Mental Toughness – Brain X – APAC SMA

Whether they recognize it or not, Salespeople are competitive athletes. Just like the tennis player who has the best physical skills can lose to a weaker player who is a better competitor, Salespeople can offer the best solution and have the most knowledge and still lose to a Salesperson who has a weaker solution but is a better competitor. Often Salespeople think that they only compete against companies who provide a similar product or service but nothing could be further from the truth.

 

Often the biggest and most frustrating competitors are the forces that maintain the status quo and keep clients from taking any action at all.

 

One of the first things Salespeople learn in these courses is to stop thinking of themselves as employees who have the job of selling.

 

Instead, they learn to embrace the mindset of realizing that they are competitive athletes and their competitive sport, is selling.

 

The material taught in this program comes from the coursework and personal consulting developed by Dr. Robert Neff. Dr. Neff, who is considered to be one of the world’s leading researchers on high performance mental training, has personally coached some of the highest-performing Olympic and professional athletes as well as Salespeople and CEOs.

 

The Coursework:

Course 1: Olympic Level Drive and Focus
Introduction
• Learn why a Salesperson’s success depends on their ability to compete
• Understand the importance of the right mindset
• What is mental toughness?
• Review how mental toughness training can help a Salesperson dramatically improve sales performance
• Grasp how mental toughness training will help a Salesperson in other areas of life

 

Drive
• Understanding the brain’s motivation systems
• Building strong intrinsic motivation
• Learning and implementing a mental toughness method for setting and tracking goals
• Mastering High performance time management

 

Focus
• Sharpen your Mental Skills Training for controlling the distractible mind
• Learn mental toughness methods for maintaining high performance focus under the pressure of a selling presentation
Course 2: Professional Level Performance Under Pressure

Performance

• Understanding the brain functions that affect performance

• Controlling the mental factors that hurt performance

• Learning how to get the brain into a high performance “zone”

• Develop a Salesperson’s own pre-call performance routine

• Develop a Salesperson’s own post-call performance routine to clear their mind and reset their emotions

• Understanding where and when to use “temporary” voice vs. “permanent” voice

Pressure

• Understanding how the brain responds to pressure and anxiety

• Learning how to use mental control strategies that allow Salespeople to thrive under the pressure of high intensity call situations, rejection, and challenging customers

Focus

•Sharpen your Mental Skills Training for controlling the distractible mind

•Learn to control your presentation under the pressure of a fast-paced call center

Course 3: Professional Level Performance Under Pressure

Using Physical Techniques to Affect the Mind

• Learn how to get the calm, focused state of mind using purposeful, progressive breathing

• Learn exercises for connecting the physical state to the emotional state

Mental Imagery

• Understand what visualization is and why is it so important to effective selling

• Learn techniques for increasing the power of mental images

• Use imagery to manage emotions, improve concentration, and enhance confidence

• Use visualization to prepare for interactions with customers

Course 4: Professional Level Performance Under Pressure

Using emotional Intelligence as a Competitive Tool

• Understanding the emotional functions in your customer’s mind that drive selling relationships and decisions

• Mastering mental toughness strategies for controlling the emotional path of the sale

Theory of Mind

• Learn why the Theory of Mind is so important to effective selling

• Practice mental toughness exercises for increasing your Theory of Mind awareness

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Interested in learning more?

Sales Professionals

Sales Managers

How is this course structured?

The Mental Toughness Training program is offered to both Sales Professionals and Sales Managers. Managers who take the courseare given additional training opportunities and when completed with the coursework, receive a certification as an Elite LevelMen-tal Toughness Sales Manager and Coach. Sales professionals who complete the course are given a certification as an Elite Level Mental Toughness Selling Professional.


Salespeople normally complete the course work in a period of four to eight weeks, depending on how much time they spend in training each day. The optimum training schedule is for Salespeople and Sales Managers to spend 15 to 30 minutes early in each work day. This schedule has an effect on the brain that is similar to physical exercise which increases metabolism for several hours after exercise. In this case, Salespeople report an increased level of mental focus and productivity.

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Further information:

How to Register

If you’re interested in registering or wish to enquire further about this certification, please click the button to the right, fill in the form, and we’ll send you all the necessary details.

Sales Professionals

Sales Managers

Key Course Highlights
  • Learn why a Salesperson’s success depends on their ability to compete
  • Understanding the brain’s motivation systems
  • Receive personal online coaching from a Certified Mental Toughness Coach throughout the course
  • Learn how to use mental control strategies that allow Salespeople to thrive under the pressure of high intensity call situations, rejection, and challenging customers
  • Use visualization to prepare for interactions with customers
Tuition Fees

Two courses are available:

Manager Program:

AA-ISP Members: $980

AA-ISP Non-members: $1,080        
       
Salesperson Program
:

AA-ISP Members: $880 

AA-ISP Non-members: $980 

*All amounts quoted are in USD.

Not sure if this is the right certification for you?

Contact us for a free consultation. 

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