539 Negotiation Skills courses

***With this Administration Support Bundle Course for Teachers, get a Personal Hygiene Course completely FREE and prevent yourself from being infected by Coronavirus and other contagious diseases.*** Administration Support Bundle Course for Teachers is yet another 'Teacher's Choice' course from Teachers Training for a complete understanding of the fundamental topics. You are also entitled to exclusive tutor support and a professional CPD-accredited certificate in addition to the special discounted price for a limited time. Just like all our courses, this Administration Support Bundle Course for Teachers and its curriculum have also been designed by expert teachers so that teachers of tomorrow can learn from the best and equip themselves with all the necessary skills. Consisting of several modules, the course teaches you everything you need to succeed in this profession. The course can be studied part-time. You can become accredited within 8 hours studying at your own pace. Your qualification will be recognised and can be checked for validity on our dedicated website.   WHY CHOOSE TEACHERS TRAINING Some of our features are: * This is a dedicated website for teaching * 24/7 tutor support * Interactive Content * Affordable price * Courses accredited by the UK's top awarding bodies * 100% online * Flexible deadline ENTRY REQUIREMENTS No formal entry requirements. You need to have: * Passion for learning * A good understanding of the English language * Numeracy and IT * Desire for entrepreneurship * Over the age of 16 ASSESSMENT The assessment is straightforward, you need to complete the assignment questions that will be provided to you at the end of the course, you can complete the assignment anytime you want. After you complete and submit your assignment, our tutors will assess your assignment and give you feedback if needed.  After your assignment has been assessed and you have passed, you will be qualified and will be able to apply for a course completion certificate. CERTIFICATION CPD Certification from The Teachers Training Successfully completing the MCQ exam of this course qualifies you for a CPD-accredited certificate from The Teachers Training. You will be eligible for both PDF copy and hard copy of the certificate to showcase your achievement however you wish. * You can get your digital certificate (PDF) for £4.99 only * Hard copy certificates are also available, and you can get one for only £10.99 * You can get both PDF and Hard copy certificates for just £12.99! The certificate will add significant weight to your CV and will give you a competitive advantage when applying for jobs. Administrative Support Certificate Training Module One: Getting Started Administrative Support 00:01:00 Getting Started 00:02:00 Workshop Objectives 00:01:00 Module Two: Getting Organized, Part One Getting Organized 00:01:00 Module Three: Getting Organized, Part Two Getting Organized (II) 00:06:00 Getting Organized (I) Case Study 00:01:00 Module Four: Managing Time Managing Time 00:07:00 Managing Time Case Study 00:01:00 Module Five: Getting It All Done On Time Getting It All Done On Time 00:06:00 Getting It All Done On Time Case Study 00:01:00 Module Six: Special Tasks Special Tasks 00:06:00 Special Tasks Case Study 00:01:00 Module Seven: Verbal Communication Skills Verbal Communication Skills 00:06:00 Verbal Communication Skills Case Study 00:01:00 Module Eight: Non-Verbal Communication Skills Non-Verbal Communication 00:04:00 Non-Verbal Communication Case Study 00:01:00 Module Nine: Empowering Yourself Empowering Yourself 00:08:00 Empowering Yourself Case Study 00:01:00 Module Ten: The Team of Two The Team of Two 00:05:00 The Team of Two Case Study 00:01:00 Module Eleven: Taking Care of Yourself Taking Care of Yourself 00:04:00 Taking Care of Yourself Case Study 00:01:00 Module Twelve: Wrapping Up Closing 00:01:00 Strategic Planning Process- Level 2 Diploma Preparing for the Strategic Planning Process Preparing for the Strategic Planning Process 00:16:00 Establish a Committee 00:06:00 Gather Operational Data 00:13:00 Initiating the Strategic Planning Process Develop a Mission Statement 00:12:00 Develop a Vision Statement 00:06:00 Assess Internal and External Environments 00:12:00 