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  1. How to effectively coach a sales team

    Effectively coaching a sales team is a crucial skill to master. Not only will this enable you to pass on coaching skills to the next level of sales management but you’ll also be able to positively influence your team’s results and develop their abilities and confidence. There are a number of key steps involved in effectively coaching a sales team.


    Move from manager to coach


    Coach is a very different role to manager and the first step is to be able to effectively put down the management baton and pick up the coaching one instead. Coaches are listeners who react in a non-judgmental way when staff are open about key issues. Once you’ve established trust in your team about what your coaching role entails you’ll be much more effective in it.


    Master the use of effective questions


    As opposed to giving instructions, learn how to ask the kinds of questions that will allow individuals to arrive at their own solutions. Questions that stimulate thinking and inspire results will encourage ownership of outcomes and can be much more motivational than simply telling people what to do.


    Avoid multi-tasking


    When you’re in your coaching role, work with staff on one particular area for improvement at a time. Trying to focus on multiple areas can not only feel dispiriting to the employee but is also likely to dilute efforts and make them less successful. Work on the basis that helping your sales team to individually improve one area per year is a measure of success.


    Give your team choice for greater buy in


    When it comes to selecting that one area for improvement you are much more likely to get buy in to it if you allow the individual to choose this for themselves. You may think you have the right idea when it comes to what that area should be but if you allow a suggestion made by the employee instead their commitment to change is likely to be higher.


    Encourage self-assessment


    It’s all too easy to provide your feedback from a management perspective. However, in a coaching role your goal is to give people the confidence and space to self assess. When employees are able to recognise their own achievements and also identify themselves what they can do to improve leads this inevitably creates greater confidence and commitment.


    Put a plan in place


    It’s essential that any planning is put into writing and it should be the individual who takes responsibility for this process. This will not only provide the opportunity for the employee to consider what they are committed to but also how they plan to achieve it.


    Follow up is essential


    We all tend to be more focused on a task if we know we are going to be held accountable for completing it so it’s crucial to follow up with an employee once you’ve gone through this process. Use the questioning method to do this in a coaching style, for example by asking what success they have seen with the plan they created, as well as identifying obstacles and solutions to those challenges.


    Being able to effectively coach a sales team is a crucial skill that can be a transformative experience for those you lead.


    Find out more by booking onto our Coaching Skills for Sales Managers

  2. 7 basic skills for personal effectiveness

    Personal effectiveness depends on a range of different factors, from the experiences you’ve had so far to the talents that you have developed and the knowledge that you have acquired. Being more effective can help you to get closer to your goals in life and may help you to identify ways to achieve those goals that are smarter and more efficient. You can develop personal effectiveness by nurturing 7 basic skills.


    1. Focus


    Being able to focus single-mindedly on your goals can be crucial to ensuring that you don’t get distracted from achieving them. This may require a combination of developing more self-discipline and also learning when you need to take a break and start afresh tomorrow.


    1. Resilience


    Knock backs and rejections are something that happen to everyone but if they throw you off course every time then you will find it hard to be effective. Resilience means developing a kinder mindset that allows you to keep moving forward even if you make a mistake or something doesn’t go your way. Combined with persistence, developing resilience will ensure that you’re able to overcome obstacles and keep getting closer to your goals, no matter what happens.


    1. Self-confidence


    Being confident in who you are starts with understanding what you’re capable of and what you want in life and recognising where your strengths lie. You can demonstrate self-confidence in the way that you walk, speak, stand and present yourself to others in terms of your appearance. It’s important that this comes from a genuine sense of being comfortable and happy with who you are and what you can do, so do the internal work first.


    1. Coping skills3


    Particularly if you’re ambitious, stress is going to be a part of every day life. Stress can be created by anything, from deadlines to the attitudes of those around you. Developing the skills to cope with stress may require a combination of improving communication skills, learning how to find alternative solutions and using tools such as meditation or yoga to help you wind down and relax when you need to. The more you’re able to switch off from stress the less it will slow you down.


