NLP for Sales people

The Five Step Sales Process

The workshop starts with a review of the 5 step sales process which for many will be a revision. However the aim of the NLP Sales Training programme is to examine our thinking, attitudes and state of mind at every stage. We will then revisit this in detail later in the programme.

1. Establish Rapport
2. Ask Questions
3. Find Need
4. Link Need with Product or Service
5. Close Ask for the Order

Achieving Success

In the past happiness and positivity was seen as a result of success. Recent research (Martin Seligman, 2004) demonstrates that positivity and happiness are a strong driving force which enables positive results. Having an expectancy of a sale prior to the meeting and a clear focus on what we want is essential. For that reason we introduce those concepts at the start of the NLP Sales Training programme.

Choosing your State

We have all heard about positive mental attitude and do our best sometimes events can bring us down. Well you can learn to break that strategy now at our NLP Sales Training course! Here we explore some of the latest studies from the new science of positive psychology, which provides a new set of tools to make it easier to do habitually. People who are positive have a ‘can do’ attitude which transmits to colleagues and customers. Key themes include:

• The impact on ourselves and others of positive uplifting language which immediately impacts on how our customers feel.
• Filters in the brain, what we allow in and what our customers allow in and how to maximise our message.
• How we represent external events in our brain forming our ‘reality’ which impacts on our self belief.
• How we can influence our customer’s state and get a positive buy in.

Using Emotional and Social Intelligence

Emotional and Social Intelligence is a relatively new concept. NLP Sales Training teaches you to recognise your own state and emotions and control them. This is very powerful resulting in more mental energy and less stress, all of which can be focused on getting the outcome we want.

Social intelligence teaches how we can impact on our customers and colleagues more effectively by using our neural WiFi to build deep rapport.

Personal Responsibility – Cause and Effect

Reasons or Results! It’s about taking personal responsibility for our thinking and actions and not blaming others. It is important to really listen to our own language and catch ourselves giving Reasons why we can’t have or do something.

Taking personal responsibility can also be described as living in the Cause box of life as opposed to the Effects box.

However we have a Choice! You can decide to live in the Cause box and watch what happens to your results.

Having Self Belief

No one ever makes a sale unless they believe they can and believe in themselves.

Removal of any limiting beliefs – moving the sales teams from away from failure i.e. what they don’t want such as low figures, to what they want, excellent figures. This will show you how to focus on the future and deliver on targets.

Lack of belief is the only reason we limit our goals. It is what can hold us back. Several hundred years ago we believed that the earth was flat! Until Roger Banister broke the 4-minute mile it was seen as physically impossible, now athletes are approaching 3 minutes. We only set the bar as high as we ‘believe’ it to be achievable.

We will identify where sales people have limiting beliefs and put a plan in place to change them. We will start the process off by identifying their career values...

Career Values

We will elicit the career values of the delegates in order of their hierarchy. If money appears low down on the list we may challenge that. We then work out if they are motivated ‘Towards’ or ‘Away’ from i.e. motivated towards success or away from poor results! The latter often indicates an area where the delegate lacks a bit of self-belief. We can then discuss in confidence which order their values are in and if required make a value more important.

The same goes for beliefs. If required we can work with individuals on their core beliefs to enhance performance.

Setting Goals-Keys to an Achievable Outcome. Focused goal setting is a process. We will teach delegates how to set a goal and achieve it.

Building Rapport

Building rapport is step one in the 5 Step Sales Process. Here we will learn how to build and maintain rapport either with a challenging customer who is facing difficulties and also with new clients.

People buy from people they like. We like people like us! We will revisit the basics of rapport and introduce some newer material.

We will use several techniques to aid rapport building. These include;

• Building rapport naturally.
• Understanding our main sensory representational system and that of our clients. This will include eye patterns and language.
• Use of appropriate levels of language to match the customer’s level of detail.
• Recognising and using key phrases to build rapport.
• Recognising changes in physiology to detect doubt in buyer’s mind.
• Matching methods.

Buying Strategy

How would you like to understand the mental steps your customer goes through before making a buying decision? Useful?

Learn how to elicit peoples buying strategies and therefore match them to ensure a ‘win win’. We all have ‘buying strategies’ whether it’s buying a suit, car or copier. If we can match the customer we will ‘tap into’ them and they will get a good feeling about this and are more likely to buy.

Delegates will learn how to elicit each other’s buying strategies by observing eye patterns and language. They can then elicit the buying strategies of their clients and ‘feed’ them back to them in their meetings and written communication. This is highly advanced material and only usually taught on our NLP Practitioner programme.

Negotiating and Influencing

We will teach you how to communicate with people at all levels. Failure to do this breaks rapport. Conscious use of language is a must when dealing with people. We will teach you how to use appropriate language in order to open and close a deal and manage relationships. For example the use of language to seek agreement by chunking up client to their highest intention. Understanding language and matching the ‘level’ of chunking used by a client. I.e. not using detail if they are talking about solutions!

Cognitive Reframing

Reframing puts us back in the ‘Cause’ box especially the case when dealing with challenging situations and in the normal sales situation.

Reframing situations and outcomes to retain a positive state. There are no unresourceful people only unresourceful states!

Using Appreciative Inquiry to Develop Solutions

Appreciative Inquiry focuses on solutions. Firstly we appreciate what we have been brilliant at then we select some topics of choice from the delegates and we use these to ignite a passion in reaching a positive solution.

Measures

We suggest you measure ROI prior to and after the workshops. This could feature:

• Call Rate
• Meeting Rate
• Increase in Business