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  1. Top tips for phone sales

    Being able to successfully win business over the phone is an incredibly useful skill to have. Not only does it open the door to many opportunities but it’s a unique ability, as many people find it difficult to do. However, once you’ve got the hang of making phone sales you’ll never look back. Here are some tips on how to develop this essential skill for yourself.

    Create the right mindset

    No one is saying cold calling is easy but it’s possible to be successful if you’re in the right state of mind. Prepare yourself to make sales calls, create a script, pick a moment when you’re feeling good about it and start to get into a routine so that every call begins to feel easier.

    Focus on one thing at a time

    It’s a lot easier to be successful at phone sales if you’re just focused on one goal. That could be to make a sale, upsell a product or gather information.

    Practice by listening to yourself

    If you record yourself on early calls you’ll be able to assess for yourself where improvements might be made.

    Get the right tone

    Although professionalism is key, sometimes this manifests as an overly formal approach that is difficult to engage with. If you can find a tone that is effective but friendly then you’ll see your results improve significantly.

    Hope for the best, prepare for the worst

    It’s likely that not every call will be easy – many customers and clients don’t like cold calls. So, it’s often better to approach the calls expecting obstacles and resistance. That way, if you don’t experience either, it will be a pleasant surprise but if you do you’ll be well prepared.

    Keep it conversational

    The fastest way to lose the attention of the person you’re talking to is to sound like you’re talking to them from a pre-prepared script. Some people even find this insulting and may be especially unimpressed at such a perceived lack of effort. So, as much as you can, ensure your call sounds like a conversation not a sales pitch.

    Keep your attention on what you’re doing

    If you start multitasking at the same time, whether that’s tidying your workspace or working on other documents, it’s likely a prospect will be able to hear either what you’re doing or pick up on your lack of interest and they will soon switch off.

    Ask lots of questions

    The biggest mistake many people make with phone sales is to only talk at the person on the other end of the phone. Make sure you ask questions – to uncover any hesitation or obstacles to purchase and to find out more about the customer.

    Don’t push too hard

    Most customers won’t be convinced by this they will simply hang up.

    Be concise

    Work out how to deliver your information in the shortest time possible so that you’re not unnecessarily taking up people’s day.

    Don’t give up

    Rejection and refusal are all part of the process – you’ve only failed if you stop trying.

    Learning to master the art of phone sales is a great skill to have. Our Winning More Business on the Telephone course is perfectly designed for those who want to improve at phone selling.

  2. Top 6 sales negotiation tips you need to know

    Great sales negotiation requires a combination of skill and confidence. You don’t need to have years of experience to excel at negotiating and you don’t have to be an expert to do well. Instead, it’s all about understanding the person you’re negotiating with, as well as the process itself. These key tips can help anyone start to get a feel for how to negotiate sales successfully.

    1. Be clear about what it is that is being negotiated

    As a salesperson, the first step towards succeeding in negotiation is to ensure that you have a sound understanding of exactly what is on the table. Often, this means starting with the selling process itself, as this will allow you to identify exactly what it is the other person is looking for – and what they are not interested in. If you have clarity on what is being negotiated then you won’t waste time or energy pursuing the wrong things.

    2. Find out first where the other person stands

    Again, this is where starting with the selling process and then moving on to the negotiation stage can come in very useful. If you are able to find out what the other person’s opening position is in terms of what is being negotiated then you can tailor your negotiations accordingly. This means identifying expectations with respect to cost or conditions, as well as what the other person is going to be willing to accept.

    3. Establish trust

    You don’t have to trust each other completely but a base level of credibility and trust will usually result in a much more fruitful negotiation process. The main reason for this is that it removes the need for tactics. If there is a degree of trust and both parties understand that a mutually beneficial conclusion can be achieved then negotiation tactics don’t have to complicate the issue.

