69 Courses in Bristol

This 2-day workshop is offered with an internal and external focus. Day 1 will focus on building your internal network and relationships by focusing on your personal network, your brand, influencing skills and perceptions. Day 2 focuses on your external relationships with suppliers, patient groups etc. This will focus on assertiveness, outcome rather than relationship focus, and influencing and negotiating skills. DAY ONE 1 CAN YOU SUCCEED BY YOURSELF? 2 RELATIONSHIP AWARENESS THEORY 3 THE STRENGTHS DEPLOYMENT INVENTORY / YOUR FACET5 PROFILE 4 BUILDING RAPPORT 5 INFLUENCING POWER BASES 6 ACTIVE LISTENING 7 BUILDING YOUR PERSONAL INTERNAL NETWORK 8 PERCEPTIONS 9 YOUR BRAND DAY TWO 3 PREPARING FOR CONFLICT 2 THE NEGOTIATION CONVERSATION 1 YOUR STAKEHOLDERS AND WHAT THEY WANT FROM YOU 4 INFLUENCING OTHERS 5 YOUR COMMUNICATION APPROACHES FOR SUCCESS 6 EMOTIONAL INTELLIGENCE 7 THE TRUST MODEL 8 KNOWING YOUR OUTCOMES

This workshop-based bite-size will provide space to explore some practical tools and ideas on how to be more resilient when faced with challenging and tough situations. There is an opportunity to do a self assessment and bring it to the day as a means to identify areas to work on and begin to master skills that will enhance resilient thinking. There will be time to explore what resilience is and understand the range of practical tools and techniques available that can be used beyond the workshop itself. By the end of the workshop participants will be able to: * Discuss and evaluate their personal strengths and areas for development in being more resilient at work * Understand what resilience involves and how to identify and challenge their own beliefs that undermine resilience * Understand the four aspects of resilience - confidence, adaptability, building support and maintaining a clear perspective * Understand how to use resiliency tools to help to cope better with the challenge of change * Review and evaluate their learning and have an action plan to take back and implement in the workplace 1 WELCOME, INTRODUCTIONS AND OBJECTIVES * Breaking the ice 2 IDENTIFYING CURRENT CHALLENGES IN RELATION TO WORK * How we handle these challenges 3 DEFINING RESILIENCE AND HOW AND WHY IT HELPS OUR PERSONAL EFFECTIVENESS AND THINKING 4 RESILIENCE SKILLS AND HOW TO DEVELOP THEM 5 LEARNING A RESILIENCE TOOL THAT PROMOTES NEW WAYS OF THINKING / WORKING 6 REVIEW AND EVALUATION OF LEARNING * Action planning

This course explores Autism and the current body of thinking and knowledge around Autistic Spectrum Disorders. This enables learners to consider how to adapt their practice with useful strategies to better support an individual with autism.

Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: * Assess the sales profitability and potential of existing key accounts * Prioritise where time and energy is directed for maximum profitability * Understand the key players in the decision making unit * Create a strategic plan for the development of each client target * Develop proactive sales consultancy skills * Learn advanced communication and influencing techniques 1 WHAT MAKES AN EFFECTIVE ACCOUNT MANAGER? * The difference between order taking and account management * How do you define a key account in your business? * Why should existing customers remain with your company? * How do you compare to the competition? 2 HOW DO I PRIORITISE MY ACCOUNT MANAGEMENT ACTIVITY? * Use practical tools to help you assess revenue potential * Analyse the investment required versus the return on your time * Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats * Appreciate how this knowledge will improve your sales development 3 PLANNING STRATEGIES FOR EACH ACCOUNT * Create a list of priority accounts and activities * Learn how to develop a long-term and sustainable relationship * Discover how they make their purchasing decisions * Research the make-up of the Decision Making Unit for each client 4 LEARNING AND UTILISING THE SIX PRINCIPLES OF INFLUENCE * Learn the secrets these principles offer sales people * Discover how these principles will work for you * Create an influencing strategy for influencers within the client * Learn new habits of influence 5 PROACTIVE SALES SKILLS * Plan proactive sales meetings for key accounts * Set primary and secondary objectives for every touch point with the customer * Structure sales meetings for maximum effectiveness * Help the customer commit and achieve their objectives 6 PUTTING IT INTO PRACTICE * Discuss real scenarios to plan for putting these skills into practice * Share common issues with fellow sales people * Create a personal development plan

