2231 Courses in Sheffield

Yes, you can do it. Take the 7-day challenge. Alternatively, consider hypnotherapy. Evidence shows hypnosis is far and away the most effective technique of all for stopping smoking and quitting for good - as summarised in New Scientistin 2010 (Lynn, Green, Accardi, & Cleere). Especially when it is carried out with an element of counselling. That is the therapy part of the word hypnotherapy, and why Richard talks about hypnotherapy for stopping smoking and not just hypnosis to quit. Take away a seven-step guide to quitting and, more importantly, the commitment to quit. During the session you will have the opportunity to: * Explore why we find it difficult to quit * Learn the seven key steps that can help you quit on your own * Discover why some people prefer hypnotherapy

It's a fact of life that costs generally increase and as a result prices must go up too. Implementing an increase without losing customers is challenging. Talking about a price increase with customers never makes for an easy conversation. Your customers will generally decide whether to accept the increase based upon value, as well as the hassle cost of switching and going elsewhere. Even the most experienced salesperson who has implemented price increases before will be fighting back the nerves when faced with the task of 'selling' the increase. In this flexible programme, we will support your internal preparations at whichever stage you and your colleagues are at. From making the decision to increase prices, right through to those on the frontline already dealing with any push-back. This programme will help participants: * Understand the business case for increasing prices * Take steps to research the market * Consider their customers' motivations * Use the six principles of influence * Identify and adapt for different personality styles * Assess their level of trust with customers * Build rapport rapidly with their customers and prospects 1 RAISING PRICES - KEYS TO SUCCESS * Understanding the business case * Researching the market * Assessing the value of your offering 2 UNDERSTANDING YOUR CUSTOMER BASE * Assessing your key accounts * What is your 'target' customer range? * Creating consistency in pricing approach 3 PLANNING THE INCREASE * Timing your implementation * Communication strategy * Elements of a good price increase letter 4 DEVELOPING INFLUENCING SKILLS * The Trust Equation * The six principles of influence * Discovering your customer's buying decisions 5 EMOTIONAL INTELLIGENCE AND PRICE INCREASES * The part emotion plays * Developing strategies for keeping calm * Handling your customer's responses 6 UNDERSTANDING DIFFERENT CUSTOMER STYLES * Discover your own style * Recognising behaviour traits in others * Adapting your approach to their style 7 PREPARING FOR CUSTOMER CONTACT * Preparing for specific customers * Anticipating their response * Dealing with challenging customers 8 FOLLOWING THROUGH * Maintaining a consistent approach * Resisting requests for discounts * Confirming the increase in writing

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. DAY ONE - ACTIVITY Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements * Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. * Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. * Using organised persistence to track and build new customer revenue. * Managing your sales time effectively. Key learning points * Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. * Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. * Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. * How to prioritise opportunities and manage your time when sourcing new business. * Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. * Make outbound business or appointment calls with improved confidence, control and results. DAY TWO - VALUE Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements * How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. * Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. * How to better position your company and your products and services against your main competitors. * Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points * Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. * Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. * Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. * Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. DAY THREE (HELD AROUND FOUR WEEKS AFTER THE FIRST MODULE) - CONVERSION Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements * Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. * Anticipate and answer customer objections and questions more confidently. * Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. * Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points * Smart ways to position price, emphasise value and be a strong player without being the cheapest. * Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. * Qualify pipeline opportunities with more accuracy, using a proven check-list. * Use an 'option generator' to simplify complex proposals, increase business value and close business faster. * Writing more effective sales proposal documents and quotations. * How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. * Practical methods of asking for agreement and closing a sale