    4. Read the signs

    Human beings give away a lot with our bodies in a negotiation situation so it’s worth being observant. For example, if someone is making demands but unable to look you in the eye while doing so it’s likely that they don’t feel confident in the demands they are making and aren’t going to insist on them. Body language can be a useful tool during a sales negotiation, especially what people do with their eyes and whether they are able to meet your gaze.

    5. Don’t expect to achieve your goal with just one negotiation

    Even if it takes multiple attempts to get to the desired result you will still have ended up there. Most negotiations are part of a process of multiple stages so it’s a good idea to view one negotiation as a prelude to the next one. Use each one to build on what was achieved last time and don’t be downhearted if you don’t get results first time.

    6. Only put something in writing when the negotiation comes to an end

    If there is any chance that you may want to change what you’re agreeing at a later date then steer clear of writing it down.

    Sales negotiation is no secret – it’s just a simple combination of skills and confidence. Our Sales Negotiation Skills course provides the opportunity to start building that confidence and acquiring those essential tools that will make the process easier and more productive.

  3. Our guide to creating a powerful sales presentation

    What makes a successful sales presentation? The answer is going to be different every time but essentially it’s anything that motivates a prospect to buy from you. Each pitch will need to be uniquely tailored to the needs of whoever you are presenting to but there are some common factors that work for all presentations that can help to ensure that you succeed.

    Make what you’re selling relevant

    If it’s a product, bring a sample or a prototype and allow a prospect to handle it and start to understand how, and why, they need it. If you’re selling a service then focus on the benefits for the prospect, as opposed to the generic features of what you’re offering. It’s important to ensure that you clearly communicate what the benefits of using your product are, as compared to that of a competitor.

    Tailor your presentation to the prospect

    One of the biggest mistakes most people make when it comes to sales presentations is opting for the same generic formula every time. This approach will not only undermine the credibility of your business but is also likely to bore your prospect. Make sure that the way you present your product or service, the benefits you highlight – even what you wear to the presentation – is tailored to the needs, goals, culture and values of the prospect you’re looking to win over. Research the business beforehand, add their logo to your slides and make sure what you’re saying relates to their specific situation if you want to make a powerful impact.

    Be concise and informative

    If your sales presentation is too long, or too full of waffle, there is a danger that anyone listening will simply switch off. All you really need to do during the sales presentation is outline the product or service and then specifically identify how it will meet the needs of the prospect. Ask for feedback and questions – or potential reservations – so that you can address these on the spot. Don’t argue and avoid allowing the discussion to get off topic.

    Be creative and engaging

    There is nothing wrong with bringing an element of shock or performance into your sales presentation as long as it fits with what you’re saying and selling. Practice the pitch and listen to the way you speak when you’re presenting – are you animated and enthusiastic or do you sound bored and uninterested? Use plenty of demonstration to engage your audience, whether that is bringing a whiteboard for facts and figures or adding visuals or video into the mix.

    Believe yourself

    If you believe in the product or service then you will be much more convincing during a sales presentation. Think about how you can display this to the prospect – for example, using your body language and your voice. Enthusiasm can be infectious and that tends to be very effective in a sales context.

    These are just a few of the ways in which you can create a powerful sales presentation. Our Successful Sales Presentations course is designed to help you hone your skills to be more effective at sales presentations and start generating the results that you want.

     

  4. Our top tips for non-sales professionals

    The need to sell isn’t always limited to those who work purely in sales. Professionals from many different sectors and roles often find that this is a necessary part of the job. If you don’t have a lot of sales experience, entering the selling arena can be intimidating. However, the reality is that non-sales professionals often make the best sales people – all you need is a few tips on how to get started.

    Set realistic targets

    A little goes a long way where sales are concerned. Rather than setting yourself unrealistic targets that will cause stress and be difficult to meet, start small. Dedicating just 15 minutes a day to achieving one sale can add up to considerable numbers at the end of a week/month/year. Plus, you’ll be able to achieve more as your confidence builds.

