NLP in SALES
  • Introduction
  • Why People dont like selling
  • Why People dont like selling part 2
  • Set your goals for this course
  • What is selling
  • What selling is not
  • What is NLP
  • What is NLP Really
  • The NLP Communication Model
  • Why selling is easy with NLP
  • The difference between advertising and marketing
  • Set your intention
  • Who is a propspect
  • Features and benefits
Rapport in Sales
  • Why Learn Rapport
  • The Basis of all meaningful communication
  • Rapport Matching and Mirroring
  • What to Match and Mirror
  • Crossover mirroring
  • Pacing and Leading
  • Indicators of Rapport
  • Building Rapport on the Phone
Presuppositions of NLP
  • INtro to the Presuppositions of NLP
  • Respect for the other persons model of the world
  • Behaviour and change to be evaluated in context and with ecology
  • Resistance in a client is a sign of a lack of rapport
  • People are not their behaviours
  • Everyone is doing the best they can with the resources available to them
  • Calibrate on Behaviour
  • The map is not the territory
  • You are in charge of you mind and therefore your results
  • People have all the resources they need to be a success
  • All procedures should increae wholeness
  • There is no Failure only feedback
  • The meaning of communication is the response you get
  • The law of requisite variety
Keys to an achievable Outcome
  • Introduction to teh Keys to an achievable outcome
  • Stated in the POsitive
  • Specify Present Situation
  • Specify Outcome
  • Specify Evidence Procedure
  • Be sure it is congruent and desirable
  • Is it self initiated or self maintained
  • Is it Appropriately cntextualised
  • What resources are needed
  • Is it Ecological
Principals for success
  • Know your outcome
  • Take Action
  • Have sensory Acuity
  • Have behavioural Flexibility
  • Operate from a Physiology & Psychology of excellence
Basic Sales Psychology
  • Adapt your offer to meet the need
  • Abraham Maslow Hierarchy of Ideas
  • Physiological, safety and social needs
  • Self esteem and self actualisation needs
  • Common traits of self actualised people
  • More traits of self actualised people
  • Even more traits of self actualised people
  • Emotional Drivers in marketing
  • One product many needs
  • Recognition and problem awareness
How we become motivated to buy
  • Product Recon
  • Evaluation of alternatives
  • Purchase
  • After purchase evaluation
THE NLP Sales Process
  • The NLP Sales Process
  • Open Questioning
  • Matching features to benefits
  • The common objections in sales
  • Build more value agitate motivation
Influence in sales and marketing
  • Reciprocity
  • Consistency
  • The endowment effect
  • Door in the face
  • Franklin effect
  • Loss aversion
  • Scarcity
  • Mere Exposure
  • The decoy effect
  • The Framing effect
Identifying your market
  • Who would buy your products
  • Where would you find those people
  • Deciding on your approach
  • Deciding on your approach Part 2
  • Be flexible in your approach
  • 5 Keys to ethical sales
  • 5 Keys to ethical sales Part 2
  • Conclusion and next steps
BONUS SECTION
  • How to build your SIX FIGURE COACHING BUSINESS....