SELLING WITH NLP

Simplifying Sales

Course Objectives
By the end of this two day NLP training
course, the participants will have:
 Understood that buyers buy emotional-
ly as well as logically
 Applied NLP sales techniques to build
rapport and connect with buyers at a
deeper and personal level
 Recognised some of the thinking and
language patterns that make each indi-
vidual unique
 Identified each buyer’s individual buy-
ing map
 Tailored their sales approach to the
individual buyer’s style and talk in their
language
 Understood and adopted the beliefs of
sales excellence
 Asked powerful questions to further
recognise the buyer’s personal buying
map
 Applied tools and techniques to empa-
thise with buyers – seeing things from
their perspective
 Influenced with integrity and practised
selling with NLP successfully to individ-
uals
 Created a personal development and
action plan that will be applied back in
the workplace
Simplifying Sales
Achieve more sales using NLP Technique.
A man who can sell himself can sell anything.—Elijah Padi
Are you a sales person, sales manager, entrepreneur, or small business owner
who wants to boost your sales and improve your sales skills?
Every salesperson-even the most successful-need the best sales tips to stay on
top of their game. You have probably already discovered that not all sales tech-
niques work for all occasions because sales clients are all different.
Neuro-linguistic programming, or NLP, is a set of skills and insights where you can
use your mind, body, and emotions to successfully communicate with other people.
Used initially as a method in psychotherapy, NLP has found its way into helping
those involved in sales. NLP works in sales because the NLP selling techniques are
suited to each of your sales prospects. You will need to master the NLP process,
but the following are four NLP selling techniques you can use right now.
1. Create pleasant and positive associations with your product or service. This
process is called anchoring, and it is intended to create that “spark” in your
customer’s mind. You are creating an image in the client’s mind that is a pow-
erful one.
2. Develop more psychologically subtle questions for identifying your custom-
er’s needs. This NLP selling technique can include questions about the is-
sues the customer has with their current product or service and what specific
features and benefits they want to have with a new product or service.
3. Interrupt your customer’s patterns of thinking to overcome any objections.
With this NLP selling technique, you want to move your customer on to an-
other area of thinking, For example, if they are concerned about the price of
your product or service, you might want to counter this by asking them what
benefits they expect for their money. Customers always want to know
“What’s in it for me?” Use this NLP selling technique to change their pattern
of thinking and establish a different road into the sale.
4. Use a position of authority to close your sales. As a rule, people find it easier
to follow someone who is in a position of authority, thereby reducing the num-
ber of sales objections. For this NLP selling technique, you present your cus-
tomer with quotes from or examples of well-known people who are using
your product or service.
The Benefits

 Increase your sales results by up to

100% and more.
 Have immediate access to your
“States of Excellence” in meetings,
phone calls, one-ones…
 Increase your confidence and passion
with bosses, customers and col-
leagues.

Course Overview
Day One

Introductory exercise
 How buyers buy

Building rapport

 Building relationships with individuals

 Levels of rapport

The buyer’s personal buying map

 Introduction

Language styles

 Visual, auditory, kinaesthetic

 Direction
 Matching and mismatching
 Recognising the language in others

Reflection and action planning

Day Two

Review from Day One and “homework”

 Successes and challenges
 Sharing learning

Successful sales mindset

 Beliefs and behaviours

Empathy – stepping into the buyer’s shoes

 Perceptual positions
 Stepping into the buyers’ shoes

Simplifying Sales
Course Aim
This two day Neuro Linguistic Programming training is fo-
cused on taking participants’ existing sales skills to the next
level. Building on their experience as a sales person and
knowledge of the sales process and skills, this course will help
participants understand the principles of NLP and how they
enhance the selling and buying experience.
They will be able to utilise tools, NLP sales techniques and
models for developing enhanced rapport with buyers, truly
understanding the client’s needs and making it easy to sell to
them, whilst adopting the mind-set and attitude of high per-
forming sales people.

Enhance your selling skills by engaging with your customers

at a deeper level by using NLP sales techniques.

Don’t fire your Sales Reps, get them fired up.

The cost for this training is R 1 999 per person.

Simplify Sales

THE BLV COACHING

106 Bosduif Street
Pretoria west
0001
Tel: 012 772 3046
Cell: 082 492 8274
Email: info@theblv.co.za
Web: www.theblv.co.za
Web: www.elijahpadi.com