    1. Thinking outside the box


    Problem solving is an essential skill to have for anyone who aspires to be more effective. It can help you to identify solutions to obstacles and challenging problems, as well as more efficient and effective routes to your ultimate goals.


    1. Being able to generate original ideas


    If you know how to find your way to an original idea you will be able to reach your goals more easily and also establish yourself as a valuable resource to partners or employers. There are lots of tools to use to develop this, such as mind maps that help you to visualise, analyse and develop ideas to help generate new ones.


    1. Nurturing creativity


    Creativity is something we all have but some are better at using than others. It’s this skill that will give you access to big ideas as well as shorter pathways to end goals – and innovative approaches that can make more impact. Nurturing creativity is an essential skill if you want to be more effective.


    There are lots of different ways to improve personal effectiveness – these 7 key skills are a good place to start.


    Find out more by booking onto our Personal Effectiveness

  3. How to improve negotiation skills for buyers

    When it comes to negotiation advice this often seems to be aimed at the salesperson. But what if you’re the one looking to acquire as opposed to sell? Whether you’re a manager or an entrepreneur running your own business you are likely to have a whole range of pressures that make it important to get a great deal. So, how do you improve your negotiation skills as a buyer to ensure that you achieve a positive result?

    Go in well prepared

    That means finding out as much as you can about the product or service and the company or person who is selling it to you. In particular, do what you can to establish the actual value of what you’re purchasing – research online, look at competitor pricing and read information and reviews from other customers. This type of knowledge will be useful when working out where you might have leverage in negotiations – and avoiding an inflated starting price – as well as demonstrating that you’ve done your research.

    Avoid timing issues

    It’s well known that salespeople will often try to inject a sense of urgency into a situation with deadlines and schedules. The idea of this is to put pressure on a buyer to agree to purchase at a specific price and without further negotiation. If you want to avoid feeling this pressure don’t let yourself be rushed through the sales process, take your time. It’s also a good idea to look out for other common sales tricks, such as ‘this discount is only available today’ or the suggestion that your business might start losing money if you don’t buy within a specific time limit.

    Be aware of your physical cues

    It’s very easy to accidentally give things away in negotiations, for example by the facial expressions you use when certain figures are suggested. Try to keep your expressions and reactions mute during a negotiation and adopt a confident posture and gestures.

    Know your limits

    Before you go into the negotiation decide what your upper spending limit is going to be and then don’t move from it. Start from a lower price and, if necessary, gradually move towards that top limit but don’t allow yourself to be pushed over it.

    Ask for what you want

    If there’s something missing from what’s on the table that you feel should be there then ask for it. If you’ve been pushed higher and higher on the price then don’t be afraid to look for value add ons that will justify paying more for the product or service. If you don’t ask for what you want then there is no way for the salesperson to know what that is.

    Walk away if you need to

    The ultimate fallback for any buyer is having the ability to walk away from the deal. If you’re really just not getting what you want and the seller isn’t going to change their position then cut your losses and start researching other vendors to deal with.

    Negotiating as a buyer takes a lot of skill and the ability to stand firm when necessary. It’s something that anyone can learn with the right training.

    Find out more by booking onto our Negotiation Skills course

  4. Top 10 business writing skills you need to learn

    Business writing is an essential ability to have if you want to be able to communicate professionally and get your ideas across. Doing it effectively requires mastering a number of key skills.

