We find out how ‘neurolinguistic programming’ works. In our first lesson, we’ll consider the main principles, structure and stages of NLP in sales. We’ll also provide you with an informative diagram about the impact of NLP on people. Then, once you begin to implement the ideas described in this lesson, you’ll embark on a sustained development path of developing yourself as a salesperson. This lesson will be the main stay of your training, because the stability of the entire structure depends on a correctly laid foundation.
Let's talk paint a picture of the archetypally good salesperson should be, and then outline an action plan to get as close to this image as possible. A significant part of the lesson is devoted to goal setting, because setting the right goals means you are developing your skills in the correct way. Furthermore, the self-motivation and conflict resolution techniques presented in this lesson will help you prepare you for your future successful communication with clients. In the final part of this lesson, you’ll receive a memo elucidating the qualities of the ideal sales manager.
In Lesson 3, we learn about the direct application of neurolinguistic programming on your clients. Establishing a trusting relationship with them will help the technique of ‘adjustment,’ which is to imitate the behaviour of the interlocutor. This lesson gives you detailed instructions on how to use this technique throughout an entire conversation. You’ll learn how to identify the leader of the representative system of the interlocutor and learn the technique of motivation ‘aspiration-avoidance.’’
A person receives most of their information through non-verbal signals - gestures, poses, facial expressions and so on... This lesson is entirely devoted to the non-verbal ‘tuning,’ ‘adjustment’ with potential customers, and then copying their ‘body language.’ Therefore, in order to get the most out of the situation, it’s necessary to influence the client using this technique. By starting to apply verbal and non-verbal techniques together, you can literally manage your clients, and manipulate them to your whims. Additionally, in the lesson you’ll find a table of gestures where we decipher their meaning.
By this point, you’re already become an NLP practitioner. Let's talk about who you’ll be using your new found skills on. Each client has its own personality type, needs and interests that need to be guided. So how do you determine what drives another person? Well, with the aid of the techniques we learnt from the lesson, you’ll know what motivates others, and even have a window into their minds and what they are thinking. Thanks to the NLP S.C.O.R.E. model, you’ll learn how to translate your product’s description into a language that the customer understands. Additionally, Milton’s model will allow you to influence the subconscious of the interlocutor.
Sometimes, there’s no time for a thorough ‘adjustment’ (‘tuning’) and ‘elaboration’ of a potential customer. In such situations you’ll be helped by the quick sales techniques we’ll teach you in this lesson. You’ll also learn about the ‘anchor’ technique which is used immediately before the sale, and how to successfully apply it your life. We’ll supplement this with our useful visual aid.
The NLP S.C.O.R.E model is an easy-to-use coaching and problem-solving model that anyone can use to solve problems more effectively and with regular use, the NLP practitioner will develop a powerfu, appreciative and solution-focused frame of mind.
Even if you’ve done everything perfectly, some customers will still find arguments against the deal. Don’t be afraid of this because the expression of doubt indicates a potential buyer's interest: all that remains is to persuade them to buy. Working with objections is the subject of this lesson. Having studied it, you’ll learn the most frequent reasons for customers' refusal to buy, and some effective methods to correct the situation. The best technique to solve this problem in NLP is called ‘reframing.’ We’ll teach you about that too. The training is accompanied by a visual scheme for your use.
Completing the sale in the right way means that you maximise the chances of repeat custom. Consequently, our NLP training would be incomplete without telling you exactly how to ‘close’ the sale and seal the deal, so we’ll look at the and most effective methods for doing it. Business isn’t a place for negative emotions. Therefore, we’ll give you a few top tips on how to keep as cool as a cucumber and maintain your self-control even in very stressful situations. We’ll also talk about the more common mistakes made by NLP practitioners, teach you how to use presuppositions correctly, and give you guidance on congruency.