Performing SWOT Analysis 00:08:00 Developing the Strategic Plan Prioritize What the Strategic Plan Will Address 00:03:00 Set Goals and Objective 00:07:00 Develop Strategy for Achieving Goals 00:02:00 Draft the Strategic Plan 00:09:00 Executing the Plan Assign Responsibility and Authority 00:10:00 Establish a Monitoring System 00:06:00 Negotiation Skills Training Prepare The Train Driver - Self Development For The Sales Consultant The Mind Of A Consultant 00:03:00 Mastering Sales Is Mastering Life Skills 00:03:00 The Continuous Journey 00:02:00 Universal Laws Of Success 00:01:00 The Three Pillars Of Success 00:03:00 Personal Honesty 00:01:00 Diligence 00:02:00 Deferred Gratification 00:04:00 Suppression Of Principle 00:03:00 Emotional Intelligence 00:02:00 Core Principles Of Emotional Intelligence 00:04:00 The Problem Is Internal 00:02:00 The Two Motivational Forces 00:05:00 Product Confidence 00:03:00 Sales Consultant Activities To Complete 00:01:00 Negotiation Station - How To Negotiate Successfully The Negotiation Station 00:02:00 Core Principles Of Negotiation 00:01:00 Focusing On Them 00:02:00 Everyone Has To Win 00:04:00 Matching Values 00:03:00 The Path Of Least Resistance 00:02:00 Shifting The Weight 00:06:00 The Persuasion Secret 00:01:00 How To Persuade Someone 00:01:00 The Electric Car 00:02:00 The Fashionable Trainers 00:02:00 Competency Levels 00:03:00 Assessing Competency Levels 00:04:00 Features Benefits And Values 00:02:00 The Christmas Tree Negotiation 00:04:00 B2B Value Propositions 00:03:00 Deepening The Value 00:02:00 Over Decorating The Tree 00:03:00 The Big 12 00:01:00 Authority 00:04:00 Social Proof 00:03:00 Group Identity 00:02:00 Deflecting Fault 00:02:00 Ask For Advice 00:02:00 Compliment Their Negotiations 00:02:00 Reciprocity 00:02:00 Scarcity 00:02:00 Off Set Values 00:02:00 Stepped Commitments 00:02:00 Fear And Hope 00:02:00 Ranked Priorities 00:07:00 Negotiating A Price 00:01:00 The Market Price 00:02:00 The Anchor Price 00:02:00 The Walk Away Price 00:02:00 The First Offer 00:03:00 The Counter Offer 00:04:00 Activities To Complete Negotiation Skills 00:01:00 Time Management Diploma Identifying Goals Identifying Goals 00:11:00 Effective Energy Distribution Energy Distribution 00:10:00 Time Logs 00:11:00 Working with Your Personal Style Personal World View 00:10:00 Strengths 00:09:00 Building Your Toolbox Building Your Toolbox 00:11:00 Establishing Your Action Plan Establishing Your Action Plan 00:11:00 Problem Solving Skills & Critical Thinking Training Facing New Problems The Critical Thinking Process 00:24:00 Group Dynamics 00:17:00 Critical Thinking Methods 00:04:00 Problem Solving Approaches 00:09:00 Establishing the Problem Identify the Problem 00:08:00 Exploring the Problem 00:06:00 Discovering the Solution Assembling Potential Ideas 00:09:00 Determining the Best Solution 00:04:00 Evaluating Cost and Benefit 00:05:00 Building Your Case 00:02:00 Accepting a Decision Accepting a Decision 00:13:00

The Secretarial, PA & Office Administration Diploma course is designed for the people who want to exceed their

DESCRIPTION: The Secretarial, PA & Office Administration Diploma course is designed for the people who want to exceed their role as a secretary, PA or office administrator. The responsibilities of a secretary, PA or office administrator require several skills. Throughout the course, you will explore all the essential skills for becoming an efficient secretary or PA. Focuses will be given on how to take notes, using right tools, negotiation skill, communication skill, soft skills, time & meeting management, and more. Fundamental lessons regarding how to use Microsoft Office, Excel, Access and Powerpoint will also be presented to you. WHO IS THE COURSE FOR? * This course is ideal for those wanting to improve their base skills in office administrative tasks * This course would be ideal people who want to start working as a receptionist, office administrator, office manager, administration assistant or secretary ENTRY REQUIREMENT: * This course is available to all learners, of all academic backgrounds. * Learners should be aged 16 or over to undertake the qualification. * Good understanding of English language, numeracy and ICT are required to attend this course. ASSESSMENT:   * At the end of the course, you will be required to sit an online multiple-choice test. Your test will be assessed automatically and immediately so that you will instantly know whether you have been successful. * Before sitting for your final exam, you will have the opportunity to test your proficiency with a mock exam. CERTIFICATION: After completing and passing the course successfully, you will be able to obtain an Accredited Certificate of Achievement. Certificates can be obtained either in hard copy at a cost of £39 or in PDF format at a cost of £24. WHY CHOOSE US? * Affordable, engaging & high-quality e-learning study materials; * Tutorial videos/materials from the industry leading experts; * Study in a user-friendly, advanced online learning platform; * Efficient exam systems for the assessment and instant result; * The UK & internationally recognized accredited qualification; * Access to course content on mobile, tablet or desktop from anywhere anytime; * The benefit of career advancement opportunities; * 24/7 student support via email. CAREER PATH: Secretarial, PA & Office Administration Diploma is a useful qualification to possess and would be beneficial for any professions or career from any industry you are in such as: * Administrator support staff * Administrative assistant * Office managers * Receptionist * Office administrator Secretarial Interpersonal Skills Module One - Getting Started 00:30:00 Module Two - Verbal Communication Skills 01:00:00 Module Three - Non-Verbal Communication Skills 01:00:00 Module Four - Making Small Talk and Moving Beyond 01:00:00 Module Five - Moving the Conversation Along 00:30:00 Module Six - Remembering Names 01:00:00 Module Seven - Influencing Skills 01:00:00 Module Eight - Bringing People to Your Side 01:00:00 Module Nine - Sharing Your Opinion 01:00:00 Module Ten - Negotiation Basics 01:00:00 Module Eleven - Making an Impact 01:00:00 Module Twelve - Wrapping Up 00:30:00 Developing Interpersonal Skills Course- Activities 00:00:00 Personal Assistant Module One - Getting Started 00:30:00 Module Two - Working with Your Manager 01:00:00 Module Three - Administrative Soft Skills 01:00:00 Module Four - Effective Time Management 01:00:00 Module Five - Meeting Management 01:00:00 Module Six - Tools of the Trade (I) 01:00:00 Module Seven - Tools of the Trade (II) 01:00:00 Module Eight - Being an Effective Gatekeeper 01:00:00 Module Nine - Organizational Skills 01:00:00 Module Ten - Confidentiality Guidelines 01:00:00 Module Eleven - Special Tasks 01:00:00 Module Twelve - Wrapping Up 00:30:00 Business Writing Module One - Getting Started 00:30:00 Module Two - Working with Words 01:00:00 Module Three - Constructing Sentences 01:00:00 Module Four - Creating Paragraphs 01:00:00 Module Five - Writing Meeting Agendas 01:00:00 Module Six - Writing E-mails 01:00:00 Module Seven - Writing Business Letters 01:00:00 Module Eight - Writing Proposals 01:00:00 Module Nine - Writing Reports 01:00:00 Module Ten - Other Types of Documents 01:00:00 Module Eleven - Proofreading and Finishing 01:00:00 Module Twelve - Wrapping Up 00:30:00 Self Esteem & Confidence Building Module One - Getting Started 01:00:00 Module Two - What Does Self-Confidence Mean To You 01:00:00 Module Three - Obstacles to Our Goals 01:00:00 Module Four - Communication Skills 01:00:00 Module Five - The Importance of Goal Setting 01:00:00 Module Six - Feeling the Part 01:00:00 Module Seven - Looking the Part 01:00:00 Module Eight - Sounding the Part 01:00:00 Module Nine - Powerful Presentations 00:30:00 Module Ten - Coping Techniques 01:00:00 Module Eleven - Dealing with Difficult Behavior 00:30:00 Module Twelve - Wrapping Up 00:15:00 Administrative Management Module One - Getting Started 00:30:00 Module Two - Why Your Office Needs Administrative Procedures 01:00:00 Module Three - Gathering the Right Tools 01:00:00 Module Four - Identifying Procedures to Include 01:00:00 Module Five - Top Five Procedures to Record 01:00:00 Module Six - What to Include in Your Binder (I) 01:00:00 Module Seven - What to Include in Your Binder (II) 01:00:00 Module Eight - Organizing Your Binder 01:00:00 Module Nine - What Not to Include in the Procedure Guide 01:00:00 Module Ten - Share Office Procedure Guide 01:00:00 Module Eleven - Successfully Executing the Guide 01:00:00 Module Twelve - Wrapping Up 00:30:00 Admin Support Module One - Getting Started 00:30:00 Module Two - Getting Organized (I) 01:00:00 Module Three - Getting Organized (II) 01:00:00 Module Four - Managing Time 01:00:00 Module Five - Getting It All Done On Time 01:00:00 Module Six - Special Tasks 01:00:00 Module Seven - Verbal Communication Skills 01:00:00 Module Eight - Non-Verbal Communication Skills 01:00:00 Module Nine - Empowering Yourself 01:00:00 Module Ten - The Team of Two 01:00:00 Module Eleven - Taking Care of Yourself 01:00:00 Module Twelve - Wrapping Up 00:30:00 Organisational Skills Module One - Getting Started 00:30:00 Module Two - Remove the Clutter 01:00:00 Module Three - Prioritize 01:00:00 Module Four - Scheduling Your Time 01:00:00 Module Five - To Do Lists 01:00:00 Module Six - Paper and Paperless Storage 01:00:00 Module Seven - Organization in Your Work Area 01:00:00 Module Eight - Tools to Fight Procrastination 01:00:00 Module Nine - Organizing Your Inbox 01:00:00 Module Ten - Avoid the Causes of Disorganization 01:00:00 Module Eleven - Discipline is the Key to Stay Organized 01:00:00 Module Twelve - Wrapping Up 00:30:00 Office Management Building Your Management Team 01:00:00 Building A Successful Brand 01:00:00 Achieving Quality Through Teamwork 00:30:00 Keys To Staying Motivated 00:30:00 Improve Your Marketing 01:00:00 Provide Top Customer Service 00:30:00 Wrapping Up 00:30:00 Bookkeeping & Payroll Module One - Introduction 00:30:00 Module Two - Basic Terminology 01:00:00 Module Three - Basic Terminology (II) 01:00:00 Module Four - Accounting Methods 01:00:00 Module Five - Keeping Track of Your Business 01:00:00 Module Six - Understanding the Balance Sheet 01:00:00 Module Seven - Other Financial Statements 01:00:00 Module Eight - Payroll Accounting Terminology 01:00:00 Module Nine - End of Period Procedures 01:00:00 Module Ten - Financial Planning, Budgeting and Control 01:00:00 Module Eleven - Auditing 01:00:00 Module Twelve - Wrapping Up 00:30:00 Microsoft Word Module One - Getting Started 00:30:00 Module Two - Opening 01:00:00 Module Three - Working with the Interface 01:00:00 Module Four - Your First Document 01:00:00 Module Five - Basic Editing Tasks 01:00:00 Module Six - Basic Formatting Tasks 01:00:00 Module Seven - Formatting Paragraphs 01:00:00 Module Eight - Advanced Formatting Tasks 01:00:00 Module Nine - Working with Styles 01:00:00 Module Ten - Formatting the Page 01:00:00 Module Eleven - Sharing Your Document 01:00:00 Module Twelve - Wrapping Up 00:30:00 Microsoft PowerPoint Module One - Getting Started 00:30:00 Module Two - Opening PowerPoint 01:00:00 Module Three - Working with the Interface 01:00:00 Module Four - Your First Presentation 01:00:00 Module Five - Working with Text 01:00:00 Module Six - Formatting Text and Paragraphs 01:00:00 Module Seven - Adding Pictures 01:00:00 Module Eight - Advanced Formatting Tasks 01:00:00 Module Nine - Working with Transitions and Animations 01:00:00 Module Ten - Setting Up Your Slide Show 01:00:00 Module Eleven - Showtime! 01:00:00 Module Twelve - Wrapping Up 00:30:00 PowerPoint Essential Activities 00:00:00 Microsoft Excel Module One - Getting Started 00:30:00 Module Two - Opening Excel 01:00:00 Module Three - Working with the Interface 01:00:00 Module Four - Your First Worksheet 01:00:00 Module Five - Viewing Excel Data 01:00:00 Module Six - Building Formulas 01:00:00 Module Seven - Using Excel Functions 01:00:00 Module Eight - Using Quick Analysis 01:00:00 Module Nine - Formatting Your Data 01:00:00 Module Ten - Using Styles, Themes, and Effects 01:00:00 Module Eleven - Printing and Sharing Your Workbook 01:00:00 Module Twelve - Wrapping Up 01:00:00 Excel for Newbies - Activities 00:00:00 Mock Exam Mock Exam- Secretarial, PA & Office Administration Diploma 00:30:00 Final Exam Final Exam- Secretarial, PA & Office Administration Diploma 00:30:00 Order Your Certificates and Transcripts Order Your Certificates and Transcripts 00:00:00

Telephone etiquette will help you to learn how to interact with clients and make sure the conversation goes smoothly. Improve your phone skills today.

