PT - Live Simulations
After you've taken the Persuasion Technology™ program with JSRI this is a fair question. In Persuasion Technology participants become acquainted with the NLP™ model of behavioral communication as well as the Satisfaction Cycle™ model of solution based relationship selling. This approach to complex, conceptual sales is a proprietary application developed by JSRI for major-sales professionals. Now it's time to learn more about the subtleties of utilization and develop your mastery of the models in real-time within a controlled practice environment. This is exactly what "Persuasion Technology - Live Simulations™" will allow you to do.
Persuasion Technology - Live Simulations is a monitored live simulation application experience built around actual utilization of the material covered in Persuasion Technology. In a group of 8-12 participants you will work with 4-5 trainers who will prepare a live sales simulation and coach you through each phase of the actual sale in real-time over 3 days. The participants will be divided into two teams of no more than 6 participants each who will represent competing sales organizations during the simulation. The lead trainer will organize the simulation and oversee it over the 3 days running, each team will then be assigned one trainer as a full time facilitator/coach over the entire course of the program and the remaining two trainers will present themselves as the "client company's" representative decision makers regarding a simulated case study within your industry. Trainers familiar with the particulars of the case as well as the Persuasion Technology™ program material will represent the "client company."
Day 1 - will set-up the case and prepare the material that will be in use over the following two days. The NLP and Satisfaction Cycle models will be reviewed and a presentation developed around the case material. Each team of participants will be introduced to their assigned trainer for the simulation.
During Days Two and Three the competing sales teams will have equal opportunities to meet with the "client company" to elicit the required information to prepare a sale and make sale's presentations.
Day 2 - will be spent interviewing the client company and gathering information about their requirements and expectations. Each interview session will be video taped. After each interview with the "client company" the team will meet with their assigned trainer and review the meeting, noting both their strengths and where they can and must improve. In addition to the interviews with the client company the teams will develop and refine their sales strategies. At the end of Day Two the teams will meet with their trainers and review the videotapes of the interviews.
Day 3 - will be spent preparing and presenting their sale to the client company's representatives. After reviewing the information gathered regarding the substance of the sale as well as the personalities of the decision makers the teams will prepare their presentations. Each team will present twice each to the client company in a two-phase presentation model. After each presentation the teams will meet with their assigned facilitator/coach and review the presentation. At the end of the presentations the client company will award the winning team with a contract for the sale. After the contract has been awarded there will be a debriefing of the teams and a review by the trainers.
During the whole of the simulation as well as at it's conclusion each team will receive personal feedback regarding its performance and will also be given guidance in what to focus on to improve in the succeeding rounds of the simulation. In addition to the team feedback each individual participant can expect both personal feedback and a review of their individual performance as well. As with the team each individual will also be given personal recommendations for improvement.
This program is extremely intense and participants should expect to put the whole of their attention on it over the entire three days it runs. The days are typically long and intensive.
Over the three days there will be over 21 hours of actual time spent inside the simulation. There will be appropriate breaks for meals and refreshment, however the overall pace is quite high. There will also be both individual and group assignments outside of the simulation. The intention of this program is to run a full-scale, live, real-time sales event over the three day simulation with numerous and repeated opportunities to practice the material covered. By the end of these three days you will know you have put in a tremendous effort and earned a tremendous reward in terms of learning and skills.
Persuasion Technology - Live Simulations is only available to those individuals who have previously attended and completed a Persuasion Technology training program. If you should have any questions or comments feel free to contact us.