Andrius Jarasiunas

Andrius Jarašiūnas

NLP Coaching Sales

About the teacher

ICTA Training Coach NLP, Coaching and Erixon Therapy Specialist. Participants in the training since 2007 include managers, people working in sales and customer service and people interested in self-development. Expertise – applying NLP and coaching techniques in leadership, negotiation, sales and customer service.

Training topics

Topic 1: NLP methods in negotiations

Negotiation objectives, tactical and psychological preparation for negotiations (assessment of one’s own capabilities/assessment of the opponent’s position), argumentation, overcoming of countertractions.

Topic 2: NLP techniques in sales

Strategies and skills for self-presentation, presentation, listening, questioning, interviewing. Clarifying and updating the Customer’s needs. Effective networking behaviour, “getting out of the conversation”. Metaphors and selling stories.

Topic 3: Psychology of influence

Minimum and necessary conditions for influence: contact (coherence/reporting), focus, emotional and logical structure of speech, voice intonations and pauses, rhetorical strategies, thought-provoking questions, linguistic tools for persuasive speech (call to action).

Topic 4: Overcoming objections training

An exclusively practical workshop on linguistic (reframing) strategies for overcoming objections.

Topic 5: Structure of compelling public speaking: audience contact, attention management, suggestion/call to action.

The three main parts of public speaking: Contact with the audience – personal touch, initial impression, creating an atmosphere of trust. Attention management: emotions, body language, gestures, voice control. Proposal for action: Sentence structure for action-oriented sentences, formulation of tasks;

Topic 6: How to identify and influence charisma from language and behaviour?

The speech and behaviour profile is based on a set of NLP tools – metaprograms. These are the filters we use to build our model of the world. The KIE profile is a tool that enables us to understand and influence what people implicitly tell us about their perceived reality.

Topic 7: Conflict/complex situation management

Differences in attitudes (attitudes) leading to differences in the way people see the situation. Psychological Aikido principles for solution finding (transactional analysis). The balance between form and content (emotion/logic) to calm passions and reach Contract.

Topic 8: Coaching introduction/background

Coaching as one of the manager’s tools for developing employees. Application of coaching, structure of coaching conversation, creation of respectful relationship, solution-oriented coaching techniques.

Topic 9: Personal Effectiveness/Personality Design

Formulating goals, setting priorities, identifying supportive/restrictive attitudes, building self-confidence, creating a long-term vision, decision-making, action planning.

Topic 10: Creativity workshop: the hero’s journey

The structure of the hero’s journey. Practical tools and techniques for creativity: collage, visioning (neurological levels), Disney’s creativity strategy.

Topic 11: Creating a personal story. Metaphors as a resource for growth.

The concept of metaphor. Types of metaphors: comparative (“like”), isomorphic (the hero’s journey), complex (the metaphor of life, Erikson’s triple helix, stories). The process of creating a metaphor: defining the problem field, defining the solution field, choosing a metaphorical symbol, creating a metaphor.

Topic 12: Psychological manipulation and setting and maintaining personal boundaries

Basic model of communication, psychological filters of distortion of reality, simulation of personal orb (optimal resource state) S. Karpman triangle, destructive communication and defense against it, practical methods of constructive response to manipulation.

Topic 13: Internal Conflicts and Mechanisms of Resistance to Change

The concept of a harmonious personality. The formula of equilibrium in life. Psychological needs. Familiarity with psychological defense mechanisms and “dating”. Psychological immunity (stress tolerance) to environmental and internal stimuli. Creating a quality relationship (contact) with oneself, others and the environment. Preparing for change and adapting harmoniously.

Topic 14: Focus on decisions in coaching

Definition, assumptions/principles of focus on decisions. The main differences between focusing on problems and on solutions. SIMPLE model describing concentration decisions and the methods that make it up: current situation/perfect future/decision hints/scale for approvals and steps. Practical algorithm of decision making.

Topic 15: Skills of an employee-oriented manager

The active question is a superficial and deep question, recapture, fixation of assumptions (what remained unspoken). Formulation of questions that stimulate thinking: closed/open questions, ‘what if’ type issues, specific/plural/ opportunity/quality/ action/change in the system. What is feedback, recommendations on how to provide feedback. GR model sandwich. Complications as a form of feedback.

Topic 16: NLP models in goal-oriented communication

Goal achievement formulation model – a well-formulated result (GSR). Creating a picture of an ideal future by describing it through 5 senses (submodalities of REP systems). Comprehensive survival of the final result (association), assessment of possible disturbances/weaknesses (dissociation). Assessing long-term benefits with Descartes’ coordinate system. Action plan models: step-by-step planning, backward planning.

Topic 17: Transformative communication: working with beliefs

Mechanism of belief formation: experience/interpretation/emotion. Location of the belief by neurological level. Classification of beliefs in accordance with their impact on the Customer (restrictive and supportive). method of reassurance – reframing: meaning and context of reframing. Reframing techniques: transactional (linguistic), transformational (therapeutic). Formulating and reinforcing supportive beliefs.

Topic 18: Means of achieving the objectives: resources.

Key provisions defining resources. Resourceful and non-resourceful states. Capturing (anchoring) of resourceful states. Internal and external resources. Personality SWOT to extract resources. Conversion of key resources time, money, experience/skills, expertise/knowledge, qualifications, contacts.

Topic 19: Effective interpersonal communication

Emotional connection with the interlocutor, communication goals, structure (facts – interpretations – emotions), different positions of perception of the situation, clear formulation of tasks, effective meeting, evaluation criteria and their alignment, feedback.

Topic 20: Teamwork

Building trust in team members, constructive conflicts as a resource for learning and growth, assuming commitments and responsibilities, standards and accountability of agreements, ownership and overall vision and achievement.