Course Title:
The Excellence of Selling

Duration: 3 days

Course Overview
To enable participants to learn and practice the skills necessary to increase their sales potential.

Course Objectives


By the end of the course participants will:
· Have an understanding of the model of NLP (Neuro-Linguistic Programming)
· Be proficient in the use of NLP techniques to create rapport with clients
· Know how to understand their clients pattern of interaction
· Have developed strategies for handling negative responses and promoting a successful outcome
· Have considered the application of these techniques to their work

Course Content


Day One

- The model of Neuro-Linguistic Programming (NLP)
- What is NLP?
- Why use NLP in selling?
- What gets in the way of selling?
- Outcomes
- Importance of one's own body language and its effect on others
- Identifying your own strategies of making sense of the world
- Use of video in role play interaction
- Congruence and how to achieve it (left brain/right brain)

Day Two

- Techniques of excellence
- Using triggers, relaxation, visualisation, memory recall and sub-modalities
- The circle of excellence
- How to prepare yourself psychologically
- Negative self-talk
- How to deal with it
- The use of body posture to remain positive
- Creating rapport at an unconscious level
- Non-verbal rapport skills
- Calibrating
- Eye scanning (accessing cues)
- Understanding the client's model of the world

Day Three

- Dealing with negative responses
- Matching and leading
- Pattern interruption
- Application of these techniques in selling
- Achieving the desired result
- The way forward

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For further information, or to make a telephone booking, or to receive a competitive quotation for an in-house course, you can call Pentland Training now on 0800 328 2766.

All of our training courses can be delivered on your own site, at Pentland Training facilities, or at an off-site venue.

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