NLP and sales training techniques
Contemporary sales training has taken a new direction as large companies look to retain staff, increase staff loyalty and increase sales to the end user.
Various trademarked methodologies like SPIN (Situation, Problem, Implication, Need – Payoff) and Helping Clients Succeed focus on creating value for the client as part of a strategic view of the organisation. They involve mechanisms for qualifying opportunities, determining value and organisational assessments. Although these are simple questions to the customer and holding back for service rather than eating the menu too quickly, the corporate world is still learning the value of that rapport.
Where NLP leads the way in business interpersonal skills is this:
Rapport building as a fundamental sales skill. The ability to build bullet proof rapport is key to establishing a smooth link in exchange of critical information. Rapport can significantly reduce the time taken to build trust and credibility, which are key criteria when you are in a critical meeting with a new or perspective client.
So how do you do that? If NLP is being performed adequately, you will see the salesperson holding back, asking questions, getting to know the client before any kind of menu being offered. And the […]