We are all selling something every day of our lives whether it is an idea or convincing a friend to come over for dinner. Most people don't see themselves as salespeople and yet they are!
You might wonder what the connection is with Neuro Linguistic Programming (NLP) and Selling. Since its inception in the late 70’s NLP rose to the attention of people in sales, as the direct applications have a major impact on sales results and therefore long term performance.
Curious? Well, high performing salespeople know NLP selling techniques intuitively. They know to stay when a client is really interested and walk away when they are not. Without realising this art of selling technique that they inherently have trained within them, they apply these confidently.
How does NLP help salespeople like this? By showing them in the form of formal models what they are doing and how they are doing it, so they are able to replicate the same over and over again. This makes them top performers. So an NLP for Selling course is for everyone!
This is why many organisations who bring in NLP to their people always start with the salesforce first. Improving sales is at the heart of business generation and proves to clients that NLP does work.
Let’s have a look at some of these Selling techniques and how they impact sales:
Rapport Building
I teach this skill of building rapport in every NLP course I conduct as it is the most fundamental skill to have in life. For NLP in successful selling I say you can sell ice to an Eskimo if you are in deep rapport. Your client feels comfortable and will not resist your suggestions.
Listening Intently
When you learn NLP for Selling, I highlight the need to observe non-verbal cues. What is your client doing as he speaks to you. Saying yes he will buy your product and shaking his head? That tells me he is not interested compared the client who is nodding in affirmation.
Matching Language
A very powerful tool in communication, language highlights the part of your brain that is being used at the time. If a client is very visual and accessing pictures in their mind they will speak in pictorial language. Paying attention to language used by a client could win you the deal!
Negotiating Effectively
Paying attention to content chunk size of language that is being used while communicating, is a selling technique that is fundamental. If a client is speaking in big picture language an important response would be to reply in the same content chunk size.
Softeners
In giving your client some time to think and process what you are delivering it is very valuable to use softeners like “I am wondering if…” When you learn how to use NLP in successful selling for better results, it is these small gems of resources that make a big difference.
Client Motivation
Eliciting the purpose and what is important to the client is important as it helps to feed the buying strategy back to the client’s mind. In my NLP course I share how understanding the clients’ values are important, to be able to deliver on this level of service for instance.
The best part about NLP in successful selling is that a team manager is able to train his team members once he has attended an NLP course. Working with self first then translating it to others is a hallmark of this modality.
It is also powerful because these selling techniques work with the unconscious mind and once integrated into your psyche and daily life, do not require any conscious intervention. There is no need to repeat or memorise the learning or anything to that effect. Once the pattern is scratched, the record can't be played again.
The difference between an organisation that has conducted NLP for selling courses and one that has not is hugely obvious. Once the level of employees’ awareness heightens there is no turning back.
The organisation stands to gain from deeper employee engagement which then leads to high levels of motivation and exponential growth in bottom line results.
I often say to clients “you are leaving money on the table when it could be in your profit and loss account” See the money spent as an investment rather than an expense for the results you achieve when more business comes through the door is multiple fold and the trend just continues.
Some listen and some don't. The choice is over to you.
About Sylvia Fernandes
Sylvia is Founder, CEO & Master Trainer at VIA Frontiers Pte Ltd. She trained with many of the best in NLP including the co-founders John Grinder & Richard Bandler. Certified by 4 NLP organizations as a Trainer Sylvia reviewed many NLP organizations to see how they deliver the body of knowledge. She created her own description and today her focus is mainly on consulting and training to individuals and in the corporate world. With applications like mindset change, aligning cultures, building leadership teams and establishing corporate coaching infrastructures, Sylvia has a unique offering merging her past corporate experience of more than 20 years with NLP today.
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