Maximising the team's sales capability is the key aim for any sales manager. When sales people struggle to hit their targets, it falls to the sales manager to provide support and help colleagues to find their way again. One of the most effective techniques for sales managers to improve and maintain sales performance is by providing live sales coaching. Sales coaching encourages sales people to find their own solutions and take responsibility for their own development. This course will help participants: * Develop people to fulfil their sales potential * Provide motivational feedback * Identify strengths and weaknesses of their team members * Understand personal learning styles * Identify and adapt for different personality styles * Prepare and conduct on-the-job observations * Motivate sales people to greater performance 1 HOW IS SALES COACHING DIFFERENT FROM SALES TRAINING? * What is coaching? * Discover how coaching empowers sales people * Learn the best time to use sales coaching * Decide which people should be coached first * Creating a development plan 2 UNDERSTANDING LEARNING, BEHAVIOURAL AND COMMUNICATION STYLES * Use practical tools to help you assess individual styles * Tap into the essence and energy of the person you are developing * Understand your own learning, behavioural and communication preferences * Develop a strategy to adopt for each member of your team * Discover what motivates you and your salespeople to perform * Appreciate how this knowledge will improve your sales conversion 3 USING THE GROW COACHING MODEL * Learn the secrets of a successful coaching session * Discover the importance of SMART objectives and instructions * Understand and capture what coachees are currently doing right * Develop their problem-solving and decision-making skills * Help your colleagues crystalise their plans and actions * Provide follow-up opportunities to embed the learning 4 GIVING MOTIVATIONAL FEEDBACK * Understand why effective feedback is so powerful in sales * Learn key models for motivational feedback * Discover how to manage and structure more difficult conversations * Understand the power of positive reinforcement * Encourage sales people to coach and support colleagues 5 PUTTING IT INTO PRACTICE * Use realistic scenarios to provide opportunities for practice * Discover what it feels like to be coached * Receive immediate feedback on your coaching style * Share common performance issues with fellow sales managers * Create a personal development plan 6 PREPARING ON-THE-JOB OBSERVATIONS AND JOINT VISITS * Build a strategy for coaching and team development * Prepare an observation template for effective coaching * Learn the key elements of preparation for your next coaching session * Agree common areas to focus on with coachees 7 ACTION PLANNING * Personal action plans

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills. This course will help you: * Use the consultative sales process to achieve more cross-sales * Employ advanced rapport-building skills * Assess the buying preferences of a customer * Articulate the link between customer goals and needs * Identify your customer's needs and wants * Use advanced questioning techniques to gather information * Resist the temptation to tell when it would be better to ask * Identify communication preferences * Given various scenarios, present a product to the explicit need of a customer * Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers * Handle objections positively * Close the sale or gain commitment to further action 1 INTRODUCTION * Aims and objectives of the training * Personal introductions and objectives * Self-assessment of existing sales skills * Overview of content 2 UNDERSTANDING YOURSELF AND YOUR CUSTOMERS * Personal communication style and what this means in a sales situation * Wants versus needs * What motivates people to buy * Using social media tools such as LinkedIn * Managing your portfolio to maximise sales * Preparing to sell 3 THE SALES PROCESS * Overview of the consultative sales process * Review personal strengths and weaknesses as a salesperson * Habits of top-performing sales people * Common pitfalls * Articulate sales goals 4 BUILDING RAPPORT * 11 decisions that customers make in the first 9 seconds * Spotting buyer communication preferences * Building rapport with a wide variety of customers * Dealing with emotions * Keeping control 5 QUESTIONING AND LISTENING * Assumptions and how they trip us up * Structured questioning * Looking for cross-sales * Honing your listening skills * Identifying buyers' motivation * Using summaries to move the customer forward 6 PRESENTING PRODUCTS AND SERVICES TO CUSTOMERS * Choosing the right time to present * Using features, advantages and benefits * Tailoring your presentation of products and services to match buyer preferences and motivations 7 GAINING COMMITMENT * When to close * Dealing with difficult customers * 5 things to avoid when handling a customer objection 8 MANAGING YOUR BUSINESS * The link between service and sales * Using customer surveys * Winning back lost business 9 PUTTING IT ALL TOGETHER * Skills practice * Personal learning summary and action plans

