INTRODUCTION FOR THE ART & SCIENCE OF HIGHLY EFFECTIVE SELLING
All businesses these days face tough competition – competition for sales and competition for time. The sales role must be seen to be the savior of the business and finally, the company. Whether your business survive, thrive or excel in a difficult global economic condition, depends on your ability to sell and deliver the value of the product, service or solution that customers will buy and so hence, give you an edge over your competitors.
You need the edge – the tools and techniques that makes you more attractive to the customer than your competition. Some sales executives do sell themselves more effectively than others. And they seem to naturally know how to influence and persuade effortlessly. And it is definitely the result of using a very powerful set of Neuro Linguistic Programming (NLP) communication and influencing skills effectively; skills that anyone can easily learn from a Master Sales Trainer.
A salesperson who has a mentality that says ‘yes’ to a difficult time, says ‘yes’ to difficult customers, and says ‘yes’ to a tough economic condition, are the survivors and champions in persuasion and influence. The ‘no’ mentality salesperson are soon no longer in sales. Finally, in sales, a sale is always made – either you sold your prospects or your prospects sold you the reasons not to buy. So, the Sales Director in the end gets either a result or a reason from his sales executives. Which would you choose: the “result” or the “reason”? Get the break-through “results” you want with “The Art & Science of Highly Effective Selling ”.
COURSE OBJECTIVES
Upon completion of this programme, you will be able to:
- Develop an understanding of a practical reframe of Sales Process and Powerful Communications
- Effectively build rapport with your customers
- Add to this powerful set of NLP listening and communication tools to help control the selling process and influence your prospects’¬ buying process
- Explore the inner factor that influence the sales and offer products or services that successfully help :
– Understand what your customer wants and needs
– Understand how your prospect¬s process information and their thought preferences
– Understand sales strategy and sales tactics that support your customers’ buying strategies
- Apply non-verbal communication to influence prospect in selling and negotiations
- Use effective and advanced questioning techniques and discover hidden buying pattern
- Use of language to gain influence and handle objections
- Closing with a difference
LEARNING OUTCOMES
At the end of this programme, you will have gained the following knowledge and learning:
- Application of NLP tools in selling
- Thinking Strategies
- Communication and Listening Skills
- Pace Sensory Language to Build Rapport
- Resourceful language patterns for success
METHODOLOGY
In this experiential training, the training facilitator adopts a coaching and facilitative approach. It is
very important to engage the participants in reviewing their own outcome.
The activities are designed to illustrate key issues that the participants are facing in selling by using
NLP tools to create illustrations and activities such as role plays, Mind exercises, group discussion.
COURSE CONTENT
Day 1
Brief Introduction of NLP
- Definition Of NLP
- The Study Of Human Excellence
- NLP Presuppositions
- NLP Thinking & Communication Model
Subconscious Influencing Techniques
- Induce Good & Empowering State
- Accessing the Client’s Decision Making Strategy using VAK Assessment
- Anchors for Leading the Client
Powerful Convincing Communication in Selling
- Verbal & Non Verbal communication
- Physiology, Tonality & Words
- Internal Voice Management
Building Instant Rapport & Connection
- Strategies In Building Rapport
- Recognise and Speak Prospect’s Language
- Read and Respond To Eye Accessing Cues – Is the Client telling the truth
- Pace and Leading Strategy
- Matching and Mirroring
Day 2
Precision Probing to Get Into the Client’s Mind
- Identify Client’s Deeper Needs
- Questions That Clarify What Client Means
- Active Listening Skills
- Identify The Buying Strategy
Highly Effective Selling Presentation Model
- Leading Selling Steps
- Apply Embed Commands
- Language Pattern That Deliver Suggestions
Erasing Objections & Selling with Ease
- Out Frame & Reframe
- Powerful USP
- The Answer Is In The Questions
- The Emotional Factor
Closing that makes a Real Difference
- Understand Client’s Hot Buttons
- Identify The Buying Signal
- Effective Closing, Gaining Agreement & Commitment
- Meta Modeling Technique – where the prospect can’t say ‘No’
