166 Testing courses in Leeds

When staff are new to sales it can seem daunting, especially when they have targets to meet. If the staff you need to promote your products and services get it wrong then it can knock their confidence and negatively impact how your customers see you as an organisation. This programme provides staff with the basic skills they need to sell. This course will help participants: * Profile customers * Research and identify potential new customers * Use the consultative sales process * Build effective rapport with customers * Identify customer needs through effective questioning and listening * Position products and services effectively * Close the sale or gain commitment to further action * Manage their customer portfolio to maximise sales 1 INTRODUCTION * Aims and objectives of the training * Personal introductions and objectives * Self-assessment of existing sales skills * Overview of content 2 KNOWING YOUR CUSTOMERS * Who are your customers, and what do they want from you? * What are your strengths, compared to your competitors? * Who are your new potential customers? * How do you communicate with new customers? * What do you need to know about your customers before you start to sell? * Making the initial approach * Planning your pipeline - keeping the customers coming 3 THE FOUR-STEP SALES PROCESS * Overview of the consultative sales process * Key benefits of using the consultative sales process * Focusing on behaviours not targets * The behaviours of a good salesperson * Common pitfalls and mistakes * Personal strengths and weaknesses 4 BUILDING RAPPORT * First impressions - Mehrabian theory of communication * Short cuts to building rapport * Looking out for clues as to how the customer is thinking * Looping back to keep the conversation flowing * Acknowledging past communication * Dealing with emotions such as anger * Setting the agenda to keep control * Getting past gatekeepers 5 QUESTIONING AND LISTENING * How to ask open questions to uncover information * Left brain questions * When closed question can be useful * What stops us listening? * The four levels of listening * How to develop your listening skills 6 PRESENTING PRODUCTS AND SERVICES TO CUSTOMERS * When to present * Using benefits not features * Making it personal * Using reciprocity * The tendency towards the middle * Using consistency 7 GAINING COMMITMENT * Testing the water * Dealing with objections using ACLEO * Asking for the business * Getting referrals * Ending with a personalised close * Following-up 8 MANAGING YOUR CUSTOMER PIPELINE * Spotting opportunities for cross-sales * Managing your portfolio * Maximising sales proactively * Review meetings * Customer satisfaction measures and surveys * Mystery shopping 9 PUTTING IT ALL TOGETHER * Skills practice * Personal learning summary and action plans

Bad news - people don't buy your product. Better news - they don't buy anyone else's product either. Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'. So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap. This course will help participants: * Build rapport with authenticity * Use open questions, listening and summary to properly understand the prospect * Use 'impact' questions to 'stack the pain' of remaining with the status quo * Convert features into personalised benefits that reflect stated needs * Handle objections with calm confidence * Identify buying signals * Close effectively * Convey credible urgency centred on the prospect's - not the salesperson's - interests 1 WHAT MAKES A CUSTOMER BUY ANY PRODUCT? * Moving towards 'pleasure' * Moving away from 'pain' * Robert Cialdini's Psychology of Influence - buying motives * Understanding what your product does for customers * Why there is never a 'one size fits all' approach * What are the real 'unique selling points' and why the salesperson is the real 'USP' * At what point does the customer emotionally buy your product? 2 GETTING PAST GATEKEEPERS * What gatekeepers' motivations are * How to make them your friend rather than your enemy * How to make your call harder to block than to put through * How to control the gatekeeper with questions, not answers * Using Cialdini's 'reciprocity' law to get put through more often * Practical exercise in which the trainer poses as gatekeeper 3 QUESTIONING AND LISTENING SKILLS * How to use open questions to get the customer talking * What questions to avoid and why * How to 'stack the pain' of the status quo with 'impact questions' * Practical 'pain stacking' exercise in pairs * What listening is and what it isn't * Question funnelling - how to earn deeper disclosure through probing * Practical funnelling exercise in pairs * The power of summary 4 HOW TO CREATE TAILORED BENEFITS AND NOT 'DIVE INTO SOLUTION' * What is 'diving into solution'? Examples and analogies * Why it is to be avoided * Practical exercise in pairs - how it feels to have solutions offered up too early * How to avoid 'feature-dumping' * What is 'value selling'? * How to create tailored benefits * How to convert product features into benefits * How to deal with the prospect's competitor allegiance 5 HANDLING OBJECTIONS AND TESTING THE WATER * How to overcome the price objection by selling value * Common objections the participants encounter and answers that work * The objections salespeople carry in their own heads * The 'A-C-E' objection-handling model * How to uncover objections * When - and when not - to trial close 6 CLOSING SKILLS * Why salespeople often close too early * How to identify buying signals * How to use urgency with skill and effectiveness * Four killer closing techniques that work * How to avoid buying the product back by careless post-sale talk * How to ask for referrals for your product * How to 'farm' the account for future opportunities 7 WRAP-UP * Key learnings from each participant * Individual action planning - steps that can and will be implemented in the workplace

