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Smart Selling With NLP


Essential Sales Performance Management Skills And Neuro-Linguistic Programming Techniques

Event Navigation

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Overview

This program will provide sales managers and leaders with essential knowledge of the theory and tools necessary to manage the practical issues involved in driving sales growth in their organizations. It will enable them to understand and drive a strategic sales management function within their company, enhancing both their personal and organizational effectiveness. When we move to Neuro-linguistic programming (NLP) techniques, we will provide new skills for the sales manager to share with his / her sales people.

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Details

Start:
November 23, 2015 @ 8:30 am
End:
January 28, 2024 @ 2:30 pm
Event Categories:
In-house Training Programs, MS - Marketing and Sales
Event Tags:
In-house Training Programs

Organizer

Christopher Michael Gale
Website:
Christopher Michael Gale
  • Primary objective and benefits

    This workshop will help participants to:
    1. Establish clear operating frameworks, guidelines and benchmark practices.
    2. Implement and manage robust sales strategies and tactics.
    3. Implement and manage a balanced scorecard approach to performance metrics.
    4. Focus on the best practices which make a successful sales manager.
    5. Apply new approaches which free up time for real performance management.
    6. Become an effective mentor and performance coach.
    7. Develop best practices which directly result in exponential sales growth.
    8. Create a high performing team with true ownership and accountability for the results.
    9. Understand and apply the concept of Maslow’s Hierarchy of needs.
    10. Understanding, influencing and selling to all personality and character types using NLP techniques and skills.

Program Contents

  • Module 1 -
    An Overview Of Best Practice
    • Establishing a ‘framework’ or ‘landscape’
    • Defining, establishing the success culture
    • Maximizing selling and learning time
    • ‘Positive performance management’
    • Identifying sponsors and stakeholders
  • Module 2 -
    Performance Coaching & Mentoring
    • Definitions of coaching and mentoring
    • Coaching for performance
    • The GROWTH coaching model
    • The effective 121 performance review
    • The ‘return on investment’ approach
  • Module 3 -
    Establishing, Managing The Metrics
    • Vision, mission, strategy, goals, tactics, tasks
    • Pipeline management and forecasting
    • Goals, targets, KPI’s and the ‘BSC concept’
    • The strategic sales performance manager
    • Strategic planning - CADILLAC, CLARITY
  • Module 4 -
    Leadership Models And Styles
    • The COPPFISM radar
    • The MBLSS planning, strategy, tactics tool
    • Adair’s Action Centered leadership
    • Application of leadership styles, approaches
    • A SWOT / TOWS analysis of the team
  • Module 5 -
    Management & Leadership Styles
    • Strengths deployment Inventory assessment
    • Merrill & Reid Social styles assessment
    • Leadership style evaluation
    • Thomas Kilmann conflict instrument assessment
  • Module 6 -
    Create High Performing Sales Team
    • Bruce Tuckman Group Dynamics
    • Belbin Team Roles
    • Mintsberg management & leadership roles
    • Maslow’s Hierarchy of Needs
    • Align personal targets to team performance
  • Module 7 -
    Applying NLP Techniques, Skills
    • Emotional Intelligence skills - EQ versus IQ
    • Management of the personal state
    • Matching & mirroring techniques
    • Meta-programs and INK psychology
    • Representational systems - VAKOG
  • Module 8 -
    NLP Techniques, Tools Continued
    • The use of authority positions
    • Moments of truth - bypassing filters
    • Anchoring techniques
    • Our behavior at traffic lights
    • Convincer patterns
  • Module 9 -
    Refreshed Approach To Sales
    • A re-assessment of the ‘framework’ concept
    • Key concepts you will take away and apply
    • GROWTH action planning
    • MBLSS action planning/strategic planning

Related Training Programs

  • Critical Competencies for Leaders

  • The Power Of Positive Energy

  • The Effective Customer Service Manager

Event Navigation

  • « Crisis Communication
  • Developing Excellence Teams »

Download Brochure

Training Program Quick Facts

ID: MS07E
Duration: 4 days
Language: English
Timing: 8:30 am-2:30 pm

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