence, well founded on enhanced capabilities.

Understand the four-stage personal leadership questioning process any external coach would use. Self-control is at the core of self-coaching. Understand how to set your goals, get help, implement your plan and celebrate your success at the end. We will show you how to implement self-control and impulse management techniques to stay on track. Learning Objectives Describe the four stages of self-coaching, Resolve balanced dilemmas, Apply 20 techniques for learning self-control Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Arguments are used to persuade and contain a claim and conclusion and explanations are used to increase understanding by finding the best reasoned answer through a learning process. Understand the four steps for optimal understanding and how to use questioning to increase your level of understanding. Discover the power of reflection as it will help you to make the correct decisions. Learning Objectives Explain the difference between arguments and explanations, Apply four steps to optimal understanding Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Peer coaching is a cost-effective way to provide quality employee development to high-potential and emerging leaders. Learn about the behaviours that will ensure you are a great peer coach. You will understand why questions play an important role for effective coaching and how to use the correct questioning sequence for an effective coaching session. Learn the behaviours and steps under your control for achieving the end goal. Learning Objectives Explain the benefits of peer coaching, Implement behaviors of effective peer coaches, Apply the GROW model for sequencing questions in a coaching session Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams