Neuro-Linguistic Programming or NLP is a framework that accounts for how people subconsciously produce real-life outcomes through thoughts, language, and feelings. NLP sales involve using specific phrases, strategies, and behaviors to play on that system and subtly shape how prospects feel about an offering.
Overview
This Neuro Linguistic Programming based course is focused on developing Sales Coaches who could help gear their team members into a performing sales team. The transition from a sales representative to a Sales Manager often leaves the individual in a situation of facing new challenges in management with little to guide them except experience.
While experience may be one of the best teachers, different frame of references in each individual’s mindset creates a gap in communicating the necessary skills to the coaches. This results in a mismatch of information and intended results, and often further frustrates Sales Managers and the sales reps becomes demotivated.
Skills Covered
By the end of the course, participants should be able to:
- Define the 2 models of Coaching
- Describe the Core Coaching Skills
- Define how attitudes and mindset are shaped and what is required to change our attitudes and mindset
- List down the rapport building techniques
- State the Mehrabian Model and why nonverbal communication is important
Prerequisites
There are no prerequisites required to attend this course
Target Audience
This course aims to help Sales Managers identify and apply coaching methods to build a performing sales teams.
Module 1: Introduction to Sales Coaching
- Sales Reps Vs Sales Manager Skills Requirements.
- Coaching – What is it all about?
- Characteristics of A Good Coach
- Coaching vs Other Development Methods
Module 2: Core Coaching Skills 1 – Mindset
- Why we are who we are
- Our map of the world
- What Shapes Our Attitude
- Limiting Beliefs
- Moving from Impossible to Possible.
Module 3: Core Coaching Skills 2 – Communication
- The NLP Communication Model
- When Do We Communicate
- Elements of Effective Communication
- DISC© Profiling
Module 4: Core Coaching Skills 3 – The Art of Building Rapport
- Rapport is Power
- Mehrabian Model
- How to Read Non-Verbal Communication
Module 5: Core Coaching Skills 4 – Paradigms of Human Interaction
- Possible Interaction Outcomes
- Victim Vs Victor
- Emotional Bank Account
- Creating First Impressions
Module 6: Coaching Models Application
- The Observation Model
- The Oscar Model
Module 7: Working in Teams – Clarity in Team Communication
- Team Communication Dynamics
- Getting Clarity in Team Communication
Module 8: Working in Teams – Responsibility, Accountability and Consequences
- Aligning Vision and Mission
- How What We Do and What We Don’t Do Have Consequences
- Discussion and Reflections
Exam & Certification
This course is not associated with any Certification.
Training & Certification Guide
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