    1. Be clear and to the point. Particularly in business writing, the ability to be concise is incredibly important. Say what you mean with as few words as possible and you will be much more effective as a result.
    2. Who are you writing for? It’s essential to bear in mind your audience when you’re business writing. This will affect everything from the tone and detail to the language you use. You can also personalise what you’re creating by tailoring it to the individuals or demographic you’re aiming at.
    3. Learn how to structure your writing. If the document you’re producing is unstructured and unwieldy you may find that people struggle to get to the end. Bear in mind that a good structure will help a reader to absorb the information in the piece – and also that many people will make a judgment about whether to read on based solely on the first paragraph.
    4. Set yourself a goal. Crucially, before you start writing whatever it is you’re producing, make sure you know why you’re doing it. What’s the reason for the writing you’re about to begin and what are you hoping to achieve with it?
    5. Steer clear of an overly formal tone. Business writing needs to be professional but also accessible. It’s very easy to slip into formal writing that can be dull and mean that people switch off. A conversational tone ensures that a reader can engage with, and enjoy, what you’re writing and won’t be put off by too formal an approach.
    6. Use the right language. Most important is to use accessible vocabulary that is easy to understand – jargon and trending terms don’t usually add much.
    7. Switch from the passive voice to the active voice. Your writing will be more powerful if it’s framed in active terms e.g. switch from “if you want to know more we can be reached at” to “if you want to know more call me on this number.”
    8. Write for the appropriate channel or platform. Business writing for a blog is very different to writing web content or producing a report or white paper. Take the time to appreciate what the differences are between each and to tailor what you produce accordingly.
    9. Stick to the facts. The more facts, statistics and hard data your writing contains the more credible it will be. If you want to integrate opinions use facts to support them and avoid including those that don’t have a factual basis.
    10. Check everything you write – twice. Bad grammar, spelling mistakes and missing punctuation can detract from the point that you’re trying to make.

    Great business writing takes a combination of focus, detail and understanding who you’re writing for. Nurturing these key skills will help you to considerably improve what you produce.

    Find out more by booking your place on our Professional Writing Skills course

  5. How to manage budgets

    Managing a departmental budget is often a skill that goes untaught. If you’ve recently been promoted into a managerial position then you may have the people skills and industry knowledge to excel in the role – but perhaps not the budget know how. A corporate budget is similar to a personal budget except that there are different stakeholders involved. There are some simple ways to approach the process to ensure that you get it right.

    Review the existing budget

    For most managers there will already be a budget to work from and refer back to. This is a good starting point, as it will reveal how spend has been allocated in the past and what elements you may have to include in your own calculations. Even if you choose to take a slightly different approach further down the line, using an existing budget as a benchmark is a smart place to start.

    Get a good understanding of how resources are used

    Managing a budget will often take you outside your own area of expertise and experience and into allocating finances for teams that you may have little or no experience of. It’s essential to communicate with key people whose work is covered by your budget to ensure you understand how resources are allocated. For example, there may be software or hardware that you’re not aware of that needs to be part of the calculations, equipment maintenance costs to include and the potential to make changes to the way existing spend is managed to make savings.

    Make sure you understand corporate expectations

    While individual departments are responsible for their budgets it’s usually at the corporate level where increases and decreases are determined. That’s why it’s crucial to understand corporate expectations as far in advance as possible. For example, it may be that the message is that budgets this year need to be within 7% of what they were last year. The earlier you have this information, the easier it will be to accommodate it.

    Identify operational and discretionary items

    If there comes a point where the budget needs to be reduced the simplest way to do this will be via operational items (paid monthly with no long-term contract) or discretionary items (expense allocations for a certain activity or project).  This will give you some flexibility if budgets need to be adjusted because corporate targets have not been met.

    Be resourceful – but ask for help if required

    There are lots of different ways to ensure that your budget works, from finding interns to cover certain roles to switching to a better value supplier. It’s key to ensure that you know who to turn to if you need help with the budget or if there is a particular budget related expense that you need to evaluate This is often the finance team – and, if not, they are usually well positioned to help you find someone else who can provide support.

    Managing budgets may be a new experience but it’s a skill that can be quickly acquired with the right direction.

    Find out more by booking your place on our Managing Budgets course

  6. 9 tips for dealing with difficult people at work

    It’s impossible to go through life without coming across challenging people. In the workplace, which can be competitive and stressful, people are often not at their best and can be difficult to deal with. If you find yourself in a situation with someone who isn’t behaving well there are a number of different strategies you can use to cope.

