NLP Sales. NLP is a great amplifier for sales skills.
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 you can use NLP to make them more effective.
My sales experience.
One of my first roles was as a retail buyer at B&Q with a £10m budget. Through thousands of sales calls and sales meetings, I learnt a lot about sales from a buying perspective. Later, as a business development, marketing and strategy manager in a £billion division at BT, I worked across different sales channels, developing programmes to increase revenue and margin. And now, as an executive coach and mentor, I work with top sales people to help them increase their revenues.
I understand well how sales and buying work.
Introduction to the NLP Sales section.
NLP is particularly good for:
- amplifying your skills (particularly related to attitude),
- overcoming blocks, and
- 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 complement this section.
Sometimes just improving the basic stuff makes the most difference.
Assuming you’ve worked out your basic proposition and have an ideal customer list, you need to be clear about your customers’ buying cycle, the problems your service solves, and the value it can bring. You can continually refine these. See sub-sections 2 & 3.
You then have to make contact with the appropriate customer decision makers and influencers. We outline a good telephone approach and how to handle objections in sub-sections 4, 5 & 6.
You then want to drive/nudge the sale forward towards a successful close. This involves helping your 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 your customers identify the value they’ve received will lead to case studies, referrals and testimonials and additional business. See sub-section 10.
Thoughts on the impact of ‘New Media’ and how to use it. See sub-section 11.
And finally how NLP helps. See sub-section 12.
NLP Sales section index
Please note we appreciate there are many successful approaches to tackling points 1-12. We’ve added what works for us as a starting point. Please feel free to develop them so that they work for you.
- 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