A two-day workshop
Take your sales people from average to high performance. Motivate and develop experienced sales professionals with some new insights and learning.
Applying NLP principles, techniques and models, this workshop will introduce the core attitudes and behaviours that differentiate the excellent sales person from the average one.
This programme will enable you to:
Outsell your competition
Convert more of your prospects, faster
Develop strong, long-lasting customer relationships based on trust and understanding
learning objectives
- Understand and adopt the mindset and beliefs needed for sales excellence
- Build rapport and connect with buyers at a deeper and more personal level
- Recognise some of the thinking and language patterns that make each individual unique
- Ask powerful questions to further understand the unique world of the individual and how they make decisions
- Apply tools and techniques to empathise with clients – seeing things from their perspectives
- Tailor their sales approach to the individual buyer’s style, and talk in their language
- Influence with integrity and sell to organisations and individuals successfully
Session outline
1. Introduction
- Aims and objectives of the programme
- Personal introductions and objectives
- Workshop overview
2. An introduction to NLP and sales excellence with NLP
- An overview of NLP and applying it to selling
- The pillars of NLP
- The NLP model of communication
- The difference that makes the difference
3. Building enhanced rapport
- Defining rapport and why it is important when selling
- Going beyond the initial small talk
- Building relationships with individual decision-makers
- Matching and mirroring
- Levels of rapport
4. Understanding the buyer’s personal buying map
- How we take in, filter and process information
- How we judge others based on our own experiences of the world
- The different ways in which we communicate when selling
- Recognising and understanding the language and thinking patterns of others
- Adapting your sales communication style to different buyers
5. Making sense of the buying process
- How we filter information through our senses
- Understanding how we see, hear and experience the world
- Visual, auditory and kinaesthetic buyers
- Listening for key insights
- What different buyers want from you to help them to buy
- Applying sensory awareness to the sales process
6. Successful sales mindset
- The connection between thoughts and actions
- The sales beliefs of excellence
- Identifying negative thoughts and beliefs that are holding you back
- How to change your mindset
- Adopting the sales beliefs of excellence
7. Powerful questions
- Reviewing and honing your questioning skills
- Understanding the questions that great sales people ask
- Avoiding assumptions
- Clean language questions
- Getting to the bottom of it – precision questions
- Turbo-charging how you qualify
8. Influencing with integrity
- Understanding empathy
- Stepping into the buyer’s shoes
- Speaking the buyer’s language
- Tailoring your sales approach to the individual
- Match, pace, lead – how to take your buyer with you
9. Putting it all together
- Personal learning summary and action plans