This workshop will provide participants with the insight and skills to be more effective business networkers, face-to-face and online. The approach taken is to build on the strengths people already have and their successes. It is easier to develop what you already have than to try and develop skills that do not come easily. Being yourself is the most effective tool for business networking and building relationships. This course will help those attending: * Appreciate the importance of networking, and different forms of networking * Understand the dynamics of communication that are specific to networking * Become more confident and assured when 'working' a room * Improve their influencing skills, especially with people who are experts and in positions of authority * 'Sell' themselves and promote their company * Identify and manage their profiles using online social networking sites * Use effective follow-up to maintain active contacts and connections * Select the correct networking groups, clubs and events * Create their own personal network 1 THE IMPORTANCE, AND DIFFERENT TYPES, OF NETWORKING * Personal objectives and introductions * Test networking session * Examples of the importance, purpose and format of various types of networking, and benefits you can expect 2 HOW TO WORK A ROOM - PREPARATION AND STRATEGY * Three things to know before you attend any event * Non-verbal communication and art of rapport * Breaking the ice - worked examples with practical demonstration 3 COMMUNICATION DYNAMICS IN NETWORKING - THE POWER OF THE LISTENING NETWORKER * Why it is better to listen than talk * Effective questioning and active listening * Creating a natural and engaging conversation, 1-2-1 and in a larger group 4 ASSUMPTIONS WHEN NETWORKING * How to use the 'instant judgement' of others to your advantage * What assumptions are you making? * How to keep an open mind 5 BUSINESS NETWORKING ETIQUETTE * Meeting and greeting at a business networking event - approaching complete strangers and introducing yourself * Socialising: joining and leaving groups easily * Making a good first impression in 30 seconds * The use of status when networking 6 MAKING CONNECTIONS * Asking for cards, contact details and referrals * Gaining a follow-up commitment * Some tips and tricks 7 BUSINESS NETWORKING REHEARSALS * Practice sessions 8 PERSONAL BUSINESS NETWORKING ONLINE * Overview of different types of networking sites - there is a lot more out there than just Facebook! * Examples of creating an effective profile * Using social networking effectively - case studies and application * 'Advanced' applications - blogs, articles, twitter, feeds, etc. * Online demonstration and examples 9 BUILDING RELATIONSHIPS - FOLLOW-UP AND FOLLOW-THROUGH * Maintaining a good database * Developing a contact strategy with different types and levels of contact * How to analyse your contact base

Today's administrative professional needs flexibility and a broad portfolio of skills including self-motivation, assertiveness, and the ability to deal with difficult people. You will benefit from this course if you are an administrator, medical/legal secretary or PA, who wants to enhance your administrative support skills, as well as evaluating your existing techniques. This course will help you identify: * your areas of strength and your areas for improvement in the work environment * ways to accept new challenges and responsibilities with confidence * what motivates you at work * techniques to improve your planning and time management * ways of improving your influencing and assertiveness skills * your preferred working style (and relate it to your interaction with others) * ways of using your initiative * how to deal with challenging people, using recognised communication methods The course will help you develop a flexible set of skills that will allow you to succeed at work, no matter what the day throws at you. It will help you communicate effectively with a diverse range of colleagues and others with tact and diplomacy. And, finally, it will help you provide the administrative support that is essential for the smooth running of your area and of the organisation as a whole. 1 INTRODUCTION * Overview * Introductions * Individual objectives 2 WHAT EXACTLY IS YOUR ROLE? * Before looking at new skills and techniques, where are you now? Do you have the skills, knowledge and attitude required to be an exceptional administrator? * Understand your job criteria * Identifying your strengths and areas for development * Activity - skills analysis * Activity - action plan 3 BUILDING TRUST * How can you build trust? * Understanding the links between reliability, consistency and trust * What is required to deliver efficient service? * Activity: efficient service requirements of the professional administrator 4 WORKING STYLES * Identifying your working style preference * Understanding the importance of a flexible approach * Identifying areas of improvement to become a more effective team member * Activity: Questionnaire (completing, scoring and charting) * Activity: drawbacks of my style * Developing your working style 5 ASSERTIVENESS * Understand the differences between behaviours * Activity: Definition and characteristics of assertive / aggressive / passive behaviour * Activity: Identifying different behaviours * Understanding how to be more assertive * How to use assertiveness techniques * How to ask for feedback * Activity: Making requests assertively * Activity: Refusing requests assertively 6 TIME MANAGEMENT * The importance of planning for success * The importance of managing interruptions * The importance of having clear purpose * Time management best practices * Activity: How do you plan your time? What prevents you improving your time management? How will you recognise success? 7 PRIORITISATION * How to prioritise work to meet deadlines * The prioritisation matrix * Activity: Post it! 8 DEALING WITH INTERRUPTIONS * The impact interruptions have on productivity * How to manage interruptions * Activity: What interruptions do you experience? * What tactics can be employed to reduce these interruptions? 9 CLOSE * Open forum * Summary * Action planning

