NLP is about effective internal and external communication as well as influencing change in states. That’s why people who are in sales would love NLP selling techniques. Though NLP techniques are generic and can be used in any area of one’s life, many of the methods are very effective when directly applied to sales. That is exactly what successful sales people do, communicate well and influence the customers’ state.
There are so many NLP selling techniques that can help you close the deal that it would take pages and pages of info to get it all in. But we thought that you would like just a few examples of what we teach in our NLP training.
The NLP selling techniques into split into 2 groups; using NLP in what you communicate to the customer and how you communicate it to the customer.
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1. Building rapport
We all know that half of the reason we buy something is because of the quality of the product, while the other half is because we like the person selling it or the service we got while perusing. We are more willing to buy from someone we like than someone we don’t like. So as a salesperson, the first thing you need to do is make your customer like you and you do that by quickly building rapport with them.
NLP allows you to do that with a technique called mirroring and matching. This method simply involves mirroring your customers’ gestures, habits, words that they use, talking style, anything that can be picked up. They will unconsciously pick it up and find themselves liking you more and more. Why? It’s because people like people who are just like them. Mirror and match your customers in an elegant and subtle way. When you do that the person you are mirroring will feel a connection to you because you appear similar to them.
Sound weird? Well, don’t worry about it because we are unconsciously doing it every single day. Studies have shown that couples and long time friends mirror and match each other all the time. They do it naturally and elegantly, like a dance. You sometimes see this with couples who have been together for a while, I bet your thinking of one such couple now!
2. Eliciting values
Not everyone purchases a product for the same reason. Remember you can’t sell a product on why YOU would want it, you need to find out why THEY want it. Find out what is important for them, then use that knowledge as a leverage to get them to purchase the product.
Find out about their values by asking the customers. First ask a series of questions to elicit the values, only then proceed to introduce your product. Here’s an example;
*Start with friendly chatter to break the ice before proceeding to the questions.
Sir, what would you say is most important to you?’Well providing for my family and enjoying our “down time” together.
I see. Is there anything else that you feel is important?To have a house to come home to that looks good and a safe place to raise my family.
Which would you say is more important?Having a safe place for my family to be and feel comfortable, and providing that security for them.
(Now then you tailor the introduction & description of your product to suit his values)
I’m glad you feel that way sir because that is exactly what I and all of us here at (company name) believe as well. We have a process that determines how you can do just that, provide security for you and your family. Blah blah…….(relate the product to his values)
There are so many ways that you can use NLP to sell and become more successful in your job & family. That’s why we offer a course specifically for you and what you need. Your NLP training will be a custom guided class, so give us a call to find out how you can learn NLP with us! (920)465-1277