This one-day workshop will give you a better understanding of the components and operations of an Access database. It is designed to build on a user's existing skills and includes useful action queries to allow greater manipulation of a database. This workshop will help participants: * Ensure the integrity of their databases * Manage field properties * Use the query functions effectively * Save time with the query expression builder * Create different types of query more quickly * Design better forms * Link expressions in forms * Create better and more useful reports * Import and export tables more easily 1 TABLE RELATIONSHIP INTEGRITY * Identifying relationships * Identifying criteria for data integrity * Applying referential integrity * Managing relationship join types 2 TABLE FIELD PROPERTIES * Field properties overview * Using input mask field * Using default value fields * Using field validation rules 3 QUERY FUNCTIONS * Running aggregate function calculations * Running sum, average, count, max and min functions * Grouping calculated data 4 QUERY CALCULATIONS * Using query operators and expressions * Adding calculated fields to a query * Using the query expression builder 5 ACTION QUERIES * Creating make table queries * Creating append queries * Creating update queries * Creating delete queries 6 DESIGNING FORMS * Adding form controls * Aligning and arranging form controls * Adding pictures and labels to forms * Adding new fields to a form * Controlling tab order * Adding command buttons * Adding a combo box control * Formatting data using conditional formatting 7 FORM EXPRESSIONS (CALCULATIONS) * Using the form expression builder * Working with a property sheet within a form * Linking expressions within a form 8 WORKING WITH REPORTS * Creating reports with the report wizard * Inserting report fields * Formatting fields * Inserting report headers and footers * Working with a property sheet within a report 9 GROUPED REPORTS * Creating groups with the report wizard * Sorting grouped data * Grouping alphabetically * Grouping on date intervals * Creating sub reports * Adding calculations to groups 10 IMPORTING AND EXPORTING TABLES * Importing tables into Access * Exporting tables from Access * Importing and linking data in Access

Developing the high performing team takes time and effort. But above all, it requires an understanding of the dynamics of high performing teams. This programme helps managers and leaders understand what high performing teams do and how they do it. It focuses on enabling managers to see their teams from different perspectives, allowing them to adapt their styles to maximise team outputs. A core theme is the need for managers of teams to 'hold up the mirror' to themselves and to see themselves as a leader of people, to reflect on how others see them and to modify their style accordingly. This programme will help managers / team leaders: * Analyse the constituents of a 'high performing' team * Apply essential influencing techniques * Use a range of communication techniques to support effective teamwork * Create and articulate team vision * Generate common values * Assess team effectiveness and take/recommend the appropriate actions * Make more efficient use of team time * Understand and agree on techniques to manage conflict * Define and implement team meeting protocols that will facilitate team effectiveness * Use the Prime Focus model to create the environment and framework for a high performing team * Draft your team strategy to take them to the next level DAY 1 1 WELCOME AND INTRODUCTION * Participants are welcomed to the programme and invited to share their personal objectives and people challenges * Participants are given an action plan template to complete throughout the workshop 2 YOUR TEAM * The concept of 'positive intention' * The difference between a team and a high performing team * Assess your team effectiveness * What is your 'interference'? 3 THE TEAM ENVIRONMENT * Setting the scene * Building rapport * Active listening * Team goals and role profiling 4 YOUR STYLE * Tuckman model of team stages - how do you manage each stage? * Team standards and goals * Your team vision 5 EFFECTIVE TEAM MEETINGS * Influencing in team meetings * How to make them interesting and relevant * The pure role of the chair DAY 2 1 EFFECTIVE COMMUNICATION TECHNIQUES * Giving and receiving feedback * Your communication style * How to adapt, pace and lead to build rapport * The Mehrabian theory of communication 2 HOW TO MANAGE CONFLICT * What is conflict? * What is your default conflict approach? * Tools and tips for managing conflict * Practice sessions 3 TEAM SKILLS * Undertake a team skills analysis * Types of team member * Motivating team members * Reframing situations 4 SETTING YOUR STRATEGY * Seeing the bigger picture * The Prime Focus Model * Your strategy for success * Articulating your strategy * Action plans revisited

