These days, everybody faces competition – competition for sales and competition for time. Those who sell and deliver the value of the product, service or solution that the customer buy are a few of the many differences between competitors. You need an edge – a reason that makes you more attractive to the
customer than your competition. Some people sell themselves more effectively
than others. They seem to know naturally how to influence and persuade. And
it is the result of using a set of Neuro Linguistic Programming (NLP)
communication and influencing skills effectively, skills that anyone can
learn. |
||
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 prospects 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 |
Who Should Attend ·
Executive/Supervisory ·
Sales Support Staff ·
Young Graduate who wants to go into sales profession ·
Sales Professional or Sales Manager ·
Entrepreneur Learning Outcome 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 Learning Methods Used
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 illustration and activities such as role
play, Dyad exercise, group discussion. |
|
Programme Outline Day 1 Brief Introduction of NLP
·
Definition Of NLP ·
The Study Of Human Excellence ·
NLP Presuppositions ·
NLP Thinking & Communication Model You
lead with your state ·
Induce Good & Empowering State ·
Plan Your Strategy & Your Activity The
Successful Communication in Selling ·
Communication ·
Physiology, Tonality & Words Building Rapport
·
Strategies In Building Rapport ·
Recognise and Speak Prospect's Language ·
Read
and Respond To Eye Accessing Cues |
Day 2 Success in Selling – Fundamentals of
Sales Personnel ·
Sales Skills Ability ·
Qualities Of Successful Sales Presentation ·
Groom To Project Good Impression Probe and Question
with Precision ·
Identify The Needs ·
Questions That Clarify What Client Means ·
Active Listening Skills Selling
Presentation Model ·
The Selling Steps ·
Apply Embed Commands ·
Language Pattern That
Deliver Suggestions Handling
Objections ·
Out Frame & Reframe ·
The Answer Is In The Questions ·
The Emotional Factor ·
Conversational Change Techniques Closing The
Sales ·
Identify The Buying Strategy ·
Understand Client’s Hot Buttons ·
Identify The Buying Signal ·
Effective Closing, Gaining
Agreement & Commitment Training
Facilitator
Vincent Tay Huat Lim, MMIM, MIM-CPT Certified
Advance Hypnotherapist (Approved by ABH, ACHE (USA)), Certified Master Class
Trainer (Result Asia), Certified NLP Practitioner (American Board NLP (USA),
Certified in Civil Architechture, Politeknik Kuantan, M’sia, B Engineering,
Brighton Polytechnic, UK |
|
|
Administrative Details Fees: MIM Member: RM1,100 Non-Member: RM1,270 Duration: 2 days Time: 9:00 a.m. – 5:30 p.m. | ||