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Unit number:     NLP 206 

Unit title:          Selling with NLP

Credit value:     3 credits

Description:       This unit presents the use of classic NLP techniques as an aid to successful sales strategy. No previous knowledge of these skills is needed. The student will learn different styles of mental processing that can affect how people buy; how to get in rapport with the customer or client; listing to the customer’s needs and building trust; Non-verbal rapport skills; discovering how your customer thinks; encouraging the decision to buy; dealing with objections; and successful closing. The emphasis throughout is on ethical, respectful and fair techniques of selling that honour the buyer’s wishes and needs. As well as well-known techniques, the unit includes coverage of certain NLP techniques that are particularly useful in a sales context, e.g. psychological sliding, eliciting outcomes and stealing anchors.

If you already have some NLP knowledge or skills, this course can act as a refresher and also as a primer for introducing the topic of NLP to business  groups, associations and companies.

The material learned in this unit may be used for self-awareness, as an introductory study of  NLP, or as professional development for motivational, business, career, coaching and therapeutic applications of NLP. Also valuable as pre-instruction before taking a classroom NLP Practitioner course (classroom practitioner courses are not provided by CIU.) No prior NLP knowledge necessary.

Key textbook:   Johnson, Kerry L.  Selling with NLP.  London: Nicholas Brealey Publishing, 1994.  (Other editions may be available)

                                            Comments:       

This unit is provided for educational purposes only and does not constitute a training in NLP or NLP psychotherapy. Student should not claim that they have trained in NLP, or that they have the status of NLP practitioner, on the basis of this unit alone.

Amendments may be made to the details and provision of units at any time.

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