    Avoid a broad-brush approach

    The reality is that 50% of the prospective leads that you have just won’t be a good fit. The key is to ask questions early on that identify those that aren’t ever going to be interested in doing business with you and then disqualify them from the process. This allows for a more targeted approach, focusing your resources on those who have the most potential.

    Selling isn’t a dirty word

    Every business sells – whether that’s directly selling a product to consumers or creating clever marketing to attract new clients. “Selling” has something of a bad reputation but it’s important to get past this idea if you want to be successful at it. Sales are integral to business success and the right approach will ensure that you’re always looking for opportunities that could help drive your enterprise to greater growth.

    Avoid out of date sales tactics

    The perception of a salesperson is often someone who just talks at people, who pitches, persuades but doesn’t really ask questions or listen. Most people are keen to buy and are always looking for new opportunities but don’t enjoy being sold to. So, if you want to be more effective where sales are concerned, steer clear of these out of date sales tactics. Instead, focus on building a relationship that is mutually beneficial for everyone involved.

    Be personable but professional

    It’s important to establish some kind of a rapport when you’re in the process of selling. However, this alone won’t pave the way for success. It’s not just about getting on with someone but also understanding their needs and challenges, and working towards ensuring that prospective clients or customers know these are understood.

    Switch from a hard sell to stories

    Case studies, illustrations and storytelling will go a long way to illustrating for a client how what you are offering could help them overcome issues or obstacles and lead the way to positive change. Storytelling is engaging and inspiring – as compared to a hard sell, which can feel generic and often has the impact of simply making people switch off.

    Non-sales professionals often make the best sales people – if you want to start making the journey into better selling our Selling for Non-Sales Professionals course is a great place to start.

  5. Top sales tips for new sellers

    If you’re new to the world of sales then you have all the benefits of a fresh attitude and plenty of enthusiasm – and a long and exciting career ahead. However, you may also feel a little lost in terms of where to start and how to begin developing a technique that really works. These top sales tips are designed to help you start finding your way.

    Put yourself in the customer’s shoes

    Sometimes it’s only when we hear ourselves selling that we really notice what’s missing from a sales pitch – or where we’re being too aggressive, or not firm enough. So, as you start to learn the ropes in sales, it’s essential to be able to put yourself in the customer’s shoes and appreciate your approach from their point of view. You could even go so far as to record yourself so that you can hear what you might sound like to someone else.

    Keep an eye on your pace

    Although you might be enthusiastic to get to the point of actually making a sale – and feel like you have a lot of information to impart – most prospects will resist any attempts to move too fast through the sales process. Slowing down the pace of the conversation not only ensures that you don’t turn someone off from what you’re saying but also provides more of an opportunity to understand what they need from you. Rushing things will make you sound anxious and undermine your credibility.

    Focus on outcomes

    Your product or service may not be that inherently interesting to the person you’re trying to sell it to. However, if you focus on illustrating the outcomes that could be achieved with that product or service then you have a way to spark interest. What is it that this prospect needs and how could that need be met by what you’re offering? If you can answer that question then you’re almost guaranteed a sale.

    Personalise your contact

    Anyone on the receiving end of a generic sales pitch is highly likely simply to switch off. You can differentiate your approach by personalising the conversation i.e. making it individually relevant to the person that you’re speaking to. Often, this requires some pre-conversation research, whether that’s looking into the business or the individual you’re going to be having the conversation with. It’s an essential way to make yourself relevant – and to increase the potential of a positive response.

    Be creative – and don’t give up

    It can take up to 10 attempts to see success with a corporate account – and many sellers give up long before this point. Sometimes all you really need to do is just to keep going. Remember that there are multiple channels through which you can plan your approach, from telephone and email to seminars and social media. Be creative and resourceful and keep going.

    Solid foundations pave the way for a great future in sales – our Introduction to Sales course is the ideal way to prepare yourself so that you can make it in sales.

    Get in touch with PTP today for all your training needs.