No matter what field you work in, every person should learn to become a great salesperson. Master the art of selling in a few simple methods and instantly boost your career with our most recommended Mastering Sales: How to Hold a High Price course. This course reveals everything that you should know about selling and become expert at it. Initially, you'll learn how to build trust as it is one of the most significant aspects of sales. Following that, you'll go through a broad discussion where you'll understand how to enhance your sales skills, learn techniques and strategies that will be very valuable for succeeding in sales. In addition to that, learn the most compelling negotiation and communication skills which ensure every client you interact with is a worthwhile experience. Besides, learn more about the foundational principles of selling which are the absolute backbone of sales success. WHAT WILL I LEARN? This course has been designed to be jam-packed with actionable, proven techniques that are tried and tested to help you improve your sales. We will cover topics such as: * How to get people to choose what you want them to choose. * How to discount less and charge more money * How to charge a higher premium * How to overcome objections in the sales process * How to improve your efficiency in selling and your overall time management Introduction What You Will Learn on This Course FREE 00:01:00 Who is Philip Hesketh? 00:01:00 The Guaranteed Way to Improve Your Sales Technique The Number One Universal Killer Question in Selling 00:03:00 The Importance of Establishing the Clients Expectations 00:02:00 How to Close the Sale Without Sounding like a Salesman 00:04:00 Why People Buy and How to Get Them to Buy from Us People Buy Emotionally and Justify Logically. What to Do About It 00:04:00 Don't Assume You Know the Buyer's Priorities 00:05:00 How to Unearth the Buyer's Strategic Needs 00:03:00 The Importance of Implications 00:04:00 Why People Don't Buy and How to Counteract Any Objection Being Prepared for Objections 00:04:00 The Most Common Objections and How to Handle Them 00:04:00 How to Get People to Choose What You Want Them To 00:04:00 What Buyers Say and What They Really Mean 00:03:00 Holding a High Price What Does Value For Money Really Mean? 00:03:00 Five Proven Techniques to Save Money and Make Money 00:04:00 The Words: 'Typically', 'Realistically', 'Currently', 'Given' and 'Yet' 00:02:00 Justifying Your Price - the Power of One 00:04:00 The Final 'Killer Questions' That Allow You to Negotiate More Successfully 00:04:00 Win-Win and Increasing Average Order Value The Real Meaning of 'Win-Win' 00:04:00 The Rules for Discounting 00:03:00 How to Hold a High Price 00:04:00 How to Increase Average Order 00:03:00 The Compromise Effect 00:03:00 Sales Techniques You Need to Know All You Need to Know About Time Management 00:03:00 Recognising the Moment That Matters and the Role of 'Enough' 00:06:00 What to Do When It Starts Going Wrong 00:05:00 How to Understand Other People - Can You Clarify? 00:04:00 How to Build Your Reputation and Getting Your Client to Feel Indebted to You 00:04:00 Selling in the Long Term and Being Recommended 00:04:00 BONUS SECTION! How to Be a Great Presenter and Wow Your Audience How to Deliver a Great Presentation 00:03:00 Why Powerpoint Doesn't Work and What to Do with It 00:03:00 How Memory Works 00:05:00 How to Tell Your Own Stories Well so People Warm to You 00:03:00 The Three Key Things About Presenting 00:03:00 Conclusion What We've Covered so Far 00:02:00 Course Certification

Learn how to master the art of selling with this Sales Psychology Course. You will explore the psychological principles behind successful sales, how to understand your customers' needs and motivations, and how to negotiate win-win deals

