Sales Coaching – NLP Applications in Building A Performing Sales Team by Khairul Anuar Safiullah
Date: 12 & 13 November 2018 (Monday & Tuesday)
Time: 9:00am to 5:00pm
Venue: Hotel Melia Kuala Lumpur (Across From Berjaya Times Square)
Introduction:
This Neuro Linguistic Programming based course is focused on developing Sales Coaches who could help gear their team members into a performing sales team.
  
The transition from a sales representative to a Sales Manager often leaves the individual in a situation of facing new challenges in management with little to guide them except experience.

While experience may be one of the best teachers, different frame of references in each individual’s mindset creates a gap in communicating the necessary skills to the coachees.

This results in a mismatch of information and intended results, and often further frustrates Sales Managers and the sales reps becomes demotivated.

Objectives:
Upon completion of this workshop, participants will be able to:

1. Define the 2 models of Coaching
2. Describe the Core Coaching Skills
3. Define how attitudes and mindset are shaped and what is required to change our attitudes and mindset
4. List down the rapport building techniques
5. State the Mehrabian Model and why nonverbal communication is important
6. Apply the Core Coaching Skills in the Coaching Models.
Program Content:
Introduction to Sales Coaching
• Sales Reps Vs Sales Manager Skills Requirements.
• Coaching – What is it all about?
• Characteristics of A Good Coach
• Coaching vs Other Development Methods

Core Coaching Skills 1 – Mindset
• Why we are who we are
• Our map of the world
• What Shapes Our Attitude
• Limiting Beliefs
• Moving from Impossible to Possible.

Core Coaching Skills 2 - Communication
• The NLP Communication Model
• When Do We Communicate
• Elements of Effective Communication
• DISC© Profiling

Core Coaching Skills 3 – The Art of Building Rapport
• Rapport is Power
• Mehrabian Model
• How to Read Non-Verbal Communication

Core Coaching Skills 4 – Paradigms of Human Interaction
• Possible Interaction Outcomes
• Victim Vs Victor
• Emotional Bank Account
• Creating First Impressions

Coaching Models Application
• The Observation Model
• The Oscar Model

Working in Teams – Clarity in Team Communication
• Team Communication Dynamics
• Getting Clarity in Team Communication

Working in Teams - Responsibility, Accountability and Consequences
• Aligning Vision and Mission
• How What We Do and What We Don’t Do Have Consequences
• Discussion and Reflections

Methodology:
The workshop is delivered via lectures, videos, songs, discussions, role plays and games to ensure a fully experiential learning.
Who Must Attend:
Sales Leader, Sales Manager & Sales Director
Investment Fees:
RM2,188.00 per participant (Standard Fee)
RM1,888.00 per participant (Early Bird Fee, register by 05 November 2018)

Group incentive: Register 3 participants from the same organization, the 4th participant is FREE. (Buy 3 Get 1 Free)
Registration:
There are 3 methods to register for this training:
  1. Kindly click here for online registration. Register Now.
  2. Kindly download this registration form, and fill up all the particulars. Please fax back to +6-03-6270-9993. Click here to download Registration Form (177KB).
  3. Call us to register. Tel: +6-03-6270-9883.
Notes:
This Training Programme is SBL Claimable *Subject to PSMB conditions.

Pembangunan Sumber Manusia Berhad (PSMB)We Are An Approved Training Provider Under SBL Scheme With Pembangunan Sumber Manusia Berhad (PSMB/HRDF)