iGNLP™ – NLP In Sales Certification

Course Curriculum

Chapter 1: NLP in SALES

Lecture 1: Introduction

Lecture 2: Why People dont like selling

Lecture 3: Why People dont like selling part 2

Lecture 4: Set your goals for this course

Lecture 5: What is selling

Lecture 6: What selling is not

Lecture 7: What is NLP

Lecture 8: What is NLP Really

Lecture 9: The NLP Communication Model

Lecture 10: Why selling is easy with NLP

Lecture 11: The difference between advertising and marketing

Lecture 12: Set your intention

Lecture 13: Who is a propspect

Lecture 14: Features and benefits

Chapter 2: Rapport in Sales

Lecture 1: Why Learn Rapport

Lecture 2: The Basis of all meaningful communication

Lecture 3: Rapport Matching and Mirroring

Lecture 4: What to Match and Mirror

Lecture 5: Crossover mirroring

Lecture 6: Pacing and Leading

Lecture 7: Indicators of Rapport

Lecture 8: Building Rapport on the Phone

Chapter 3: Presuppositions of NLP

Lecture 1: INtro to the Presuppositions of NLP

Lecture 2: Respect for the other persons model of the world

Lecture 3: Behaviour and change to be evaluated in context and with ecology

Lecture 4: Resistance in a client is a sign of a lack of rapport

Lecture 5: People are not their behaviours

Lecture 6: Everyone is doing the best they can with the resources available to them

Lecture 7: Calibrate on Behaviour

Lecture 8: The map is not the territory

Lecture 9: You are in charge of you mind and therefore your results

Lecture 10: People have all the resources they need to be a success

Lecture 11: All procedures should increae wholeness

Lecture 12: There is no Failure only feedback

Lecture 13: The meaning of communication is the response you get

Lecture 14: The law of requisite variety

Chapter 4: Keys to an achievable Outcome

Lecture 1: Introduction to teh Keys to an achievable outcome

Lecture 2: Stated in the POsitive

Lecture 3: Specify Present Situation

Lecture 4: Specify Outcome

Lecture 5: Specify Evidence Procedure

Lecture 6: Be sure it is congruent and desirable

Lecture 7: Is it self initiated or self maintained

Lecture 8: Is it Appropriately cntextualised

Lecture 9: What resources are needed

Lecture 10: Is it Ecological

Chapter 5: Principals for success

Lecture 1: Know your outcome

Lecture 2: Take Action

Lecture 3: Have sensory Acuity

Lecture 4: Have behavioural Flexibility

Lecture 5: Operate from a Physiology & Psychology of excellence

Chapter 6: Basic Sales Psychology

Lecture 1: Adapt your offer to meet the need

Lecture 2: Abraham Maslow Hierarchy of Ideas

Lecture 3: Physiological, safety and social needs

Lecture 4: Self esteem and self actualisation needs

Lecture 5: Common traits of self actualised people

Lecture 6: More traits of self actualised people

Lecture 7: Even more traits of self actualised people

Lecture 8: Emotional Drivers in marketing

Lecture 9: One product many needs

Lecture 10: Recognition and problem awareness

Chapter 7: How we become motivated to buy

Lecture 1: Product Recon

Lecture 2: Evaluation of alternatives

Lecture 3: Purchase

Lecture 4: After purchase evaluation

Chapter 8: THE NLP Sales Process

Lecture 1: The NLP Sales Process

Lecture 2: Open Questioning

Lecture 3: Matching features to benefits

Lecture 4: The common objections in sales

Lecture 5: Build more value agitate motivation

Chapter 9: Influence in sales and marketing

Lecture 1: Reciprocity

Lecture 2: Consistency

Lecture 3: The endowment effect

Lecture 4: Door in the face

Lecture 5: Franklin effect

Lecture 6: Loss aversion

Lecture 7: Scarcity

Lecture 8: Mere Exposure

Lecture 9: The decoy effect

Lecture 10: The Framing effect

Chapter 10: Identifying your market

Lecture 1: Who would buy your products

Lecture 2: Where would you find those people

Lecture 3: Deciding on your approach

Lecture 4: Deciding on your approach Part 2

Lecture 5: Be flexible in your approach

Lecture 6: 5 Keys to ethical sales

Lecture 7: 5 Keys to ethical sales Part 2

Lecture 8: Conclusion and next steps

Lecture 9: How to build your SIX FIGURE COACHING BUSINESS….

Lecture 10: Bonus Lecture