Agile project management, already widely used for software development, is increasingly recognised as having much more general application. Continuous improvement programmes, business change projects, new technology development, research and development and a variety of other scenarios characterised by rapid change and high uncertainty can all benefit from an Agile approach. This programme presents the concepts and methods of Agile project management, and shows how to apply them to a range of project and change management situations. Participants will learn: * how Agile project management can help with project and change management * the 4 values and 12 principles of the Agile 'manifesto' and the range of Agile methodologies * how to apply Agile project management methods and techniques in a range of project scenarios * alternative Agile project management methods and how they can be applied and adapted * what makes Agile project teams succeed * the key roles and responsibilities needed to enable Agile project teams to work effectively * how to encourage an Agile mindset within their organisation and how to move toward an Agile approach to managing projects 1 INTRODUCTION TO AGILE PROJECT MANAGEMENT * Overview of 'classical' project management and methodologies * The link between project success and management performance * Limitations of classical approaches and the need for Agile methods * The 4 values and 12 principles of the Agile manifesto explained * Agile project management values: * Individuals and interactions over processes and tools * Working outputs over comprehensive documentation * Customer collaboration over contract negotiation * Responding to change over following a plan * The cultural challenges of using Agile project management * Choosing when and how to adopt Agile project management 2 INITIATING A PROJECT USING AGILE PROJECT MANAGEMENT * Some key Agile methodologies explained: SCRUM, XP, Crystal * Identifying and engaging project stakeholders; defining roles and responsibilities * Setting the project vision and goals; defining project scope * The Agile approach to requirements capture and elicitation of needs * Tools and techniques for capturing and characterising requirements * The role of documentation, reporting and process management 3 THE AGILE APPROACH TO DEFINITION AND PLANNING * Understanding Agile planning; the 'planning onion' concept * Developing the culture needed for collaborative involvement and iterative planning * Defining project deliverables; the 'product backlog' concept * Tools and techniques for defining and prioritising requirements in Agile projects * Understanding and applying Agile estimating techniques * Dealing with uncertainty and managing risks 4 THE AGILE APPROACH TO EXECUTION AND DELIVERY * The results orientated, fast adapting culture of Agile teams * The monthly 'Sprint' process for project planning and review * The disciplines needed for effective daily SCRUM meetings * Reviewing progress, managing change and project reporting * Testing, completing and handing over of work packages * Managing the interface between the project team and the business 5 LEADERSHIP AND TEAMWORK IN AGILE PROJECT TEAMS * Why Agile teams are different: the importance of individuals and interactions * The skills and attributes needed to lead an Agile project team * The challenges faced and skills needed by Agile team members * Recognising team development needs; adopting the right leadership style * Making the transition from project manager to Agile coach * Key coaching skills explored: mentoring, facilitating, managing conflict

NPORS Quick Hitch Awareness (N034)

English Language courses at Bath Academy are suitable for every type of student. Join classes every Monday.

REFERENCE CODE 603/2369/3 COURSE LEVEL NVQ Level 2 THIS COURSE IS AVAILABLE IN COURSE OVERVIEW This qualification is aimed those who carry out activities in the Construction Industry working with Glass Reinforced Plastics (GRP) products. The qualification has a core group of 5 mandatory units that cover the generic areas including Health and Safety, transport and storage of tools, materials and equipment, checking and confirming the job specification and communication skills. The qualification also has a group of optional units that cover preparation, positioning, testing, installation and assembly. The qualification, along with the required separate proof of Health and Safety knowledge will give candidates a route to the relevant CSCS card required for site access.