The programme adopts adult learning principles and outcome-based training through:

• Short lectures and facilitated discussions
• Real-life and industry-relevant case studies
• Role-plays and sales/negotiation simulations
• Practical NLP exercises
• Group activities and guided reflections
• Individual and team-based action planning

By the end of this programme, participants will be able to:

• Explain how customers think, decide, and make purchasing decisions.
• Build rapport and trust quickly using NLP-based communication techniques.
• Apply persuasive language patterns ethically and effectively.
• Manage objections confidently through psychological reframing strategies.
• Apply NLP techniques to negotiation situations to achieve win-win outcomes.
• Demonstrate emotional control and confidence during sales interactions.
• Close sales conversations with clarity, professionalism, and confidence.

Day 1: NLP Foundations for Sales & Influence

Module 1: Sales Psychology & NLP Fundamentals

• Introduction to Neuro-Linguistic Programming (NLP)
• How the brain processes decisions and choices
• Conscious vs subconscious buying behaviour
• Emotional drivers behind purchasing decisions
• Core NLP presuppositions for sales success

Module 2: Building Rapport & Trust

• Importance of rapport in sales and influence
• Mirroring and matching techniques
• Voice tone, pace, and body language alignment
• Calibration skills to read and respond to client cues

Learning Outcome: Participants build trust naturally and consistently with prospects.

Module 3: Representational Systems (VAK)

• Visual, Auditory, and Kinesthetic buyer profiles
• Identifying customer thinking and communication styles
• Matching language to customer preferences
• Customising sales presentations for maximum impact

Module 4: Influential Language Patterns

• Asking powerful questions (Meta Model – fundamentals)
• Suggestion and positive influence (Milton Model – fundamentals)
• Language patterns that increase persuasion and clarity
• Eliminating negative and sales-blocking language

Day 2: NLP for Negotiation, Objections & Closing

Module 5: Emotional Intelligence & Anchoring

• Managing rejection, pressure, and emotional triggers
• Creating confidence, calmness, and focus anchors
• Maintaining resourceful states during challenging conversations
• Sustaining peak sales performance mindset

Module 6: Handling Objections with NLP

• Psychological meaning behind objections
• Reframing objections into opportunities
• NLP-based language patterns for objection handling
• Turning resistance into agreement

Module 7: NLP-Based Negotiation Strategies

• Win-win negotiation mindset and ethics
• Perceptual positions: self, other, and observer
• Framing and reframing offers and proposals
• Building long-term value through ethical influence

Module 8: Closing Sales with Confidence

• Identifying verbal and non-verbal buying signals
• NLP-based closing techniques
• Managing last-minute hesitation
• Individual action planning for real-life sales application