Dubai, UAE -- (SBWIRE) -- 02/21/2013 -- Selling has never been an easy job, and selling today is becoming even more and more difficult. The offers are unlimited, clients are overwhelmed by advertising online and offline, and—most importantly—consumers and clients are progressively more aware of their needs and have become extremely ego-centric.

To operate successfully in such scenarios, sales professionals must learn to understand how their clients make decisions, process information, perceive reality, and interact with the world. In other words, sales professionals must be able to understand the "operating system" in their clients' brains.

Neuro Linguistic Programming (NLP) the behavioral and communication discipline, has named such operating systems metaprograms.

Carlo Pignataro, a NLP and NHR Master Practitioner , sales trainer and communication coach in Dubai who works for large national and international organizations such as AW Rostamani, Al Jaber, Luxottica, and many others, explains the process this way:

"When you are able to understand how your client processes information, selling becomes an easy process. During my sales training courses in Dubai and GCC, I teach sales professionals how to understand if, for example, their clients are matchers or mismatchers. There is a big difference between the two, and a very different approach should be taken with them. Matchers are people who tend to find similarities; they need to be presented goods and services in a positive way, so that they can agree with you. On the other hand, a mismatcher is an individual who instinctively looks for differences."

Talking about his sales training courses in Dubai, he adds:

"Mismatchers are people who might contradict you as the two of you are saying exactly the same thing. They don't do it on purpose, neither are they bad people; it's just the way their brains work. They need to make a point, to find a difference, and start their sentences with the word 'no.' Mismatchers base their decisions on their ability to find flaws, weaknesses, and defects in every situation, and, should you hire them, they are perfect for analytical positions, as quality insurance managers or even as doctors (a doctor must find what is going wrong with our bodies).

Dealing with a client who is a mismatcher requires a complete revision of all the normal sales strategies. In general, a good sales approach is to address a client positively, asking set questions, and highlighting the pros of each product or service offered. Such an approach doesn't work with a mismatcher."

If sales professionals want to go the extra mile in their career and provide their clients with an extraordinary experience, they should know - and understand- at least the following seven metaprograms well:

1. Toward or Away
2. External or Internal Frame of Reference
3. Sorting by Self or Sorting by Others
4. Matcher or Mismatcher
5. Convincer Strategy
6. Possibility vs. Necessity
7. Independent, Cooperative, and Proximity Working Styles

Identifying these metaprograms in clients will tell a lot about them and, more specifically, will help identify the right strategy to use when presenting products or services.

For example, people with an internal frame of reference (the second metaprogram in the above list) make their decisions based mostly on their instinct and gut feeling. They trust their own judgment and are willing to take risks. When selling to such people, you don't have to bring too many facts, figures, references, or reviews; instead, sales professionals should listen to them and let them chose what to do. In contrast, people with an external frame of reference base their decisions on external facts and opinions. Before they buy, they want to see reviews of products, a list of clients, referrals, facts, and figures.

"In my advanced sales training programs," says Carlo Pignataro, "metaprograms play an important role, and many top managers of leading companies are realizing every day that their clients deserve to be finally deeply understood. They realize that by giving their sales associates the tools to create a tailored communication strategy with every client, not just sales performances dramatically increase but clients' satisfaction and loyalty too."

About Selling Skills Empowerment
Carlo Pignataro and Selling Skills Empowerment hold corporate sales training courses, public speaking and presentation techniques training courses, leadership, and charisma training courses in Dubai, the GCC, and internationally.

For info and booking visit http://www.sellingskillsempowerment.com

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Dubai, UAE -- (SBWIRE) -- 10/11/2012 -- Dubai is the international capital of shopping, trade and commerce; thousands of sales are made every second, generating an enormous amount of revenue.

Millions of people are involved in this process and whether they are aware of it or not, it makes them performers. Performers whether in business, art or sports all have one thing in common and that is the need for constant training and coaching in order to reach consistent peak results.

Carlo Pignataro, sales expert and coach with over 15 years experience in the consumer & luxury goods sector in Europe, the Middle East, Asia and South America, has created a training programme designed to empower the selling skills of each participant through an innovative mix of techniques, new concepts, exercises and real life examples.

Working with global premium brands and companies like Gucci, Luxottica, Damiani, Al Tayer Group, De Beers, Swarovski, Al Jaber, National Bond Corporation,Marcolin, Fiera Vicenza, Reed Exibitions , AW Rostamani and many others, Carlo has learned that the secret of success in sales is determination, consistency and uncompromised quality of service.

"I coach sales people the same way a football or basketball coach would with his team: I create a vivid image of success in their mind, I give them exercises to perform and I push their limits to show them how far they can go with sales," Carlo says.

In fact Carlo believes unlike many other careers, a career in sales is mainly based on performance and the market is always very eager to reward sales champions.

In a market that changes at the speed of light, sales people must possess the ability to always collect new and fresh information and must have a deep understanding of human behaviour in order to anticipate their clients' needs.

Its Carlo's belief that Sales Champions know that sales is a ever changing process and that success is achieved by their determination to grow and interpret market signals; they focus on providing added value to their customers and never settle for an average business experience.

Carlo explains:

"Global companies like Luxottica have understood that effectively training their sales teams is an investment that pays back in terms of reputation, clients' loyalty and, of course, business growth."

Carlo's advanced course Selling Skills Empowerment training Dubai, takes place on November 7th and 8th, 2012.