OVERVIEW Learn how to sort out your finances and negotiate excellent property deals by enrolling in our professionally designed Property Negotiation Diploma course. This course offers a wide array of training modules, designed to teach you how to act on clients' best interests by negotiating sales prices. This course provides you with the knowledge to kickstart your career as a property negotiator. After course completion, you will be able to update property listings, locate a property for sale, and oversee leasing activities. You will have the skills to conduct effective market research and update clients about market conditions to maintain and expand your client base. HOW WILL I GET MY CERTIFICATE? You may have to take a quiz or a written test online during or after the course. After successfully completing the course, you will be eligible for the certificate. WHO IS THIS COURSE FOR? There is no experience or previous qualifications required for enrolment on this Property Negotiation Diploma. It is available to all students, of all academic backgrounds. REQUIREMENTS Our Property Negotiation Diploma is fully compatible with PC's, Mac's, Laptop, Tablet and Smartphone devices. This course has been designed to be fully compatible on tablets and smartphones so you can access your course on wifi, 3G or 4G. There is no time limit for completing this course, it can be studied in your own time at your own pace. CAREER PATH Having these various qualifications will increase the value in your CV and open you up to multiple sectors such as Business & Management , Admin, Accountancy & Finance, Secretarial & PA, Teaching & Mentoring etc. COURSE CURRICULUM 2 sections • 32 lectures • 15:40:00 total length •What is Estate Agent: 00:15:00 •Requirements for the Job: 00:20:00 •History of the Estate Agent: 00:20:00 •The Real Estate Industry: 00:15:00 •Different Types of Estate Agents: 00:15:00 •Online Estate Agents: 00:20:00 •Estate agent Fees and Contracts: 00:30:00 •Pros and Cons of Hiring an Estate Agent: 00:20:00 •Getting to Know Your Clients: 00:20:00 •A Day in the Life of an Estate Agent: 00:15:00 •Selling Property with an Estate Agent: 00:15:00 •Property Marketing: 00:15:00 •The Regulations for Estate Agent Boards and Why It is Important: 00:15:00 •Valuation: 00:20:00 •Performing Viewings: 00:15:00 •Negotiating: 00:30:00 •Buying with an Estate Agent: 00:20:00 •Sales Progression: 00:30:00 •Technology: 00:25:00 •Investment Property: 00:40:00 •About Letting Agents: 00:25:00 •Property Management: 00:15:00 •Laws and Regulations: 00:30:00 •How to Set Up an Estate Agency: 00:15:00 •Property Development and the Process: 00:35:00 •Main Actors and Economic Context: 01:20:00 •Land for Development: 02:00:00 •Making Decisions: 00:20:00 •Sorting Out Your Finances: 00:30:00 •Establishing Your Business: 00:20:00 •Market Research: 01:15:00 •Promotion and Selling: 01:00:00

Business Communication Skills: Communicating effectively in the workplace   Course Description   Course Description Poor communication and presentation of business information breeds poor decisions. We may be masters of the spreadsheet and wizards with a project plan, but we are not always brilliant at communicating or presenting the results of our work Management meetings can, sometimes, be tedious and uninspiring, where managers compete for excuses to avoid attending! A good manager is someone who understands performance and can present information in a way that enables others to understand what the issues are and make correct decisions.  A good manager can cut through the fog of numbers to make a clear point and assist others to make effective decisions. In “Business Communication Skills” we present tools and structures that will help you plan and deliver your message effectively and facilitate group meetings to achieve a useful outcome. Topics covered include the principles of good communication; planning your communication; structuring your message; and facilitating business meetings, including online meetings. We hope you enjoy it.   Key Learning Participants in this course will learn: * The principles of effective communication * Planning your communication – message, audience, medium, structure, call to action. * How to structure your communication * Language patterns to help get your message across * How to facilitate Business Meetings * The Skills of a good facilitator * The rules for a well-structured meeting * Planning your meeting agenda * How to facilitate an online meeting * What to look for when facilitating a session * Tools you can use in facilitation. * Evaluating your Facilitation   Curriculum L1 Effective Communication L2 Planning your Communication 1 L3 Planning your Communication 2 L4 Planning your Communication 3 L5 Exercise: Stakeholder Analysis L6 Facilitating Business Meetings L7 Planning your Meeting Agenda L8 As a facilitator what should I look for? L9 Tools you can use in facilitation L10 Facilitation Tools L11 Exercise: Planning your Agenda Resource: Tools to help you communicate and facilitate     Pre-Course Requirements None     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