    1. Focus on empathy. It’s difficult to do if someone is really pushing your buttons but being empathetic is actually a powerful response. It enables you to understand why someone is behaving as they are and what their triggers might be, which will also make it easier to find a positive solution for you both.
    2. Talk to other people. Whether it’s the same person you’re struggling with, or someone similar, it’s likely that your friends, family and colleagues will also have experience of difficult people at work. Talking, sharing and asking for advice can be effective ways to help you cope.
    3. Be respectful. No matter how much someone else aggravates you, staying respectful will always help in terms of your responses. If you become disrespectful then the situation can only escalate, leaving both sides without a way back to a positive place.
    4. Don’t be triggered. Staying calm and in control will not only reflect well on you in terms of the way you’re handling the situation but will also make it easier for a resolution to be found.
    5. Try to communicate better. Often, issues arise between two people because intentions are being misunderstood. Start by clearly communicating what you’re trying to achieve and where you’re coming from so that there is no confusion in terms of what is being said and done. Understanding can create empathy on both sides and pave the way for a solution.
    6. Connect in person. Whether it’s the individual you’ve been struggling with, or other colleagues in general, it’s important to spend time connecting face-to-face. If you only ever communicate by email or messaging it’s easy for the personal touch to get lost.
    7. What action steps will resolve the situation? If emotions are running high and things have become personal, sometimes it can help to focus purely on practicalities and what needs to be done in terms of action.
    8. Rise above it. If you’ve tried all of the above and someone is still being difficult then it might be worth taking a step back and not responding. This can give the other person time to cool off and consider what they want from the situation, especially if they’ve been lashing out.
    9. Ask for help. Unfortunately, some professional situations do get out of hand and you may not be able to diffuse a conflict on your own. An immediate superior or manager should be able to step in and help to find ways to resolve the situation.

    It’s never easy dealing with difficult people at work. However, there are lots of different options when it comes to the strategies that you choose to use to cope. Find out more by signing up to our Dealing with Difficult People training course.

  7. 7 ways to get to know your customer

    How much do you know your customers? Basic information from purchase history doesn’t really tell you much about them, and around 80% of brands have insufficient data about their customers to allow them to create effective and targeted marketing campaigns, to increase repeat custom, as well as a wider audience. Since building customer relationships is essential to growing your market share in any industry, the more you can improve your customer data and how you utilise this, then faster your growth and more effective your marketing will be. So how can you get to know your customer better?

    1. Use all the data you can

    The only way to really get to know your customer is to use all of the data that is available to you. You should access as much behavioural data and web analytics as possible. Free tools like Google Analytics are designed to give insight into the customer journey, as well as a breakdown of channels and conversions. If you have other tools you can use, make sure you’re using these to build the bigger picture when it comes to your customers.

    1. Think big!

    Your attitude to your business can limit what you can achieve, so it’s important for small businesses to think bigger. Although the data they analyse may be smaller-scale and using less sophisticated tools, the process is just as valuable. Take advantage of these processes and as your business scales, your processes will already be in place to make the most of your customer data.

    1. Go social

    Social media is often overlooked by marketers, with 7/10 choosing to ignore it for business marketing completely. If you can refine your social strategy, social media can be a great way to connect with new customers, and keep your brand visible to existing customers. This can encourage repeat purchases over time, and keep your brand fresh in the minds of customers.

    1. Extend the customer lifecycle


    Every customer will have a unique customer lifecycle, based on factors including their past experience of your brand, and the level of relationship built so far. If you can increase this lifecycle, you can increase your customer value, increase future purchases or add additional services you provide to that customer. If you can stay in touch and connect at the points they are ready to purchase, then you’ll have almost guaranteed sales.