  6. How to deal with difficult employees

    In every manager’s career there will be at least one employee who could be categorised as “difficult.” That could be someone who isn’t a team player, who is struggling in productivity terms or who just doesn’t quite do what is expected of them. Handling difficult employees is a skill that every manager has to learn to avoid situations that escalate into something much more significant than they need to be. There are some simple ways to deal with someone who is not doing well.

    Ask them what’s happening

    If you’re dealing with a difficult employee the temptation may be to simply write them off as useless. You might always assume that they will perform ineffectively or interact badly – and often, as a result, they continue to do so. That’s why it’s so important to sit down and ask employees who are being difficult what’s going on. There could be any number of reasons why someone is behaving as they are but the only way to help them move on from it is to find out what’s behind it.

    Provide feedback and keep records

    It’s important to take a structured approach to difficult employees. That means keeping records of issues – and of progress – so that you have something to refer back to, whether that’s during discussions with the employee or if a situation arises where you have to take action against them. Regular feedback is crucial too, as it is an opportunity to give an employee the chance to improve by highlighting issues and then providing proactive, positive steps to take towards change.

    Set standards – and stick to them

    Employees need to understand what’s required of them and that means taking a consistent approach to standards of performance and behaviour. If timeliness is crucial, for example, then don’t make exceptions for some people and not others. What you do, as opposed to what you say, will be incredibly important here. It’s also key to show difficult employees that there are consequences to certain actions. Always provide a warning of consequences – i.e. if behaviour doesn’t improve by a specific date then the consequences will kick in – and if you’ve mentioned consequences, make sure you follow through on them.

    Manage yourself during the process

    If an employee has upset you, made your morning difficult or caused a problem that is affecting your day-to-day experience it can be tempting to start complaining about them to anyone who will listen. However, it’s far better to avoid talking them down to others and work on boosting your own self confidence and esteem instead. Stick to the processes your company has for handling difficult employees and don’t allow yourself to get overly emotional or upset.

    Take the hard decisions if you have to

    It’s not easy to fire someone but if it’s obvious that this is the only real solution to the current situation then it’s better to step up and tackle it, rather than let things fester.

    Every manager can learn how to handle challenging employees – our Managing Difficult Staffing Situations course is a great place to start.

  7. 8 skills needed for essential management of teams

    Anyone new to team management can find it an intimidating prospect. However, what’s worth noting is that most of those considered an exceptional manager today did not start out that way. Management skills are learned, both from personal experience and also the standards that have been tested and set by others that have gone before. If you’re looking to hone your team management style then these 8 skills will be essential.

    1. You put the team first

    That doesn’t mean always sacrificing your own interests or driving yourself into the ground for your team. Instead, it’s showing a willingness to step up to protect them, to take risks to ensure their success and to show that you’re working as hard for them as they are for you

    2. You continually challenge your team to be better

    Even the top performers can do more. Managers should always continue to challenge teams to excel in new directions – this drives both individual satisfaction and general productivity.

    3. You can admit when you’re wrong

    This is a tough one because being a manager means being in the spotlight and that’s a difficult place in which to hold your hands up to mistakes. However, great management requires being humble enough to recognise if you’re wrong and to take steps to change direction afterwards. If you have too much pride to admit to a mistake you could lead your team in totally the wrong direction for all the wrong reasons.

    4. You are honest and up front

    Hiding things, covering the truth or flat out lying will break trust with your team and that can be difficult to rebuild. Transparency is essential, especially when it comes to difficult conversations.

    5. You’re able to foster genuine connections between your team

    Spending time together outside of the working environment gives people an opportunity to build genuine relationships that can sustain them through tough times and disagreements. Learning how to help your team make these connections, whether that’s through bonding activities or sharing experiences, is a crucial skill to have.

    6. You know how to make people feel valued

    From the top performers to team members who have yet to prove themselves, it’s important to understand how to make each one feel valued. Feeling valued is crucial to engagement, which drives loyalty, motivation and productivity.

