Introduction to powerful sales using NLP
The important thing to note is that professional and successful sales people are not born, they are developed. The pushy 'gift of the gab' salesperson is now becoming a thing of the past, and one that is rejected or avoided by clients and customers. So this is for the new breed of professional sales person, who wants to sell in a way that makes people buy their products or services effortlessly and with enthusiasm, so that they continue to buy more - again and again - and recommend you again and again.
Values, positioning & selling
When you apply NLP in selling you will dramatically increase your client/customer satisfaction rating and your repeat business. The approach enables you to ensure that you match your products or services to your clients precise needs even though they may not be obvious to you or in fact the client...
...and ensure that your client is aware of how carefully you are attending to their needs!
By doing this, you are positioning yourself differently in the mind of your client/customer. You are no longer just another 'rep' or even a salesperson. In their mind you become 'someone-to-be-consulted' and a 'valuable resource' rather than a 'nuisance-to-be-tolerated'.
Pie in the sky? Unrealistic? Not so...
Clients/customers respect salespeople who respect them...
...and the converse applies, too.
Who do you prefer to buy from? The pushy salesperson who talks at you, or the person who takes the time to discover your needs and then helps you find the best match for these? Not a difficult choice, is it?
It takes a little longer to sell this way and requires a little more care, greater respect for your client, and quite a bit more skill - but the best thing is that when you use our methods they become effortless and seamless for you and the client.
Yet it is not difficult to apply. NLP selling methods work equally well for retail sales as for international salespeople selling high-ticket products and services, because clients/customers don't like to be sold - they like to buy.
And the key difference is in how you treat them...
First they must buy you!
Experienced sales people know that clients/customers are unlikely to buy your product or service or idea if they don't like you. (Unless, of course, you are fortunate in being in a sellers' market, even then how much you can command is relative to some level how much they like you.)
First your client/customer must 'buy' you - only then will they consider 'buying' your product or service or idea. NLP in selling is so powerful that even when you are at a price or a technical specification disadvantage, you can often get the order if your relationship with your client/customer is right!
'Relationship Selling'
When we 'model' or extract the key ingredients of successful selling strategies in order to apply NLP in selling we find there are two chunks to the process:
The task: to ensure that the client/customer recognises the value for them in your product or service or idea - and buys. Most sales training courses and books on selling cater for this side of selling.
The relationship: this is either ignored or given minimal attention by most books, gurus and training courses - which partly explains how tough a field selling has become. Salespeople are inadequately equipped to deal with an increasingly sophisticated, better informed and more demanding client/customer base.
Sales people have therefore begun looking for ways of becoming more skilful at being 'client/customer friendly'! Instead of simply becoming friendlier with their clients or customers.
Yet so many sales people hate selling. They actually fear their clients/client/customers. Because they see it as a numbers' game instead of a people business.
When we model good sales people we have generally found a number of consistencies, one of them is that find they actually like people. People quickly pick this up and, when you display demonstrate your product or service in the right way for your client they become clients or customers effortlessly.
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