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Effective Selling with Integrity

in John Seymour Associates (England)

Classes Training

Price:

£893 + VAT

Duration:

2 Days

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Course objectives:

On successful completion participants will be equipped to: * Plan & personalise the sales call * Establish effective rapport * Explore & pinpoint the client's needs * Use the client's language (emotional dialect) to present benefits * Use a 'never fail' recipe for handling objections * Close professionally * Develop personal skills to generate and maintain a positive...

John Seymour Associates

Welcome to John Seymour Associates John Seymour Associates delivers open NLP courses and in-company training to corporate and public sector organisations. We attribute our success over the last 20 ye...

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Course details

Type Training Duration 2 Days
Method / place Contact course provider Classes
Suitability Those who are currently working within or who plan to form part of a sales team.
Course objectives On successful completion participants will be equipped to: * Plan & personalise the sales call * Establish effective rapport * Explore & pinpoint the client's needs * Use the client's language (emotional dialect) to present benefits * Use a 'never fail' recipe for handling objections * Close professionally * Develop personal skills to generate and maintain a positive...
Price £893 + VAT
Get direct information on how to enrol, venues and availability...

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Course programme

Effective Selling with Integrity
EFFECTIVE SELLING WITH INTEGRITY

INTRODUCTION
The best sales people are skilled professionals who operate from a basis of complete integrity. This programme unravels the skills of these top performers and presents them in a series of straightforward recipes with plenty of opportunity to question, practise and try out the skill sets for yourself.
COURSE OBJECTIVES
On successful completion participants will be equipped to:
  • Plan the sales call and prepare personally
  • Establish effective rapport
  • Explore and pinpoint the client's needs
  • Use the client's language (emotional dialect) to present benefits
  • Use a 'never fail' recipe for handling objections
  • Close professionally
  • Develop personal skills to generate and maintain a positive emotional state
  • Read and interpret non-verbal signals
  • Model the best performers in the field
COURSE CONTENT
Plan the sales call:
  • Clarify your outcomes for the call (well-formed outcomes)
  • Access constructive personal state (state anchoring)
  • 'Second position' the client (perceptual positions)
Establish rapport:
  • Use NLP techniques to read and sense what works for your client
  • Build and maintain rapport comfortably, professionally and with integrity
Explore needs:
  • Use key questioning techniques
  • Raise awareness of preferred personal and interactive styles and green (or red!) buttons (metaprograms)
  • Advanced listening skills
  • 'Pacing' the client
'Emotional dialect':
  • Presenting benefits
  • Managing questions, reservations and objections
  • language fingerprinting' - recognising, interpreting and using personal language patterns
Close professionally:
  • A range of approaches and scripts for asking the closing question
  • Recognising when to close
Positive emotional state:
  • Choose and keep positive states that work for you
  • Access positive states instantly and at will
Non-verbal messages:
  • Read and interpret clients' signals, including buying signals, signs of hesitation or reservation, signs of 'buying in' or incongruence
  • Explore and/or confront negative signals sensitively and professionally
  • Raise personal awareness of your own non-verbal messages
Model the best performers:
  • Discover, unravel and model excellence in top sales people
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On John Seymour Associates

Provider description
Welcome to John Seymour Associates
John Seymour Associates delivers open NLP courses and in-company training to corporate and public sector organisations. We attribute our success over the last 20 years to a number of factors which include delivering results, identifying and tailoring to very specific client outcomes and putting relationship above task

Why was JSA established?
John Seymour Associates was originally established through an identified need for people to be trained in Neuro Linguistic Programming (NLP). The demand came from individuals wanting to improve their ability to communicate, manage and understand themselves and others.


Who established it?
The original founder of JSA is John Seymour, an internationally renowned trainer and international best selling author (Introducing NLP, Training with NLP, Peak Performance through NLP, Successful Managers Handbook). Established in 1985 JSA is the longest established UK training provider in the area of NLP and soft skills.


What changes have occurred until 2007?
From 1985 through to 1998 JSA has successfully delivered open course training to thousands of individuals, helping them achieve their personal and professional outcomes.

In 1998 John Seymour Associates began to expand further into corporate management training. This was led by the demand from organisations that wanted their employees to have very specific skills offered through NLP training. It was at this point that Martin Shervington, international trainer and author (Peak Performance through NLP, Successful Managers Handbook, Don’t think of purple spotted oranges), joined JSA as Managing Director.

Over the past 9 years we have become the largest supplier of BTECs to the Fire Service and have expanded the base of the business across many sectors.

In 2006 we launched our CBT training brand – The Copewell Institute, and have become a market leader within just one year.


Where does JSA deliver its training?
JSA delivers it’s training nationally and internationally. We can arrange accommodation or use your own premises.

NLP has become the 'people skills technology' of choice for the 21st century. It has massive benefits in the worlds of business, education and personal development.

NLP is the art and science of human excellence in the areas of communicating, influencing, goal setting, managing change and understanding the use of effective language.

NLP is a highly effective 'technology' for getting the results you want.

We teach NLP to people interested in learning NLP (as an accredited course).
We typically, however, deliver the skills derived from NLP for our in-house training programmes (if you would like to discuss this further, please call).


Why should business be looking at NLP?
Over recent years the reasons that business is looking at NLP is primarily through the transfer of skills that enable managers to improve their capabilities.
If you could gift your managers…
an improved ability to communicate better with colleagues, elicit, identify and resolve issues, influence towards positive outcomes, effectively take problems through to solutions, manage their emotions…
would you take it?

If the answer to the question is ‘YES’ then you now know why business is now using NLP as a major resource to up-skill managers.

These skills delivered through JSA have helped other organisations to:

Identify
Waste
Ineffective communication
Glass ceilings
Managerial issues

Achieve
Increased effectiveness
Increased clarity and precision
Dramatically improved results
More influence to obtain joint outcomes


How will I learn?
John Seymour Associates uses experiential learning techniques. This enables individuals to have concrete experiences, reflection and theoretical model development of themes discussed. Exercises are oriented to outcomes not theory

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