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Happy Closures Made Easier™: Employing NLP in Sales & Negotiation


Course Objective

This 2-day intensive programme will help participants to increase their closing rates by understanding human behaviour through the eyes of Neuro-Linguistic Programming.

Course Methodology

30% interactive sharing by trainer
40% experiential group & individual activities
30% group discussions & presentations

Course Syllabus

Module 1
What is NLP?
Introduction to the world of Neuro-Linguistic Programming, the psychological approach used by key closers in interacting with clients and prospects
Module 2
Obstacles to Closing
What are the psychological barriers to connecting with clients and why do people reject us for "no reason"?
Module 3
Different Folks, Different Strokes I
The 3 modalities (personalities) one will encounter in sales and negotiation meetings, and how to identify them using simple NLP tools
Module 4
Different Folks, Different Strokes II
How to sell to each different modality, how to pitch one's proposal to connect with the thinking modes of each personality
Module 5
Objections & Obsessions I
Why some clients are so stubborn and would not budge? Understanding their main objections through basic NLP questioning techniques
Module 6
Objections & Obsessions II
Using advanced NLP questioning techniques to dislodge erroneous beliefs and prejudices in clients' minds during a negotiation and to direct their preferences to one's products and services
Module 7
Creating the Right Environment
Choosing a proper venue for a sales or negotiation meeting and managing the ambience (colour, lighting, temperature etc.) for maximum effectiveness
Module 8
Hands-on Final Exercises
Putting the strategies into practice, action plans and final instructions