THE FOCUS OF THE PROGRAMME
There is a specific structure that defines a successful negotiation. During this course participants will learn how to:
• Manage the clients’ doubts.
• Understand what motivates clients to buy.
• Pace and lead the conversation in a non-aggressive way.
• Reformulate and re-frame objections.
• Create rapport.
• Improve sales efficiency.
• Understand the internal state of the client and their mental strategy for buying.
A SUMMARY OF THE PROGRAM
The course will focus on the following areas:
• The Power of Rapport- how to create a relationship of harmony and affinity, how to inspire trust, authority and admiration in order to drive the negotiation process
• Powerful Questioning- How to determine your Customers Strategic Objectives and Buying Patterns.
• Communication Models- Identifying your Customers communication style whether that be Visual, Auditory or Kinaesthetic. How to communicate in your clients preferred model.
• Determine Needs- understand each client’s specific motivation and how best to sell to them by addressing both their personal and professional goals and values.
• Link Customer needs to Products or Services- How to present your offering in line with the Customers Key Business Requirements and Strategic goals in the manner that is most resonant to them.
• Handling Objections and Closing the Sale- Using NLP techniques such as Metamodel and Re-framing to successfully overcome objections and close the sale. This includes positive anchoring to your products or services and negative anchors associated to your competition.
AT THE END OF THE PROGRAMME
The sales program will help your sales people communicate better, create rapport with customers and conduct negotiations towards the desired results. We provide linguistic and communicative patterns that lead to influence and successful persuasion in order to achieve consistent success.
Influence and Persuasion are natural skills that can be enhanced by the NPL Business Institute Sales Programme in order to make your sales teams more effective, create more beneficial and sustainable Customer relationships through better understanding. You will perceive a reduced Sales Cycle and an increase in the conversion rate, resulting in higher revenues, margin and improved Sales performance.