NLP and Selling – How To Achieve Better Sales Relationships
It has long been accepted that “people buy people – not things”. If that is so, then
do you want to be able to build the strongest possible selling relationships? We’ll
show you how.
Values, Positioning & Selling
When you apply NLP in selling you will increase your customer satisfaction
rating and your repeat business. The approach enables you to ensure that you
match your products or services to your customer’s precise needs… …and ensure
that your customer is aware of how carefully you are attending to their needs!
By doing this you are positioning yourself differently in
the mind of your customer. You’re no longer just another ‘rep’ or even a
salesperson. In their mind you become ‘someone to be consulted‘ and
a valuable resource rather than a nuisance-to-be-tolerated.
< Pie in the sky? Unrealistic? Not so…
Customers respect salespeople who respect them.. . …and the
converse applies, too.
Who do you prefer to buy from? The pushy salesperson who talks at you or
the person who takes the time to discover your needs and then helps you find the
best match for these? Not a difficult choice, is it?
It takes a little longer to sell this way. And a little more care. And a
greater respect for your customer. And quite a bit more skill.
Yet it is not difficult to apply. NLP selling methods work equally well for
retail sales as for international salespeople selling high-ticket products and
services. Because customers don’t like to be sold to – they like to buy.
And the key difference is in how you treat them…
First they must buy you!
Experienced sales people know that customers are unlikely to buy your
product or service or idea if they don’t like you. First your customer must ‘buy’
you - only then will they consider ‘buying’ your product or service or
idea. NLP based selling is so powerful that, even where you are at a price or a
‘technical specifications’ disadvantage, you can often get the order if your
relationship with your customer is right!
‘Relationship Selling’
When we ‘model’ or extract the key ingredients of successful selling
strategies in order to apply NLP in selling we find there are two key parts of the
process:
The Task : to ensure that the customer recognises
the
value for them in your product or service or idea – and buys. Most sales training
courses and books on selling cater for this side of selling.
The Relationship : this is either ignored or given
minimal attention by most books, gurus, and training courses. Which partly explains
how tough a field selling has become – salespeople are inadequately equipped to
deal with an increasingly sophisticated, better informed and more demanding
customer base.
So sales people have begun looking for ways of becoming more skilful
at being ‘customer friendly’! Instead of simply becoming friendlier with their
customers!
Yet so many sales people hate selling. They actually fear their customers.
Because they see it as a numbers’ game instead of a people game!
When we model good sales people we find they actually like people. And
people pick this up and, if the product and terms are right, they
become customers!
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Want to improve your Sales Performance? if you are a Sales Manager who
wants your team to perform better, increase your Direct Sales or Channel
Sales revenues and make your sales more profitable, Robert Neely can help
you.
If you are in sales and you want more confdence, better personal
management skills, better relationships with your prospects and clients – and
relationships mean sales – then I can help you.
See how here: http://www.andoverconsulting.co.uk
