Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
In-House Training
Excellence in Training
MS07E
Smart Selling With NLP
Essential Sales Performance Management Skills And NeuroLinguistic Programming Techniques
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.
Primary Objectives & 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.
Who Should Attend? Sales directors, national sales managers, regional directors
and managers, national account directors and a blend of newly appointed and seasoned sales managers.
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.
Excellence in Training
MS07E
Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
Smart Selling With NLP
Essential Sales Performance Management Skills And NeuroLinguistic Programming Techniques 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 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
Strengths deployment Inventory assessment Merrill & Reid Social styles assessment Leadership style evaluation Thomas Kilmann conflict instrument assessment
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
Definitions of coaching and mentoring Coaching for performance The GROWTH coaching model The effective 121 performance review The ‘return on investment’ approach
Module 4 - Leadership Models And Styles
Module 5 - Management & Leadership Styles
Module 2 - Performance Coaching & Mentoring
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 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 8 - NLP Techniques, Tools Continued
The use of authority positions Moments of truth - bypassing filters Anchoring techniques Our behavior at traffic lights Convincer patterns
GROWTH action planning MBLSS action planning/strategic planning
Module 9 - Refreshed Approach To Sales
A re-assessment of the ‘framework’ concept Key concepts you will take away and apply
Program Highlight Duration: 4 days Date: To be Agreed with the Client Organization
Timing: 8:30 am to 2:30 pm daily Venue: Suitable & fully equipped venue (to be provided by
Customer)
Language: English Material: Participants will be provided with high quality handouts Certificates: Certificates of Completion shall be provided to participants upon successful attendance of the training program Fees: Inclusive of facilitator’s fees, materials and certificates