Target Audience

This programme is for sales executives wishing to be the best in their field, and for managers and trainers wishing to learn NLP-based selling techniques.

Purpose

This programme exposes delegates to an advanced level of influencing and persuasive selling skills.

Programme Contents

• Benchmarking and consolidation of present skills
• Developing a positive “can do state”
• Differences in others that we must recognise:
  • How we internally represent thoughts.
  • How we filter information we receive.
  • How we prefer to influence others.
  • How we make decisions.
• How we access these differences
  • Building rapport
  • Questioning skills
  • Active listening
• Clarifying and qualifying needs, wants, and values.
• Persuasive selling patterns
• Persuasive words and language
• Influencing strategies “classic and modern.”
• Compelling use of visual aids
• Use of metaphors and stories
• Pacing, leading and building agreement
• Converting resistance into agreement
• Evening self-study session
• Practice habits to sustain / maintain peak performance
• Post-course action plan

Methodology

This programme is highly inter-active with practice sessions and feedback at each stage of the learning process.

Outcomes

Participants will learn and develop new skills and techniques that will enable them to be extremely competent in the influencing and persuasion process positively impacting on their sales productivity. Managers and trainers will learn new selling techniques that they can share with their sales team and help to develop them into top achievers.