    7. You have nurtured empathy

    Research has shown that the higher we climb up the office hierarchy, the more difficult it is to preserve empathy. A very basic definition of empathy is to be able to put yourself in someone else’s shoes, something that many managers find very challenging when it comes to their subordinates. However, the benefits of remaining empathetic include gaining a better understanding of your team and being able to genuinely engage with them.

    8. You understand when emotions are relevant

    If you remove emotion from the workplace it’s difficult to be a good manager. However, it’s also key to understand when emotion is relevant and when it can be inappropriate. Perhaps the most obvious example is allowing emotion to influence decisions that should be objective.

    These key skills provide a firm foundation on which great management can grow.

    Book your place on our Effective Management of Your Teams course today or get in touch with PTP on 01509 889632 with any questions.

  8. Discover the most important skills in senior management

    Effective management takes a whole range of different skills. With so many different parties to consider, from the team that you’re leading to your own superior, there is a lot to consider. If you’re looking to make progress in your career, and to do a better job in a management role, then these are some of the most important skills that it’s crucial to learn.

    Setting an example

    One of the simplest ways to manage is to set an example and be the employee that you want your team to emulate. From arriving on time, to taking an interest in the issues of your industry to maintaining a stoic attitude in the face of disaster or change, if you’re able to set this kind of example then others will follow.

    Be aware of the context for the business

    Leaders need to be well informed when it comes to market conditions, business development and competitors. Whether or not these directly affect your job, they will impact on your ability to take strategic decisions and can be a positive influence when it comes to shaping future growth. Strategy development and risk management are two key skills that will provide a firm foundation on which managers can grasp essential context.

    Don’t forget the people you’re leading

    It can be easy to focus purely on your own career and to forget about employee development. However, one of the metrics for analysing the effectiveness of a leader is how well employees do when they are being managed by that person. So, focus on employee development – as well as your own – and you’ll not only have a happier team of people working for you but you’ll also be viewed as a better leader by others in the business too.

    Inspire commitment to the business

    This is all about understanding how your employer rewards those who do well and then conveying this to the people you’re leading. What do they have to do to be recognised and where do the advantages lie for their careers in demonstrating commitment to the business in this way?

    Handling change

    Change is something that people across the business have to deal with constantly, whether it’s market change or operational change. Great managers can help to smooth the journey and involve others in the decision making process during times of change. They are also well equipped to support those who are feeling resistant to impending change.

    Be a leader

    It sounds simple but the intricacies of leadership are often not well grasped by very ambitious people. For example, being good at managing means understanding how to provide constructive feedback so that employees can see a way to develop and grow. It’s also essential to be able to manage tough situations and to have the strength and confidence to set clear boundaries for everyone.

    Some of the skills required by senior management are obvious – others, less so. There are always opportunities to change and grow and many of these essential skills are simple to learn.

    Book your place on our Senior Management Skills Course today or get in touch with PTP on 01509 889632 with any questions.

  9. How can you use coaching to improve employee performance?

    Coaching provides a foundation for the daily interaction between manager and employee. It’s a conduit through which feedback can be provided on performance and solutions found to help enable ongoing development and growth. A coaching style relationship not only helps to cement engagement and loyalty among staff but can also be crucial for improving performance too.

    When is coaching useful?

    A coaching style relationship between manager and employee is a great basis no matter where the member of staff sits in performance terms. It provides a way to keep channels of communication open and ensures employees know that they are supported. It can be especially useful where:

    Employees are underperforming

    In a situation where an employee consistently does not meet targets or where there are clear issues, coaching is a great tool for turning the situation around. It is an effective way to solve performance problems and offer the employee a way to do better that will also benefit the team and the wider business.

    There are no performance issues

    Even employees already performing well can benefit from coaching to do better – it’s an opportunity for individuals to continuously improve both skills and the ability to add value to the business. Although coaching is often aimed at employees falling behind from a performance point of view it’s also essential to ensure that those who are doing well also get development support.

