-Taking Command of the Trainee Experience Pathway (TEP)

Twelve years ago, when I had decided to be an adventurous university student by taking a year of my studies away from the UK in America, I took my brothers advice and went on an additional training course. The course was called NLP and I opted to study for the Practitioner and Master Practitioner qualification. For those of you who are as yet unaware of this training, it stands for ‘Neuro Linguistic Programming’. NLP is essentially the study of change. How to change yourself and help others to make the changes they want. It uses a large selection of tools to do this, however, almost all of them use language to change the way we perceive the world.

-Advice to Successful Key Account Management

Here’s a disturbing fact. While engineers study engineering, doctors study medicine, and accountants study accounting, none of your sales people have studied sales. That’s right, none. They might have gone to university and studied ‘business’ or ‘management’, but that was as close as they got to sales. And we all know that ‘business’ and ‘management’ have little to do with sales – it’s the interpersonal touch, that they don’t teach at school, which defines the ordinary from the talented.

 In our presentation training we reiterate that “It is not what you say, but what your audience remembers” that determines the success of your presentation. Far too many speak simply to be heard, and not to influence others’ behaviour. So how do you create change in your audience? First define a ‘Key Message’, so that what you want your audience to do is clear in your mind, and then ultimately theirs.