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Using NLP in Solution Selling

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Training course summary

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Target Audience: All job functions that have a sales element from sales staff to internal consultants to negotiators. Key Learning Outcomes:· Learn the basics of NLP and how you can use this to improve your selling technique.· Better understand the communication process and use this to influence outcomes by responding to your prospects’ communication style.· Explore how to build rapport through any channel of communication.· Learn and practice well-established techniques that you can use when selling solutions to your clients and prospects.

Regions:
  • All Areas
Delivery:
  • In House
Category:
Difficulty:
  • Introductory

Further Details

MORNING SESSION Introduction· What is Neuro-Linguistic Programming (NLP)?· NLP and its Role in Selling· Sharpening Your Sensory AcuityCommunication Effectiveness· Perceptual Filters· The Communication Process· 3 Key Internal Representation SystemsBuilding Rapport · Emotional States and Internal Rapport· MPL Technique (Match, Pace, Lead)· Agreement Frame AFTERNOON SESSION The Power of Language Structure – Techniques to Enhance Your Selling Skills· Selling on the Telephone - Getting Your Intonation Right· Value Statements· Presuppositions· Embedded Questions and Commands· Tag Questions and the Yes SetKeys to Success· Flexibility· State Management · High Awareness· Rapport· Personal Volition to Achieve your Outcomes

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Course Material: Includes facilitator’s slides, exercise worksheets, background

 

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