Top 5 Reasons Why Sales People Need to Master NLP Sales Strategies
If you are a sales person who is driven to make that significant leap in your career, then you must have tried several techniques to produce your sales targets. You might even have attended trainings to hone your skills in navigating the competitive world of sales. It comes with your line of work because it constantly demands that you be up-to-speed with the strategies that can help increase your revenue. Creativity, a unrelenting drive, and cognizance of what your clients want are key attributes that you can hone through NLP.
Why don’t you try to understand or learn the thought processes of your clients to be more responsive to their needs? Expand your cognitive capacity. Instead of mainly using your conscious awareness as most people do, you need to tap into your subconscious mind. By doing so, you can become nine times more powerful and convincing.
This is where Neuro-Linguistic Programming (NLP) comes in. It is a study or discipline which analyzes an individuals’ perceptions of the world with the goal of making people more successful. NLP emphasizes both verbal and non-verbal communication. It encompasses the three most influential components involved in producing human experience: neurology, language, and programming. The neurological system regulates how our bodies function, language determines how we communicate with other people, and our programming determines the kinds of models of the world we create. NLP describes the fundamental dynamics between mind (neuro) and language (linguistic) and how their interplay affects our body and behaviour (programming).
NLP is like a user’s manual for the brain. It is a set of tools and techniques, but it is so much more than that. Richard Bandler and John Grinder developed this highly effective cognitive method to reprogram the subconscious to tap and develop human potential into human excellence.
In school, we did not learn much about how to intentionally feel good, change our state easily, improve the impact of our communication, or to have great relationships which are some of the essential skills in sales.
What Can NLP Do?
1. It can help you in building rapport
NLP teaches you how to quickly build rapport with anyone to establish a positive ongoing business relationship, bypassing the first and biggest obstacle faced by most salespeople. The practitioner tunes into the person by matching their physical behaviours to improve communication and response through empathy. 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. It provides you with a guide on how to effectively communicate
Of the three major communication styles (based on the Visual, Auditory and Kinesthetic representational systems), most people use one style more heavily and more naturally than the other two. As an NLP-trained salesperson, you will be able to assess which style a client is most comfortable in and adjust your own style to match it. This produces a profound improvement in communication effectiveness and the level of rapport with the client.
NLP also helps in allowing you to articulate effectively what you offer to your ideal customers, how they can benefit, and how you are better than your competition.
3. It teaches you how to read your client’s buying strategies
NLP teaches a different way of listening to people so that we can really hear what they are telling us. By understanding a client’s manner of communication, you can determine how a sale or business transaction needs to be structured for them to feel comfortable about proceeding. Being able to detect a client’s meta-programs means that you can present to them relevant sales information in the most effective manner for them
NLP also allows you to 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 previous 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.
NLP helps you in prospecting, qualifying potential clients, establishing value, handling objections, moving the sale forward (including closing), helping clients implement and achieve value, testimonials, case studies and referrals.
4. NLP will help you understand what your clients truly value
NLP techniques allows you to delve deeper and know a client vale 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.
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 away from a situation or thing we do not want. Losing motivation will lead to inconsistent performance.
5. It will break your self-limitations
Powerful belief-transforming techniques enable salespeople to replace limiting views 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.
Any successful person in business or sales will confirm that they must be in an empowered, positive, resourceful state to achieve their goals.
NLP skills are valuable for gaining a better understanding of your prospect and for helping you to be more persuasive and influential with anyone anywhere. This is true with any communication medium – through mail, on the phone, face-to-face, or in a group presentation.
All of us react to situations and make judgments at a subconscious level. Salespeople would do well to increase their skills in non-verbal communication and in perceiving people’s presuppositions. This is the strength and advantage of using NLP — it amplifies your sales skills.
Learn how to elevate your skill in Sales using NLP to clinch those deals. Join us in one of Jacky Lim’s NLP Sharing Sessions to learn how NLP tools and strategies can help you breakthrough in the field of selling and marketing. Call us now or simply fill out our inquiry form to book the seat reserved just for you!