Course objectives

On successful completion participants will be equipped to:

• Plan the sales call and prepare personally
• Establish effective rapport
• Explore and pinpoint the client’s needs
• Use the client’s language (emotional dialect) to present benefits
• Use a ‘never fail’ recipe for handling objections
• Close professionally
• Develop personal skills to generate and maintain a positive emotional state
• Read and interpret non-verbal signals
• Model the best performers in the field

Course Content

Plan the sales call:

• Clarify your outcomes for the call (well-formed outcomes)
• Access constructive personal state (state anchoring)
• ‘Second position’ the client (perceptual positions)

Establish rapport:

• Use NLP techniques to read and sense what works for your client
• Build and maintain rapport comfortably, professionally and with integrity

Explore needs:

• Use key questioning techniques
• Raise awareness of preferred personal and interactive styles and green (or red!) buttons (metaprograms)
• Advanced listening skills
• ‘Pacing’ the client

‘Emotional dialect’:

• Presenting benefits
• Managing questions, reservations and objections
• language fingerprinting’ – recognising, interpreting and using personal language patterns

Close professionally:

• A range of approaches and scripts for asking the closing question
• Recognising when to close

Positive emotional state:

• Choose and keep positive states that work for you
• Access positive states instantly and at will

Non-verbal messages:

• Read and interpret clients’ signals, including buying signals, signs of hesitation or reservation, signs of ‘buying in’ or incongruence
• Explore and/or confront negative signals sensitively and professionally
• Raise personal awareness of your own non-verbal messages

Model the best performers:

• Discover, unravel and model excellence in top sales people