You are at the right place
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
Learn how to find time, to create more time
Have you ever wondered what makes successful people achieve success? They plan things in advance, and stick to that plan. They have the discipline to follow through, and have the ability to stay motivated and passionate towards their goals. They manage their time well, and ensure that right amount of time is devoted for important things in life. Their time management skills ensures proper balance in various areas of life, helps them to stay at the top of their game in whatever they do, and to ensure Personal Effectiveness.
Personal Effectiveness and Time management are learnable skills, all you have to do is model right people who exhibit this behavior and follow a routine; Various Personal effectiveness and time management strategies that has been working for many, and it will work for you as well.
If you are committed to reach towards your goals faster, and are looking forward for how to find time to do that. Download my eBook, ‘Personal Effectiveness and Time Management’ by subscribing to my free email newsletter.
You will learn:
1) 12 secrets successful people follow for time management
2) Time Management Worksheet for effectively managing your week
3) Time Management Toolkit – A Blue print for managing time better
4) How to create 14 hours in a week for Personal Growth
Register to download Free eBook
Personal Effectiveness and Time Management