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NLP means Business

For Business Leadership, Development and Personal Excellence
Charles Faulkner

One Day Seminar in Applied NLP

12 Mistakes Consultants Make and How to Avoid Them!

With Charles Faulkner


What every independent contractor should know, but didn't know to ask! From the initial contracting to ongoing client relations to closing an account there are unwritten rules. Learn from a top consultant who has made all of the mistakes - and survived - and then thrived.

Mistake Number 1:

Believing that what the client says they want is what they really want or need.

A potential client says they don't want or need what you are offering. STOP!  How do they know this? Most companies are just like individuals. They want what their friends want. They fall for fads, like shiny new things, and want to fit in. And this means what they want usually has very little to do with what would really grow their business.  Often, they don't know.

In this course, you will learn to apply your NLP where it counts - with client management. What questions to ask,  when to ask them, and what to do when a potential client says, "We don't want or need your services."

Mistake Number 2:

Doing what the client says they want.

Business, like many other enterprises, is a regulated activity. This means people can not always speak their minds. It might be for legal reasons, etiquette, or other factors, including that they might not know what they want. (See 1)  Part of your job is to figure out if what the client says what they want you to do is or is not what they really want you to do.

In this course, you will learn to establish your clients' unconscious signals so you know what is expected of you and what you need to do instead of what they say they want you to do.

Mistake Number 3:

Accepting the client's "we'll know it when we see it" metrics and measures,

(or the difference between making the sale and contracting the deliverable).

You've made the pitch, and they say like what you have to offer. Now, what exactly did you offer? Which part of it did they responded to? In NLP terms, this is the difference between matching criteria and fulfilling criteria equivalences. Now, you need to find out what will fulfill their criteria. Your offer is identified with you. So you need to be in on setting the standards by which you will be measured. Client usually do not know how to do this. Often, they are so fearful of a lack of results that they will try to dissuade you from doing it as well. This lack of measurement may relieve you of some efforts, but it means you are at the mercy of your clients' mood.

In this course, you will learn how to make the setting of metrics and measures part of your value added and how it can contribute to your overall consulting success. 

Mistake Number 4:

Allowing your project to be "segmented just for budgeting purposes"

Each executive has sign-off power up to a certain amount of money, then it goes to the next. It is important that you close an executive who can sign-off in full on your proposal.

In this course you will learn how to determine your champion's sign-off level, as well as respectfully "sell up" to the next level in a way that enhances him or her.

Mistake Number 5:

Accepting the company's standard fees, terms and contracts.

In the first meeting, potential clients will ask you your fees. Their large legal departments will tell you that "nothing could change their minds" about their contracts - which include clauses that transfer your intellectual property to them, or reserve subjects you have not published on to them, or limit what other clients you can work with.

In this course, you will learn to resist answering these questions before you know what you are contracting to do for them. You will learn to think in terms of "value pricing." That is, charging by how much what you offer will affect their bottom line.


Come on the course for answers and to find out the other 7 mistakes and how to avoid them!


Who should attend?

This course is for consultants – both internal and external - and anyone who is ever selling their services into businesses.

Date: 12 June 2008

Fees: £175 (plus VAT)

To Book click here

To download details (pdf)

Click here for further information on  in-house business training

Charles Faulkner is an internationally-renowned key developer in the field of NLP. His personal modelling of financial market wizards has featured in books and journals — most recently Trend Following.

In-house NLP solutions to organisations.

For more information on NLP means Business seminars please email , call 0870 7744 321 or visit

Let us design and develop your business solutions for results-focused action using the latest in NLP technology.

Download the PDF


"It is a pleasure to wholeheartedly endorse Judith Lowe and her training"
Robert Dilts

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