Sales Training with NLP; The Sales Edge program

A seminar delivering increased sales performance using NLP.
Location: Available In-house

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Everybody has competition - competition for sales and competition for time. When you call someone or make a sales presentation, you are competing against hundreds of other things that are trying to get the attention of that person, things that may look or feel more important than your call, right now.

So how do you get a customer to decide to "buy" from you or even just listen to you? 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 NLP communication and influence skills effectively, skills that anyone can learn. Onirik offers training on applied NLP techniques and other sales material backed by research.

We can deliver sales increase norms of 16-35%.

The Sales Edge is a sales training workshop developed to apply NLP (Neuro-Linguistic Programming) to sales and marketing. The Sales Edge workshop is available as an in-house customized Sales workshop, and on request in a public workshop format.

The course includes the following content:

The Selling Process

Learn a practical reframe of the sales process, sales strategy and sales tactics that support your prospect­s buying process. Add to this a powerful set of NLP listening and communication tools to help control the selling process and influence your prospects­ buying process.

Manage Your Time, Plan Your Strategy and Your Activity

Learn that 5 or 6 activities that really matter in the sales process, and how to prioritise and plan your time so that you spend 80% of your time on what really counts. Learn to plan sales calls and outcomes to achieve sales progress with each contact.

Anchor Your Resource States

Learn how to access resource states like confidence and curiosity and use them to improve your sales relationship and performance.

Pace Sensory Language to Build Rapport

Learn to recognise and speak your prospect's language. Learn to recognize and "pace" Visual, Auditory, and Kinaesthetic language. Learn to mix languages to increase your impact with a mixed audience.

Pace Physiology to Sustain Rapport

More than half our communication is not in the language. So, learn to pace non-verbally (physiology). Learn to pace vocal (tempo and tone) characteristics. Learn to read and respond to eye accessing cues.

Probe and Question with Precision

Discover how to ask the questions that will quickly clarify what a client means. Learn additional questions for hard-to-handle prospects. Learn how to uncover your clients­ decision-making process and decision criteria.

Lead with Action Instructions and Embed Commands

Learn skills for delivering suggestions (face to face or on the telephone) that lead to actions (the outcomes you planned). Learn how to embed commands to avoid resistance.

Handle Objections

Learn how to prevent objections arising. Learn simple skills for getting past objections when they occur.

Maintain Your Sales Edge

Learn to help your prospect remember you after you leave. Learn how to prepare your prospect to sell to their boss, and to prevent buyer­s remorse. Learn how to manage the account after the sale to ensure customer expectations are managed and you uncover new and repeat business. Learn how to get referrals.

Use the Skills

Practice language flexibility - write letters that persuade, construct a telesales script to succeed, prepare a voicemail script that gets call returns, plan a sales call or presentation, or write brochure copy that uses the skills you have just studied. Anchor the Changes Identify conflicting beliefs that prevent you mastering and using your new skills, resolve the conflict, add supporting beliefs, and future pace successfully using the new skills you have learned.

Anchor the changes and the motivation to succeed like never before using your new skills.

Onirik offers the following telemarketing and sales training related services.

Costs depend upon whether you take the fixed price or performance (results achieved) based price.

In-House Customized "Sales Edge - Caller Training" Workshop

The training is designed for telemarketers and customer service staff. Typically it is a less than one half-day workshop. It teaches how to deliver scripts more effectively, how to build relationships with callers, how to increase add-on selling, how to handle conflicts or emotional customers, and more.

Public "The Sales Edge - Telemarketing"

Workshop This is a one and one half day workshop for anyone interested in learning to write scripts and being more effective in delivering telemarketing services. It includes an opportunity to bring your own script and edit it during the workshop. The program also includes how to build rapport, embed messages to get action, resolve conflicts, and more. The workshop is scheduled only when enough people are on the waiting list to provide a good interactive program. Participants sign up for the waiting list via this web page. When a workshop is scheduled, all people on the waiting list will be notified. Payment is not made until that time. Locations for the workshops are chosen based on convenience for the participants.

Message Engineering

Script editing, training of callers, and follow-up editing.

In-House Customized "The Sales Edge" Workshop

This is a two-day workshop for anyone interested in learning to build rapport with clients and being more effective in selling. The program also includes how to build rapport, embed messages to get action, resolve conflicts, and more. It includes an opportunity to bring your own prospect cases and edit your account plans, call plans, call scripts and letters during the workshop. Locations for the workshops are chosen based on convenience for the participants.

Public "The Sales Edge" Workshop

This is a two-day workshop for anyone interested in learning to build rapport with clients and being more effective in selling. The program also includes how to build rapport, embed messages to get action, resolve conflicts, and more. It includes an opportunity to bring your own prospect cases and edit your account plans, call plans, call scripts and letters during the workshop. The workshop is scheduled only when enough people are on the waiting list to provide a good interactive program. Participants sign up for the waiting list via this web page. When a workshop is scheduled, all people on the waiting list will be notified. Payment is not made until that time. Locations for the workshops are chosen based on convenience for the participants.

Contact us by post,

Onirik Pty Ltd Level 39, Citigroup Centre 2 Park Street Sydney, 2000 Australia

Telephone Number: + 61 (0) 2 9004 7810 Fax No: + 61 (0) 2 9004 7070

Contact Geoff

© 2001 Onirik