Invigorating Sales With NLP
New Oceans NLP training provides numerous benefits for salespeople. The key areas outlined below enable sales professionals to:
- improve your communication and negotiation skills
- maintain peak performance
- persuade and influence your clients more effectively
and therefore obtain outstanding results in a short period of time.
Rapport is the most important ingredient in any successful business relationship.
Without rapport, your client, colleague or business partner will often feel annoyed,
pressured, mistrusting, not listened to or simply put off.
NLP teaches how to quickly build rapport with anyone to establish a positive
ongoing business relationship, bypassing the first and biggest obstacle faced by
most salespeople. By matching the speed and tone of voice, language structure and
body language used by a client, rapport is built quickly and maintained easily.
Rapport allows the development of trusting, ongoing, win/win relationships.
2. Representational Systems
Of the three major communication styles (based on the Visual, Auditory and
Kinaesthetic representational systems), most people use one style more heavily and
more naturally than the other two. As an NLP-trained salesperson, you’ll be able to
assess which style a client is most comfortable with and adjust your own style to
match it. This produces a profound improvement in communication effectiveness
and the level of rapport with the client.
3. Listening for Meta-Programs and Strategies
NLP teaches a different way of listening to people so that we can really hear what
they are telling us. By discovering a client’s strategies, you can determine how a
sale or business transaction needs to be structured for them to feel comfortable
about proceeding. For example: their buying strategy, decision-making strategy and
convincer strategy will tell you things such as whether they buy impulsively or
require a certain number of conversations before they are ready to buy.
Salespeople who lack NLP training often make the mistake of instinctively using a
sales approach to suit their own buying strategy, which may be very different to their
client’s buying strategy.
Being able to detect a client’s meta-programs means that you can present them with
sales information in the best way for them. E.g. a predominantly visual person would
need to see the information in written form or a visual presentation, while a
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predominantly kinaesthetic person would benefit most from a hands-on trial or testdrive.
You can also discover a client’s frames of reference to better understand their
decision-making process. For example, a client with an external frame of reference
will probably need to talk to a satisfied client or talk their decision over with someone
else. If a client has an internal frame of reference, you’ll be able to detect this and
know that they won’t need to consult a third party to make their decision, because
they trust their own judgement.
4. Values /Outcomes/Motivation
Using NLP techniques, you can elicit a client’s values (what’s important to them) and
then link your product or service back to these values. This is the single most
important step that convinces a person to agree or buy. This approach is also highly
effective in non-sales negotiations.
People are motivated in different ways and by different things. The two main ways
we are motivated are: “towards” a goal or result that we want to achieve (e.g.
winning an award, earning a bonus) … “away from” a situation or thing we don’t
want (e.g. having no money, losing our job)
Having our motivations out of balance will lead to inconsistent performance: peaks
and troughs in sales results. New Oceans NLP provides a number of skills to assess
and adjust motivations in order to produce better and more consistent sales results.
With NLP you can uncover the hidden beliefs that salespeople have, some of which
may be sabotaging their results and success (e.g. “the market is down and it’s
affecting everyone in this business”, “no one will ever buy from me”, “cold calling
never works”). Powerful belief change techniques enable salespeople to replace
such limiting beliefs with positive, empowering ones that will deliver an immediate,
measurable increase in sales results.
As they replace their limiting beliefs, salespeople become much more positive and
motivated towards their goals.
6. State Management
Any successful person in business or sales will confirm that they must be in an
empowered, positive, resourceful state to achieve their goals. NLP teaches us how
to identify and access the most resourceful states easily, so that the process is
almost automatic. This will greatly reduce the number of “bad days” you experience
and fast-track your success.