Solutions In Mind

Training Services

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Persuasion ArchitectureTM: Building Superior Selling Skills

  • The Psychology of Selling
  • Systematic Selling
  • Building Rapport and Relationship with Clients
  • Verbal Contracting (establishing agreement and guidelines with clients)
  • Questioning Techniques (the question is the answer)
  • Identifying the reason for doing business (need)
  • Identifying the clients decision making process
  • Using the clients memories, both positive and negative, to your advantage
  • Influencing the clients behaviour (closing the sale)
  • Overcoming call reluctance
  • Enhancing attitudes, behaviors and beliefs of self and others
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Triggering Motivation and Confidence

  • Understanding the nature of motivation
  • Disconnecting from limiting beliefs and useless patterns of behaviour
  • Discovering the power of the "as if" frame
  • Motivation strategies: what are they?
  • Discovering your own individualized motivation strategy and those of others
  • Connections between physiology, states, and internal representations
  • Projecting a powerful image through mind/body alignment
  • Reframing: converting failure to feedback
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Conflict Resolution

  • The nature of conflict
  • The nature of resolution
  • Instant rapport
  • Techniques to diffuse and neutralize aggression and frustration
  • Win / Win: Is it really possible?
  • The influencing power of language
  • Words and phrases that influence change and behaviour
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Advanced Communication Skills

  • The communication breakdown: words,tonality and physiology
  • Perception is projection
  • Speaking with conviction and authority
  • The importance of being congruent
  • Communicating with influence in mind
  • The physiology of excellence
  • Understanding, predicting and influencing behaviour
  • Unconscious versus conscious communication (how the brain processes at an unconscious level)
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Presenting with Confidence and Ease

  • The presentation state
  • Maximizing impact (spatial anchoring , the Format system)
  • Establishing group rapport
  • Finding the unconscious leader
  • Managing audience state of mind
  • Nonverbal communication: use it to your advantage
  • Temporal language (discovering how to move problems to the past and place the solutions to the present)
  • Physiology of excellence
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Building Power Teams

  • The nature, purpose and benefits of a team
  • Forming / Storming / Norming / Performing
  • Clarifying team goals
  • Gaining commitment from team members
  • Identifying issues which inhibit teams from reaching their goals
  • Removing inhibitors and enabling goals to be achieved
  • "Say it the way you want it" - the brain cannot process negatives
  • The S.M.A.R.T Model
  • Individual accountability within a team
  • Internal vs external focus of control (accepting ownership and accountability )
  • Individual processing styles and behavioural profiles
  • Understanding the difference that makes the difference
  • Discovering the motivational traits for individuals
  • Identifying working traits within individual members of the team
  • Applying our knowledge of working and motivational traits for optimal performance
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Bridging The Gap TM : Effective Listening Skills

  • Establishing and maintaining rapport
  • What are you listening for?
  • Separating process from content, and listening for both
  • Understanding the ways in which others process information
  • How do they know that we are listening?
  • Be interested rather than interesting
  • Asking the right questions, providing the right responses
  • Giving others the experience of being understood
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Motivational and Behavioral Profiling

  • Removing the pain of implementing organizational change
  • Hiring the right people for the right positions
  • Selectively creating high performance teams
  • Discovering "words that change minds"
  • Understanding what motivates the people that work with you
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Language of Influence / Persuasion skills

  • Advanced patterns of language from the fields of psychology and linguistics
  • The nature of syntax
  • Using the power of influencing language to guide others' thought processes
  • Leadership language: subtle words and phrases that influence and change behaviour
  • Understanding the difference between process and content
  • Discovering the ways in which others process information
  • Triggering motivation
  • Rapport: entering another person's model of reality
  • The structure of persuasion
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Leadership Language

  • What is leadership? Are there certain traits?
  • Establishing rapport: entering another person's model of reality
  • Leadership language: subtle words and phrases that influence and change behaviour
  • Presuppositions: linguistic assumptions
  • Managing audience state of mind
  • Nonverbal communication: use it to your advantage
  • Temporal language (discovering how to move problems to the past and place the solutions to the present)
  • Physiology of excellence
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