    Using coaching to improve employee performance

    Focus on the issue not the individual

    When raising a performance problem with an employee, describe the issue and the situation, rather than focusing on the person. Ask them to help you solve the issue and express confidence in their ability to find a solution.

    Identify potential obstacles

    Is there anything standing in the way of performance improvement that could be removed? A lack of training, not having the tools to do the job and insufficient time, for example, are all obstacles that can be removed. Temperament is trickier but if this is the performance obstacle then there are also ways in which it can be overcome.

    Talk through the potential solutions

    If this is a high performing employee then these can be phrased in the context of ongoing improvement. If it’s someone who is having performance problems ask them for input on how to correct or solve issues.

    Write down the outcomes

    It’s important to keep a record of what was agreed, of the goals that were set and the solutions that have been identified to move the situation forward. It’s also a good idea to establish a date and time to follow up on the conversation. This timeline can be used to establish when feedback might be necessary.

    Be positive

    Even in a difficult situation, positive encouragement will provide an opportunity for change. It’s essential to express confidence in the ability of the employee to achieve the goals set and to convey the support that you will provide in helping them to do so.

    Coaching has a lot to offer when it comes to employee performance. Whether you’re looking to solve problems or give high performers the chance to excel, it’s an incredibly useful tool. Book onto our Performance Coaching Half Day course today.

  10. Become a better leader by using this top 10 tips

    Great leaders are made, not born. It’s not easy being a leader and there is always room for improvement. If you’d like to do more as a leader then there are some simple and effective ways that you can improve.

    1. Communicate better

    Leadership is so much more than just giving orders. It’s crucial to ensure that you’re not only heard but also understood. Listen, as well as speaking, and you’ll find it much easier to communicate with the people you’re managing.

    1. Set clear boundaries

    A leader who sets clear boundaries ensures that everyone working with them knows where they stand. If boundaries are ambiguous then you may find your limits constantly being tested and that can be stressful for leadership and for the team. Know your limits and make them very clear.

    1. Set an example

    Leading by example is the most powerful way to be effective for any leader. Whether that’s being punctual, ensuring that you always look smart and well presented or in terms of the way that you conduct meetings and deal with issues. You can set the tone with your behaviour so make sure that the example you set is what you want your employees to copy.

    1. Don’t be unreachable

    Some leaders elevate themselves to a status that means they are permanently separated from those they are leading. Unreachable leaders are driven by ego and don’t tend to inspire others. It’s far more effective to be humble, to be willing to listen and continue to learn from those around you, to share credit and be happy for others to do well too.

    1. Make your meetings productive

    If you’re going to request that others take the time to attend meetings then make sure those meetings are well structured and productive. Leaders and managers are often judged by the meetings they are responsible for – do they waste everyone’s time or do they achieve real results?

    1. Nurture emotional intelligence

    This often simply means ensuring you have an awareness of the positions of others and an empathy with where they are coming from. It’s this that enables strong relationships to be built.

    1. Don’t be lonely at the top

    Finding a mentor who can provide advice and guidance is a fast and effective way to improve the way you lead.

    1. Learn as you go

    In particular, focus on the skill sets of leaders that you admire – what made them great in your eyes and how could you apply their approach to your own situation?

    1. Treat leadership as a journey

    The best approach to leadership is to assume that it will be an ongoing journey that requires continual awareness and improvement.

    1. Learn from the mistakes of others

    Make yourself aware of the most common mistakes that leaders often make – and then avoid them.

    Leadership is a skill that can be nurtured and developed – the best leaders are those who have put the time and effort into improving what they do, and how they do it.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

  • A conference call with the trainer prior to delivery to ensure the course is tailored to your needs
  • Trainer’s travel & accommodation (within mainland UK) i.e. no hidden expenses – the price is fixed
  • Each delegate receives fully comprehensive training notes and a framed certificate of attendance
  • You have the option at no extra to cost to have your company logo on the course notes and/or the certificates
  • As we have over 200 courses in our portfolio we normally don’t charge for any development you require – only if you want a complete rewrite would you incur charges

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.