'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement. This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process. This programme will help participants: * Understand 'how buyers buy' and align their selling activities accordingly * Recognise the difference between 'latent pain' and 'active vision' opportunities * Conduct effective pre-call planning and research * Stimulate interest and establish credibility with your prospects * Get prospects to share / admit high priority pain * Engage in consultative dialogue that promotes the differentiating strengths of your offerings * Gain access to 'power' people within an opportunity * Effectively qualify and disqualify opportunities based on objective decision criteria * Better control and manage sell cycles * Improve their chances of winning competitive opportunities * Shorten sales cycles and avoid 'no decision' * Negotiate the steps leading to a successful sale 1 AN INTRODUCTION TO SELLING * Understanding the key points that encourage a customer to purchase from us * The difference between consultative selling and a transactional sale * Understanding the roles that trust and empathy play in a sale * Understanding how tricks and manipulation can sink a sale * Vital pre-meeting research that must take place before a conversation * Understanding how the customer sees us and why positioning is important 2 STRUCTURING THE SALES CONVERSATION PROCESS * Defining a set process for structuring a sales call with a chance to demonstrate understanding * How the first minute of a conversation can destroy a sale * Understanding BPO objectives for a sale * How a step-by-step sales conversation process helps win more sales * Understanding the mis-match between the customers buying process * How our sales processes can lead to mistakes 3 HOW AND WHY PEOPLE BUY * An insight into the emotional factors behind how people arrive at purchasing decisions * Using research from neuroscience that shows how sales people can really make mistakes * Understanding how people make decisions about larger purchases * Understanding the stakeholders in companies and their buying motives * How to analyse the stakeholders and determine a win-plan 4 UNDERSTANDING THE FUNNEL * Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting * Understanding the role of forecasting in sales analysis * Why many forecasts are nearly always wrong * Understanding the stages of a sales process * How 'verifiable outcomes' can really change forecasting 5 QUESTIONING TECHNIQUES * Understanding the different questioning techniques and when they should be used * Using the 'knowledge tree' as a framework for questioning * Understanding the use of real empathy to help customers uncover their needs * How effective research can really empower your questions * How to ask 'high gain' questions * How to ask difficult questions without feeling intrusive 6 FEATURES AND BENEFITS * How to practically apply them in a sales scenario * How to align the benefits to customers' business goals * Really understanding the difference and how to demonstrate true economic benefits to a customer * How to discover business goals, and align value propositions to these * How to craft an effective value proposition for a customer * Using the SAR storytelling method to really engage customers to align their thinking patterns * Using the latest neuroscience research that explains what customers are really thinking 7 OVERCOMING OBJECTIONS * How 'confirmation bias' can hinder any sales conversation * How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way * Practising the method to become comfortable and congruent with it 8 CLOSING THE SALE * A deep dive into what closing is * How different sales have different closes * How too many closing methods can destroy a sale * How to lead up to a close with a logical sequence of questions * Using the ACSAT trust method of closing * A clear methodology with a chance to practise the skills in a fun way