by Dr. Kim Redman
as published in SNAPD Aurora
It never ceases to amaze me, or maybe it is really to surprise, how readily we seem to accept the ability of NLP communication techniques to better shape our personal life interactions while at the same time we are hesitant to apply them into our work environments. Just this week I was again asked “…if they could use the NLP tools in work?” Since communication, negotiation, and sales are some of the common foundations for these tools I thought I’d address this question here.
So from me to you…
Can you use NLP for sales and is there a way to make it less ‘slimy’?
Yes. As I have written previously Neuro Linguistic Programming (NLP) is the communication tool that allows us to put our message in another persons model of the world. As 40% of the population is visual, and 40% of the population is kinesthetic or hands on, and 20% of the population is auditory, and we tend to only speak in our own system it is very helpful to literally be able to translate through all systems with all people. The short answer is this: if you need to speak to other human beings for a living these are some of the most helpful and powerful skill sets available on the planet today.
So how can they assist us in making sales a service?
As we tell our graduates, sales is slimy when you are attempting to twist a customer’s needs to fit your product or service. In NLP we teach a model that allows us to conversationally find out why a customer is really purchasing something and what needs that service or product will fill in their lives. Then we can assess whether or not we can meet those needs. If we can meet their needs it allows us to do so in a way that is more direct and more fulfilling for the customer. It literally turns sales into service.
Since 93% of our communication is non-verbal, integrity is one of the keys to selling. Your ‘vibe’ or intention is projected 24/7. Make it about the customer and your customers’ needs and that will project too. Integrity is in and of itself a powerful sales tool.
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