This one-day programme explores the role of intellectual property (IP) in relation to innovation and creativity. It examines the different forms as well as the key processes, together with some of the oddities and idiosyncrasies of the legal regime that protects IP. It delves into the various IP models you should be aware of as well as key IP facts and figures and current IP trends across the global economy. This session is designed to give you a deeper understanding of: * The main forms of intellectual property * The importance of IP - both to your organisation and to the wider economy * The key processes in the creation, commercial exploitation, and legal protection of IP * The different models for the use of IP * Some more advanced concepts for reviewing, valuing and managing IP 1 MAIN FORMS OF INTELLECTUAL PROPERTY (IP) * Patents * Trademarks * Copyright * Design * Trade secrets 2 GLOBAL IP BUSINESS CONTEXT * Global IP facts and figures * Figures for key jurisdictions * Analysis of a company using IP data * IP trends * Overview of the key entities in the IP sector 3 KEY IP PROCESSES * IP creation * IP portfolio management * IP enforcement * IP exploitation * IP risk management 4 IP MODELS * IP models explained * IP licensing * IP litigation 5 IP CONCEPTS * The IP maturity ladder * Relative IP value and risk * Axis of control 6 IP AS AN ASSET CLASS * Costs * Valuation * Financial perspective

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

This one-day workshop is designed to enhance your PowerPoint skills to achieve dynamic presentations that work with you, making it easier to deliver a polished, professional presentation. You will learn advanced PowerPoint skills that will save you time and elevate your presentations. This course will help participants: * Create custom shows to personalise presentations for individual clients * Make the Slide Master work collectively with slide layouts and themes * Seamlessly interact with external content using links * Work with advanced animations and transitions, and video/audio tools 1 THEMES AND MASTERS * Add a Design theme to a presentation * Make changes to the Slide Master * Delete layouts from the slide master * Saving a slide master with themes as a template 2 ADVANCED GRAPHICS AND DIAGRAMS * Drawing, duplicating and resizing shapes * Grouping, aligning and stacking shapes and graphics * Using SmartArt for diagrams and organisation charts 3 GRAPHS AND CHARTS * Inserting and formatting a chart * Linking an Excel chart to a slide * Linking Excel tables to a slide * Animating charts 4 VIDEO, CUSTOM ANIMATION AND HYPERLINKS * Adding and editing video * Animating pictures and drawings * Hyperlink to another Slide or Website * Compressing and optimising media 5 PRESENTING * Reuse slides * Hide slides * Rehearsing timings * Enabling a presentation to run continuously

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 course is designed for those already using Power BI Desktop and are ready to work with more comprehensive elements of analysing and reporting in Power BI. The course maintains a balanced look at data analysis including the Power Query Editor, with a deep dive into writing DAX formulas, and enhanced dashboard visualisations. The aim of this course is to provide a more complete understanding of the whole Power BI analytics process, by working with business examples that will equip you with the necessary skills to output comprehensive reports and explore Power BI's analytical capabilities in more depth. 1 THE QUERY EDITOR * Grouping rows in a table * Split row by delimiter * Add days to determine deadlines * The query editor 2 FUZZY MATCHING JOINS * Matching inconsistencies by percentage * Matching with transformation table 3 THE QUERY EDITOR M FUNCTIONS * Adding custom columns * Creating an IF function * Nested AND logics in an IF function 4 DAX NEW COLUMNS FUNCTIONS * Including TRUE with SWITCH * Using multiple conditions * The FIND DAX function * The IF DAX function * Logical functions IF, AND, OR 5 EDITING DAX MEASURES * Making DAX easier to read * Add comments to a measure * Using quick measures 6 THE ANATOMY OF CALCULATE * Understanding CALCULATE filters * Add context to CALCULATE with FILTER * Using CALCULATE with a threshold 7 THE ALL MEASURE * Anatomy of ALL * Create an ALL measure * Using ALL as a filter * Use ALL for percentages 8 DAX ITERATORS * Anatomy of iterators * A closer look at SUMX * Using RELATED with SUMX * Create a RANKX * RANKX with ALL 9 DATE AND TIME FUNCTIONS * Overview of functions * Create a DATEDIFF function 10 TIME INTELLIGENT MEASURES * Compare historical monthly data * Create a DATEADD measure * Creating cumulative totals * Creating cumulative measures * Visualising cumulative totals 11 VISUALISATIONS IN-DEPTH * Utilising report themes * Applying static filters * Group data using lists * Group numbers using bins * Creating heatmaps * Comparing proportions * View trends with sparklines 12 COMPARING VARIABLES * Visualising trendlines as KPI * Forecasting with trendlines * Creating a scatter plot * Creating dynamic labels * Customised visualisation tooltips * Export reports to SharePoint