What makes top sales performers crush quotas? The answer is CONSISTENCY! They know what they are doing and they repeat their performance over and over again.
I came to realise this when I began my adventure with Neuro Linguistic Programming (NLP). An epistemology (knowing how we know what we know), this field sat at the very heart of high performance.
Observing human behaviour at its best and worst, Grinder and Bandler (co-founders of NLP) put together models that resulted in positive behaviour change. Unlike other fields of high performance, NLP worked outside the content of a person’s experience, working totally with context, process and structure.
Consulting in organisations, I watched sales performers crush quotas. Modelling their genius for the rest of the team, I broke this down further into bite-sized pieces that were transferable to others in the sales team.
Whether it is not asking for the sale or the inability to handle objections, these are identified and rectified for each salesperson in the team. Replicating this across the entire sales team, strengthens sales strategies that increase revenue for the company. Another bang for your buck!
2. Effective Goal Setting
Business success boils down to how people in an organisation plan, operate and perform. While goal setting may be deemed as elementary, it is fundamental to success.
It depends on how people who work there think and behave. When each individual’s outcome is aligned with the organisation’s goals, results become more consistent.
A big point here that sets NLP goal setting apart from the rest is to set goals then install them in the unconscious. Most often goals come in faster than anticipated. An NLP training boosts salespeople’s confidence, morale and motivation that translates into higher bottom line results.
3. Behavioural Flexibility
When trained to have heightened awareness of peoples’ behaviours, a top salesperson will pick up hints from potential clients. The sharpened antenna of a top salesperson like this will know how to dovetail into whatever that’s needed to achieve his individual goals.
Watching eye movements and physiology gives enormous signals as to whether the client is in a relaxed or heightened state. Listening for tonality is also another opportunity to not only pick up signals but match them too.
So many benefits in doing an NLP for sales course where these elementary tools are taught and discussed at length.
In some organisations I have worked with, heightened performance whether in sales or other channels of business, reveals itself in a matter of a few months. We are stronger together than alone. The power of team takes over and the exponential curve achieved is not only exciting but rewarding.
Customising an NLP for selling course specifically for the sales department allows for an obvious impact first hand. Taking performance to the next level – this is how top salespeople crush their quotas.
Sylvia is a qualified Neuro Linguistic Programming (NLP) Master Trainer. She started her business in Sydney and is now based in Singapore.