WHETHER YOU HAVE TO CHAIR A MEETING, PITCH A PROPOSAL OR SPEAK AT A CONFERENCE YOU NEED GOOD COMMUNICATION AND PRESENTATION SKILLS. Addressing a group of people with assurance and confidence does not come naturally to everyone. Our presentation skills training courses will teach you how to conquer your fears and give a successful and memorable performance. We will tailor the training to your specific needs, from coaching before an important keynote or honing your pitch to improving your negotiation and influencing skills, or learning how to network effectively. A TYPICAL COURSE CAN COVER: * Recognising the strengths of your own communication style * Using the different elements of voice and body language effectively * Conquering your nerves and use body language to your advantage * Pitching presentations so they meet your audiences’ needs * Structuring a presentation so the audience is engaged from start to finish * Using visual aids * Handling questions All our presentation skills training is bespoke, with options including one-to-one coaching, combined training and coaching programmes and group training courses. All these courses can be delivered virtually, as well as face to face. As many of the skills needed to give a good presentation are shared with media interviews, we frequently combine our presentation skills and media interview skills training. VENUE We deliver courses in the most appropriate format for your circumstances – whether face to face or online. Face to face courses are portable: they can be held in purpose-built studios, at your own offices or at an external venue. In the latter two cases, we create a mock studio for the practical exercises. Online courses give you flexibility and enable you to offer training to delegates from all over the world. We have run virtual courses for people from the Far East, South Asia, North America and Europe, as well as the UK.

This workshop will help you improve the impact, clarity, accuracy and effectiveness of your sales proposals. It takes bid and proposal teams right through the process, from start to finish - from forming the team and gathering the information, through to writing and reviewing the proposal document, and on to presenting it to the client. The learning points shared in the programme come from the trainer's extensive real-world experience with a wide variety of businesses. As a result of attending this programme, participants will be able to: * Write more clearly, more grammatically and more persuasively * Structure their written communications more effectively * Avoid the 'howlers' that can cost you business * Impress your clients * Win more business 1 BID STRATEGY * How to combine your knowledge of the market or customer, your products and services, and your competitors, to create a quality bid * New insights into your comparative advantages and competitive position in the marketplace * Understanding more about how your client views you and other suppliers * A plan of attack to build on your strengths and attack the weaknesses of your competition * Dealing with RFP/ITT situations 2 TEAMWORK * How a bid or proposal team needs to prioritise and manage preparation time * Co-ordinating input from team members * Agreeing responsibilities 3 THE IMPORTANCE AND ROLE OF A WELL-WRITTEN SALES PROPOSAL * Why bother? - the value of the sales proposal to you and to the customer * What the customer wants and needs to make a decision in your favour * Understanding and delivering on customer expectations * Review and discussion of different proposals - with real-life examples 4 THE BEST WAY TO STRUCTURE YOUR SALES PROPOSALS * A section-by-section, page-by-page review of best practice in structuring great sales proposals * How to improve the way you match your proposal to the customer's objectives and requirements * Plan your sales documents systematically - to make them easy to read and more persuasive * How to make your proposal look like the 'least risky' option 5 MAKING YOUR PROPOSAL A COMPELLING AND PERSUASIVE PROPOSITION * Choosing the right words that sell effectively * Selecting the right content and information for your document or proposal * Using an option matrix to summarise complex choices and increase final order value * How to write an executive summary 6 WELL-WRITTEN AND ERROR-FREE * Developing your writing style for maximum impact * Expressing the content (ie, selling points) clearly, concisely and correctly * Proof-reading and editing work effectively, using formal marks and techniques * Improving visual layout, format and appearance * Keeping it customer-focused 7 PRESENTING TO THE CLIENT - OVERVIEW * Presentation options * Understanding the client's objectives - as well as your own * The proposal review meeting - logistics * Managing to the next step * Designing and delivering a compelling presentation * Isolating objections and concerns * Follow-up and follow-through 8 POSITIONING YOUR FINAL PROPOSAL * Finalising your bid - presenting the right 'best few' USPs, features and benefits and making them relevant and real to the customer * Smart ways to position price and be a strong player - without being the cheapest * How to differentiate yourselves by how you present, as well as what you present * How to design and deliver a successful bid presentation 9 BID PRESENTATION PRACTICE SESSION WITH STRUCTURED FEEDBACK * Participants work in small groups or pairs to prepare and later present a sample section from a real life bid or proposal presentation * The trainer will provide assistance and input * During group review and discussions, input from others will be encouraged and many best practice ideas summarised 10 MANAGING THE END GAME * How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns * How to read the situation to plan the next step * Identifying negotiation tactics - and how to deal with them * Planning for a negotiation and how to get the customer feel they have the 'best deal' 11 WORKSHOP SUMMARY AND CLOSE