The course will focus on the following areas:
• The Power of Rapport- how to create a relationship of harmony and affinity, how to inspire trust, authority and admiration in order to drive the negotiation process
• Powerful Questioning- How to determine your Customers Strategic Objectives and Buying Patterns.
• Communication Models- Identifying your Customers communication style whether that be Visual, Auditory or Kinesthetic. How to ommunicate in your clients preferred model.
• Determine Needs- understand each client’s specific motivation and how best to sell to them by addressing both their personal and professional goals and values.
• Link Customer needs to Products or Services- How to present your offering in line with the Customers Key Business Requirements and Strategic goals in the manner that is most resonant to them.
• Handling Objections and Closing the Sale- Using NLP techniques such as Metamodel and Reframing to successfully overcome objections and close the sale. This includes positive anchoring to your products or services and negative anchors associated to your competition.