NLP Sales. NLP is a great amplifier for all our sales skills.
One of my first roles was as a retail buyer at B&Q with a £10m budget. I received about 10,000 sales calls and 5000 sales meetings and learnt a lot about sales from a buying perspective.
While a business development manager, marketing and strategy manager in a major £B division at BT I worked across different sales channels, developing programmes to increase revenue and margin.
In my current role as a coach I work with a number of top sales people to help them increase their revenues.
I’ve developed an understanding of how sales and buying work.
This section explores some of the ways to improve revenue and profit. While it’s aimed at coaches selling both to individuals and companies it applies to anyone selling a service.
I’ve taken some of the very best sales approaches currently available as a starting point and then show how we can use NLP to make them more effective.
NLP is particularly good at a) amplifying our skills (particularly related to attitude) b) overcoming blocks and c) modelling great (and less great) performance to transfer what’s learnt.
This is not meant to be a comprehensive guide, but it does give you some key pointers. I recommend the following sales books to compliment this section.
Sometimes it’s improving the really basic stuff that makes the most difference.
Assuming we’ve worked out our basic proposition and have an ideal customer list, we need to be clear about our customers buying cycle and the problems our service solves, and the value it can bring. We can continually refine these. See sub-sections 2 & 3.
We then have to make contact with the appropriate customer decision makers and influencers. We outline a good telephone approach and how to handle objections. See sub-sections 4,5 & 6.
We then want to drive/nudge the sale forward towards a successful close. This involves helping our customer through their buying process. See sub-sections 7 & 8
Value, proposals and negotiation are also important. See sub-section 9
Successful implementation and helping our customers identify the value they’ve received lead to case studies, referrals and testimonials and additional business. See sub-section 10
Thoughts on ‘New Media’. See sub-section 11
And finally how NLP helps. See sub-section 12
The NLP Sales section includes:
- NLP Sales Introduction
- Customers buying cycle
- Questions to identify your initial problem and value statements
- Getting appointments (framework script)
- Handling classic and specific objections when getting appointments
- Handling other objections when getting appointments
- Advancing the sale
- Value, proposals and negotiation
- Implementation, case studies, referrals and testimonials
- New Media
- NLP approaches that make the difference.
Read on to: The customers buying cycle