    1. Customer triggers

    Identifying triggers can be helpful to see which customers are most likely to become repeat customers. Doing this will allow you to determine where to focus your marketing efforts and budget more carefully and strategically.

    1. Realise it’s about more than just a purchase

    Past-purchase behaviour is something that many marketers will be familiar with and know how to utilise fairly well, but this can still be built upon. It is helpful to drill down into which channels are working effectively to direct purchases. Along with household composition and propensity scores, this information can prove invaluable in terms of targeting your future marketing in a cost-effective and strategic way.

    1. Always review

    What’s worked in the past may not be what’s working now or in the future. Keep reviewing your methods and results and ensure you’re looking at your data in the most effective ways to really get to know your customer, rather than just getting stuck in what used to work.

    Find out more by booking your place on our Know Your Customer course.

  8. How to communicate effectively with your colleagues

    Effective communication is the key to success in a professional environment. It not only helps to establish healthy working relationships but can also have a positive impact on productivity and give everyone the chance to reach their potential. But it’s not just about other people – if you’re able to communicate effectively with your colleagues you’re likely to have a better day-to-day experience in the workplace and be able rise faster through the ranks too.

    Focus on face-to-face conversations

    It’s easy for misunderstandings to arise if you’re only communicating via email or messaging so make time for face-to-face interaction. This kind of communication also builds credibility and trust and will give you more opportunity to understand someone based on non-verbal cues, as well as what they’re actually saying. It’s particularly important in a situation where there is conflict or disagreement.

    Give constructive feedback

    Especially if you’re in a managerial role being able to give constructive feedback will be crucial to the progress of others. Criticism, blame and shaming don’t work in this context – use positive reinforcement and focus on solutions and next steps.

    Be a good listener

    If you’re only listening so that you can find a gap in the conversation to speak then you’re not communicating effectively. Listening is an art – when someone is speaking listen fully, turn your body towards them, don’t interrupt, don’t pick up your phone half way through. Ask questions and make sure you’ve completely understood what’s been said to you.

    Understand the value of being concise

    Complex, lengthy explanations and instructions can be confusing, frustrating and ineffective. Whether you’re communicating verbally or in writing, keep it concise and direct.

    Learn how to build trust

    It’s always much easier to ensure effective communication if the person you’re communicating with already trusts you. This is something you can build over time through consistent behaviour, acting with integrity and ensuring that your communications are always transparent, short and easy to understand.

    Establish some affinity

    Getting to know people in the workplace can make it easier to communicate more effectively. For example, spending time together outside work or discussing shared interests may create an affinity that encourages better interactions. It’s important to remember that there is a personal and professional line that shouldn’t be crossed as this may make the other person uncomfortable.

    Be observant about communication preferences

    Some people will respond quickly to an email but may take hours to respond to a text. Others will be more receptive to a message via social media. It’s often worth looking at the communication preferences your colleagues have and speaking to them via the channels that they prefer if you want to ensure your communication is effective.

    Focus on relevance

    Communication is at its most effective when you can identify straight away why it is relevant to the person you’re reaching out to. How does it fit with their wants and needs and what are the benefits of engaging and responding for them?

    Effective communication is a crucial part of getting ahead in the workplace – without it, career progression can be tough.

  9. Top 10 powerful tips for project management success

    Project management is a complex and rewarding role that can present many challenges. Although there is no single formula for success there are some powerful ways to help ensure you get the best results.

