Value Added Selling
21903VIC Course In NLP for Value Added Selling
A nationally accredited course in applying NLP to selling
If you are a sales professional, sales manager or planning to move into sales then this workshop might be your answer to succeeding in a down economy.
After completing our Value Added Selling workshop, sales professional and organisations report quantum leap improvements. Examples of what they achieved include such things as the average number of deals in their pipelines increased by more than 31%, the value of their deals rose by 22%, their conversation ratio jumped by 26% and their sales cycle time reduced by more than 13%. They also tell us how we had helped them achieve fast and lasting improvements in cross-selling, up-selling, forecasting accuracy and reduced discounting.
You Know
- You are a sales professional or sales manager
- Budget cuts mean you are lucky to order paper cups ... let alone receive much-needed outside sales training ...even though you need creative and effective answers to pressing sales problems.
- You can see that "work harder" really means "double what isn't working" and you have had enough of thee credo "sink or swim".
- The internet has thousands of sales sites; the library has hundreds of sales books ... but your time is most profitably spent selling not testing the many different theories out there!
What you don't know
- This Value Added Selling workshop is based on years of research and modelling the best sales people. It has been tested and proven successful by thousands of sales people.
- This workshop applies New Code Neuro-Linguistic Programming (NLP) to selling. NLP enables people to unlock the structures of human communication and human excellence.
- How you can keep your prospects from thinking of your products as commodities.
- In the midst of budget cuts and increased sales quotas, what is someone like you - a sales pro - or sales leader - going to do to succeed?
What you need to do is learn the differences that make the difference! Attend this Value Added Selling workshop and you will.
Imagine what it would be like for you if you had the capabilities to easily meet quota in this down economy.
After the GFC there are predictions that our economy will be faced with ongoing challenges over the next several years. By now most sales professionals are reporting they are feeling more anxious than ever. Not only are they stressed out, they are experiencing increasing frustrations with their current selling models, techniques and behaviours that just are not working or producing the results they want. So what is the difference between selling in a booming economy and selling in a failing one? Your product is the same, your pitch/presentation is the same, and the buyer's need is the same.
Selling has long been considered a sophisticated art. But recent research shows it is a complex, subtle science, one that can be codified. When you attend our Value Added Selling workshop, you learn the codified selling competencies. Our workshop divided the complex elements into simple components so that they are easy to learn and you can master the craft of sophisticated selling quickly.
By participating in this workshop you can apply your new capabilities to the selling (and buying) process from beginning to end; from prospecting through to negotiating and through to closing the deal for a range of application including telephone sales, face to face sales, business to business to consumer / retail sales, transactional sales and complex sales.
You might be thinking - how does this workshop differ to other sales training? Well most sales process training gives you steps to follow but dos not teach the necessary communication and influencing skills to employ the written process in the real world, successfully. The consequence is a "wooden" sales experience for the buyer and a low conversion ratio with low productivity for the seller. You will learn how to be an effective communicator and influencer when you attend our workshop. And, if you already know a sales process, then take advantage of these persuasion skills that will integrate with and transform your process.
And when you choose to engage our Value Added Selling workshops technology, you will improve your selling skills significantly, whether you are in a front line sales position, sales management or a consulting function.