The course is two full days with over 16 hours of training and focuses on active listening, methodologies to understand clients' needs and collect strategic information about them, techniques to close deals and build client's loyalty, language patterns to engage listeners, body language, problem solving and more.

The course is addressed to sales professional in Retail, , Financial services, Real estate, Automotive, FMCG and luxury goods, Personal and corporate services, Insurance, Tourism & Hospitality, B2b & wholesale, and Advertising & Media.

About Carlo Pignataro
Carlo Pignataro has over 15 years experience in the international luxury and consumer goods sector working as a manager, consultant, business coach and keynote speaker.

A natural entertainer, vocal coach, NLP (Neuro Linguistic Programming) master practitioner, NHR (Neuro Hypnotic Repatterning) master practitioner, Carlo Pignataro runs courses on sales techniques, personal branding, charisma & communication and public speaking throughout the world and can be found as a key note speaker at major international trade shows and corporate events. Training in Dubai has become one of Carlo's favourite locations.

For more information about the course visit: http://www.sellingskillsempowerment.com/advanced-sales-course/

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Dubai, UAE -- (SBWIRE) -- 09/09/2012 -- October 5th, 2011 was the day when the whole world mourned the death of the contemporary, controversial genius-entrepreneur, Mr. Steve Jobs.

Since then, millions of words have been written about his contribution to the computing and media industries, the impact his products have on consumer's daily lives, and his multi-faceted personality.

Steve Jobs wasn't an easy man to deal with. His desire for perfection wouldn't let him compromise on any detail, and hundreds of engineers experienced the utmost humiliation when they couldn't deliver what he expected.

This led to his legendary reputation as one of the toughest CEOs in the world.

Not everybody knows, however, that Jobs applied the same severity to his private life, to the extent that he even spent months deciding which washing machine would better suit his family's needs.

Entrepreneurs, managers and professionals at all levels and from every industry are avidly reading his biographies trying to learn and model his leadership style; and while they focus on his managerial skills, many are overlooking the incredible impact Steve Jobs made on the corporate keynote world.

Apple Keynotes were literally "rock shows" with thousands of fans camping outside the venue days in advance to see Jobs onstage introducing the next revolutionary product.

And Jobs never underachieved; he always impressed his fans and turned them into Apple evangelists!

He was a master of creating plots and engaging stories where a villain (be it IBM, Microsoft, smart phones other than the iPhone) was trying to "affect our lives" and only Apple, with its liberating products, could save us from a predictable disaster.

Jobs was also very skilful at creating catch-phrases (long before Twitter made its appearance) that the press could report word by word. On January 9, 2007 at the MACWORLD in San Francisco, Jobs introduced the iPhone saying: "Apple is going to reinvent the phone". The press just loved it and jumped on it. They didn't need to create their own powerful headline – they could just use his.When googled today that search returns 3.160.000 results.

Carlo Pignataro has analyzed Steve Jobs' speeches and presentations to identify the common denominators that made them so great. Carlo has compared his style to the style of other world class speakers like John Kennedy, Barack Obama, Anthony Robbins, Jim Rohn, Daniel Pink, Ken Robinson and many others and always found the same common elements.

Passion, engagement, the ability to create images in the listeners' mind and the ability to tell stories rather than give cold presentations are just a few of them. Moreover, Carlo has identified the use of language patterns that – far from any industry jargon – appeal to a majority of people, touching their unconscious mind.

Corporate presentation guru Nancy Duarte (the lady behind Al Gore's An Inconvenient Truth) explains that to reach Steve Jobs's level of perfection in a presentation, one needs to invest up to 90 hours of preparation for every hour of speech.

It has taken Carlo Pignataro two years, hundreds of corporate keynotes and training (given), dozens of international training sessions (attended), hours and hours spent watching and analysing videos and all his background in international business and as an NLP (Neuro Linguistic Programming) master practitioner and NHR (Neuro Hypnotic Repatterning) to put together the course Learn Steve Jobs's Public Speaking Techniques with NLP.

3 days, 21 hours of tutoring where the participants will have the chance to learn the techniques that Steve Jobs used to seduce his audience, bringing them into his "distorted reality field".

The course is interactive and challenging; each and every participant will have to give presentations in front of fellow attendees – and in front of a camera – and learn how to give and take feedback.

The Public Speaking Course training Dubai, on September 23rd, 24th and 25th, 2012.

Only 10 seats are available.

For info and booking visit http://www.sellingskillsempowerment.com or call : + 971 4 455 8708

About Carlo Pignataro
Carlo Pignataro has over 15 years experience in the international luxury and consumer goods sector working as a manager, consultant, business coach and keynote speaker.

He has worked in Europe, the Middle East, Asia and South America. Carlo has held international business development positions in Gucci and Damiani and has been responsible for the multi-brand jewellery retail operation of Al Tayer Group throughout the Gulf Region.

As a business coach, strategic consultant, lecturer, and Associate Partner of TJF Group, Carlo has worked for companies such as: Giorgio Armani, Swarovski, De Beers, Luxottica, Pandora, Fossil,World Gold Council, Marcolin, National Bonds Corporation, Al Ghurair, Fiera Vicenza, IJL, IBGM, Amberif and many others.

A natural entertainer, vocal coach, NLP (Neuro Linguistic Programming) master practitioner, NHR (Neuro Hypnotic Repatterning) master practitioner, Carlo Pignataro runs courses on sales techniques, personal branding, charisma & communication and public speaking throughout the world and can be found as a key note speaker at major international trade shows and corporate events. Training in Dubai has become one of Carlo's favourite locations.

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm