NLP in Successful Selling

How Is NLP Useful in Successful Selling?

If there is a group of people outside psychotherapy who know about NLP for Selling, it is salesmen. 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, always start with their salesforce. 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:

1. Building Rapport
   I teach the 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.
2. 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!
3. 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.
4. Negotiating Effectively
   A selling technique that is always a winner is paying attention to the size of a language chunk that is being used while communicating. If a client is speaking in big picture language an important response would be to reply in the same content chunk size.
5. 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.
6. 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.

This is just the tip of the iceberg as 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.

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.

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.

Sylvia Fernandes is the Founder & CEO of VIA Frontiers. She is a Master Trainer of NLP who is specialised in corporate applications. She started her business in Sydney in 2002 and has been operating in the Asia Pacific Region ever since. She is currently based in Singapore. She is also the author of Bye Bye Black Cat -- Turn Your Luck Around and Realise Opportunities. Visit VIA Frontiers for more information.