What you will learn from this Value Added Selling workshop:
- Read others when selling; sensory acuity and calibration in non-verbal communication
- Getting on with others; rapport skills
- Applying interviewing skills for gathering quality information; Grinder's precision model
- Tracking how people think representations systems, sensory language and eye accessing cues
- Relating to others and subjectivity; using multiple perceptual positions for flexibility
- Selling with integrity and setting achievable goals; the well-formed outcome process & the outcome, intention consequence model
- Working with the buyer's intuitive responses during the sale; applying internal signal systems in sensory acuity & calibration
- Building and maintaining states of resourcefulness in yourself and your prospects; the circle of excellence and NASA activities
- Automating continual performance improvement; applying corrective feedback through the personal edit process
- Persuading without logic; using NLP anchoring for eliciting, stabilising and levering buyer responses
- Influencing buyer thinking; use specific action language to influence prospect thinking and action
- Influencing buyer decision making; use of the Milton language patterns to influence prospect thinking and action
- Handling objections; use reframing to manage objections
- Setting and managing expectations; defining and maintaining context with frames
- The value added sales process; the sequence of steps a sales person and buyer follow - prospecting, qualifying, proposing, negotiating and closing
- Applying the patterns to your pipeline; combination of role plays, real life interactions with your sales funnel and coaching to advance your opportunities towards closing
What you will need to bring to the workshop for your role plays and activities
- Your computer (and wireless internet access)
- Your mobile telephone
- Your suspect list (for prospecting) together with contact details
- Research you have done on your suspects
- Your qualified prospect list together with contact details and contact history and status
During the workshop you will be making prospecting calls to suspects and sales calls to qualified prospects towards a close
If you are focused on anything other than how to increase your sales in this difficult economic period, maybe you are focusing on the wrong thing. So, as a sales professional, ask yourself, if I attend this training, what difference would it make for me, my organisation, and my clients?
Just for you? Attend the next open Value Added Selling workshop
18 - 22nd August (Adina on Crown)
Should you be interested in attending the next workshop and learning how to achieve fast and lasting results in your sales performance, then give us five minutes of your time and we will ask you seven questions that will show you why you want to attend this workshop. Call us 02 9698 5611.
Just for you and your sales team? Engage us for an in-house, customised Value Added Selling workshop
This is a tailored (typically five day workshop) for organisations interested in how to dramatically improve sales performance and results. Programs are run as requested on your premises and only your sales team attends. This workshop is tailored to your market, product/service and sales process. Contact us directly.
Sydney
Tel: +61 2 9698 5611
Fax: +61 2 9698 5633
Contact us
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About the Trainers
Geoff Wade
BSc., BE., Grad. Cert. NLP., MBA
Geoff Wade is a graduate of the University of Sydney. He is a management consultant with over twenty-five years of experience in business performance management (BPM), business performance improvement, organisational change, sales and marketing. Geoff has a BSc, BE, MBA , and a Graduate Certificate in Neuro -Linguistic Programming (NLP).
Christopher Collingwood
Dip.TAS, BA (Psych.), Grad. Cert. NLP, MAppSci. Social Ecology
Chris has over 28 years international experience in consulting and training. He developed the Systemic Values Sorting Pattern, an emergent process for sorting multiple values across contexts. A major focus for him is exploring and developing models of emergent learning using NLP. Chris is committed to ongoing, high quality NLP education. He is a leader in training in applied cognitive psychology and assists individuals and organizations in cultural, corporate and personal change.
Jules Collingwood
Dip. TAS, RN, BSc, Grad. Cert. NLP, Post. Grad. Dip. Conflict Resolution
Jules has been involved in training and coaching since the 1980s and brings a wealth of experience to her work. As well as training, she consults to business and senior management, where she specializes in systemic change and individual performance enhancement. She is a superb negotiator with highly developed skills in influential language patterns, which she uses to assist clients develop and achieve their plans. Jules also designs custom training programs for specific applications and is responsible for Inspiritive's RTO compliance management and course accreditation.
About the course
21903VIC Course in NLP for Value Added Selling is offered with permission of the designers and copyright holders Chris and Jules Collingwood.
Location and fees
The usual Sydney Venue is Medina On Crown, 359 Crown Street, Surry Hills, Sydney,
Sydney, AU. The full price for Value Added Selling is $2595.00. The early bird discounted fee
is $2295.00. To be eligible for the early bird discount, payment in full must be received one calendar month before commencement of the program.
Your Next Step
To ensure your place at Value Added Selling, act now and enrol via the following form or call +61 2 9698-5611:
Complete the form to secure your place at Value Added Selling.
If you want to sponsor Value Added Selling in your company please contact Chris online or call Sydney +61 2 9698 5611.
Sorry the online form is current not available because the course dates have not been set.