    1. Get full perspective on the project. Who are the stakeholders and clients and what interests and expectations are being brought to the table by the different people involved?
    2. Outline what the project needs. Identifying, and planning for, the resources that the project needs is an essential part of the process of ensuring that it is a success. This will also, necessarily, involve defining roles for those involved in the project and looking at who should be responsible for what.
    3. The importance of the right project manager. Finding the right person to manage a project can be the difference between success and failure. A good project manager understands the various personalities within the team and how to work with each one to bring out their best abilities and qualities. They will avoid micromanagement in favour of allowing the team to be self motivated but provide support as and when required.
    4. Define the project milestones. It’s these milestones that provide structure in terms of how the project progresses. They could be as simple as: set up, planning, action and follow up. Evaluating progress after each one will ensure that the project stays on track.
    5. Use available technology. A range of project management tools exist today to make it easier to reduce miscommunication, improve efficiency and guarantee success.
    6. Balancing the strengths and weaknesses within the team. We are all different and have different abilities – project management success depends on being able to optimise the strengths of the individuals within the team as opposed to being held back by their weaknesses.
    7. Lay the groundwork for openness. Communication is key to project management success – everyone involved must have the information that they need to move forward and to know that they can reach out to share, ask questions or consult at any time.
    8. Risk management is essential. Where could this project go wrong? It’s key to identify the potential problems that could arise before they do and to implement potential mitigation steps.
    9. Test at every milestone. If you plan to test deliverables at every milestone that you’ve defined for the project you can ensure that the project is working out as planned. If you don’t do this then it won’t be possible to establish whether the project is on target, failing or exceeding expectations.
    10. How did you do? Looking back over a project after it has finished is an effective way to improve and ensure that next time around you don’t make the same mistakes. Every project is unique but can provide a valuable learning experience for the next.

    Project management success requires dedication and hard work – these tips can help you to ensure that you’re on the right track with your approach.

    Our Project Management training course designed specifically for those who are required to undertake projects as part, or all, of their job role.

  10. Our top tips for better strategic planning

    The process of strategic planning is essential for any organisation, which makes this a key skill to hone. More effective strategic planning can enable better decision making and more appropriate and efficient allocation of resources, as well as more clearly defined vision and goals. If you want to improve your strategic planning approach then these are our top tips:

    • Make time for it. If you’re only ever trying to fit strategic planning into the gap between every day chaos and taking time off it’s unlikely to be productive. Dedicate time and headspace to this essential process.
    • Focus on the team. When you have a good team then strategic planning instantly becomes simpler. Up to 10 is the ideal number for this type of session, each person representing the key areas of the business between them. Make sure everyone is engaged with the process and ready to contribute in terms of the future of the business from their perspective.
    • Avoid the hierarchy. Strategic planning sessions are always the most effective when everyone involved is able to say exactly what they think regardless of their position in the business. It may be constructive to involve an outside facilitator in the process to ensure people feel able to speak up.
    • Plan your strategic planning sessions. It’s always useful to have some kind of structure to sessions that can be quite creative. The time you dedicate to strategic planning will be wasted if you don’t also come up with a plan for execution. So, when you’re scheduling the sessions make sure that you’ve defined the objectives and outcomes that they are designed to achieve before anything gets under way.
    • Any plan that you design must be practical. Lofty ideals and dreamy eyed visions for the business won’t help to move it forward. What’s key when it comes to strategic planning is to create something that can actually be implemented. That will necessarily include the following:
      •  Creating specific goals and objectives
      • Identifying next steps
      • Allocating responsibility to certain people
      • Setting deadlines
      • Making individuals accountable
    • Close one session by looking forward to the next one. When you finish a strategic planning meeting with your team make sure that you set out all the next steps right up to the point of the next planned session. When the meeting breaks up everyone should understand what happens afterwards, especially when it comes to their own responsibilities.
    • Allow for adjustment. If you create a rigid plan then it will soon crumble and any momentum will be lost. Instead, opt for planning that is more resilient and fluid, and which can adapt to changes in the business, whether those come from internal or external influences.
    • Be consistent. It’s most effective to have a strategic planning review every quarter at least. What results have you seen over the past three months, what (and who) has succeeded and failed and what are the consequences and rewards? Regular reassessment will allow you to keep the business on track.


    The art of strategic planning can be transformative – it’s a skill that is essential to learn and which can yield impressive results.


    Our Strategic Planning training course is designed to help businesses establish a set of key measurements, match these with targets and the appropriate resource levels.


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

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.