Using NLP in Solution Selling
Target Audience: All job functions that have a sales element from client-facing sales teams to internal consultants and project managers.
Key Learning Outcomes
- Learn the basics of Neuro-Linguistic Programming (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.
Course Delivery Includes:
- Theory: Latest best practice
- Team discussions and exercises
- Technique application practice
- Role plays
- Recorded practice and feedback sessions
- Personal action planning
Course Outline: Using NLP in Solution Selling
MORNING SESSION
Introduction
What is Neuro-Linguistic Programming (NLP)?
NLP and its Role in Selling
Sharpening Your Sensory Acuity
Communication Effectiveness
Perceptual Filters
The Communication Process
3 Key Internal Representation Systems
Building Rapport
Emotional States and Internal Rapport
MPL Technique (Match, Pace, Lead)
Understanding the 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 Set
Handling Objections
Keys to Success
Flexibility
State Management
High Awareness
Rapport
Personal Volition to Achieve your Outcomes