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Successful B2B Selling Utilising NLP

S10

Introduction

Developing powerful sales strategies and understanding organisational buying behaviour coupled with effective communication and negotiation is essential for any sales professional. This workshop will enable participants to learn how to tailor their selling strategy, negotiate effectively and adapt communication styles to achieve trust, confidence and maintain profitable business relationships utilising NLP techniques.

Who should attend

This programme is designed for sales executives, sales managers, major account sales managers, field executives and all those involved in personal, face-to-face selling in B2B environments.

10 days

London | £5750

COURSE PROFILE

Organisational buying behaviour

    • The solution driven approach
    • Defining and understanding product / service
    • Researching the markets and Adding product value 

Sales - The buying process

    • Understanding and awareness of buyer needs
    • Implications of a benefits based approach

Sales – Assessing alternatives

    • Looking for the most benefits
    • Serving the sweet spot
    • Negotiating effectively

Sales – Reducing risk

    • Buyer risk
    • Making the sale
    • Post Sale behaviour

Sales - Integration and account planning

    • Key business objectives for sellers & buyers
    • Customer led drivers
    • Account planning

Defining Neuro Linguistic Programming (NLP)

    • Principles and benefits of NLP and its use in business
    • Five Pillars of NLP
    • Enhancing your business and personal success 

Self-Management

    • Develop greater flexibility
    • Motivate and manage yours and others emotions
    • Know how to set well-formed outcomes/goals 

Effective Communication and influence

    • Excelling in the way you communicate and influence
    • Building rapport quickly with everyone you interact with 

Solving and resolving problems and conflicts

    • Build good quality relationships
    • Effectively take problems through to solutions 

Interpersonal relationship skills

    • Improve personal supervision/appraisals and discipline of staff
    • Working with “parts” – what happens when you can’t make a decision?
SKILLS

At the end of this programme delegates will be able to:

  • Understand how organisations reach buying decisions
  • Recognising where the customer is in the buying process
  • Appreciating the value added through consultative selling
  • Understand how to create selling opportunities
  • How to help customers establish decision criteria
  • Appreciate how segmentation can improve sales effectiveness
  • Manage major accounts
  • Enhance their performance at meetings, negotiations, and presentations
  • Influence, lead, empower and motivate others
  • Change unwanted behaviours and habits in positive ways
  • Recognise and use powerful language patterns
  • Build and maintain rapport - the key to successful relationships
  • Increase flexibility of behaviour
COMPETENCIES
  • Trust building
  • Neuro Linguistic Programming (NLP)