Trying to convince someone to buy your product or service is more than just about putting in the basics of persuasion. Persuasion encompasses a variety of communication and trust-building skills to bring people around to your way of thinking. Learning how to convince people in sales starts with, on a very simple level, building a relationship with that person. Starting a relationship with somebody who doesn’t believe they need your product or service is tough, and this is where some of the following tactics and techniques can ensure that you build that relationship.
Part 1 of this series can be found HERE: Unleash Your Communication Superhero and Boost Your Sales Naturally
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
~ Maya Angelou
“Every effective sales person knows that a script will only take you so far. Every parent or boss knows that you can’t argue people into commitment. Every leader knows the power of conviction and authenticity.”
~ Chandell Labbozzetta
More than Words - The Secret of Convincing Others Every Time You Speak
Mindset has become the new sales buzz word for a reason: we now have the tools to measure the impact a person’s emotional state has on those around them and we can see what happens to participants when you walk into a sales meeting believing that you won’t make the sale.
In 2008, Alex Pentland published a book Honest Signals: How They Shape Our World based on his studies in non-verbal communications at MIT. While there have been other books on similar topics, this is the first publication to rely on brain technology and other tools to objectively measure these signals. He and his team measured the effect of that mysterious quality known as ‘charisma’ – a synthesis of mindset and comportment and discovered that they were able to make direct correlations between the depth and quality of the non-verbal signals people unconsciously emit and their results in:
- Closing sales
- Attracting grants and other funding
- Getting buy-in for plans and ideas from colleagues, connections, and crowds.
There are two incredibly exciting implications of this research that apply to anyone who thinks of themselves as a leader (for whom sales is the #1 skill) or a sales professional:
- Every human being who chooses to do so can learn to amplify and project the kind of positive energy (charisma) that creates sales; and
- AI cannot project emotion in ways that humans connect with – even if they mimic emotional intonations and use the right words.
Emotional Quotient - Charisma - Mindset… The Secret of Creating Powerful Personal Connection
I’m not a big fan of buzzwords. They carry too many loaded (and often inaccurate) connotations although they can also provide a useful shorthand for complex ideas. However, the first two of these words (Emotional Quotient – Charisma) are usually used as a statement of a fixed attribute: you either have them or you don’t. This means that they are used to assess candidates for leadership or sales as a threshold, rather than as a skill that can be learned and expanded.
That’s like saying, “I’m bad at maths so I’ll never learn to count.” Or “I’m not built to run a marathon.” I bet that even Mozart struggled to play a tune the first time he sat down at the piano.
In my book, Confident Closing: Sales secrets that grew a business by 400% in six months and how they can work for you! I tell the story about the sales team I was assigned to transform and how a diverse group of ‘sales failures’ learned to create powerful personal connections and deliver sensational results. What I don’t mention in the book is that the exercise wasn’t actually a last-ditch effort to salvage a failing team… it was a calculated plan to lay off those team members as non-performers and to return the business to the 1980’s style pressure sales techniques preferred by the Head of Sales. I knew before I took the role that these talented people struggled to connect, but I believed that I could solve their problem – and I proved my point.
Recognising Bad Vibes - Learn How to Use Humour, Assertiveness and Empathy to Direct Difficult Conversations
You can’t always predict when a conversation that should have been straightforward will become unexpectedly tense and difficult – and even when you know a conversation will be challenging you can’t accurately discern all the twists it may take in advance. That’s why you need to develop your ability to read the body language, energetic field, and tone changes of your companions as well as their words.
If you are following a script – or AI prompts, – you may avoid the awkward silence that comes when your offer is rejected or deflected and you don’t know what to say next, but you will also lose the opportunity to discover what is really happening in your prospect’s life. Not only will that leave people feeling neutral or negative towards you, but it also eliminates the ability to scope out opportunities and initiate future conversations. There is no denying that AI is powerful and that it has many valid applications – BUT the best way to future-proof your life and career is to focus on creativity, emotion, and the skills that make humans human.
The Power of Attention in a Distracted World - Whether You are Selling Ideas, Leadership, or Products & Services Human Response Can Save the Day
The day may come when machines take over the earth and nothing human has any further value, but that is still a long way off. For the foreseeable future, there is no substitute for skilled human connection. The problem is that the fascination and safety of our electronic devices and communications has done a great deal of damage to our ability to read and respond to other people. While the sales and communication skills we teach at Life Puzzle are based on Neuro-Linguistic Programming (NLP), we are not merely teaching a system or a set of scripts. We equip our clients with the ability to amplify their human skills and to accurately observe and respond to prospects in ways that build trust, liking, and confidence based on authentic communication.
If you’d like to learn more about amplifying your human superpowers and becoming an expert in active listening skills, join our email list and get semi-weekly emails with communication skills as well as regular updates on upcoming courses and events so you can become a communication superhero.
*Remember to check out Part 1 of this series HERE: Unleash Your Communication Superhero and Boost Your Sales Naturally
“There is enough pain and difficulty in most people’s lives. When you offer them a pleasurable escape and then deliver what you promised you will have a customer for life… The second part of that statement is what builds your reputation and relationship.”
~ Chandell Labbozzetta
Are you ready to take your business and relationships to new heights?
If so, then you need to hone your communication and relationship-building skills so that you can have more effective conversations and make lasting connections. STOP making excuses about your ability to communicate, be memorable, and make sales. Everyone can learn these powerful communication skills that will not only make you more influential but will also enrich every area of your life.
WARNING: Don’t Promise What You Can’t Deliver!
Sales and salespeople have a lousy reputation.
What negative images and impressions do you have around sales?
What adjectives do you mentally associate with sales?
Common examples include: used car sales people, real estate agents, MLM recruiters. Common adjectives include: sleazy, pushy, lying, deceptive…
As a sales trainer and the founder of Life Puzzle, a sales and personal development company, I often hear these negative stereotypes offered as reasons why people don’t want to participate in sales training. “I want to be authentic and genuine,” people will say – or… “I don’t want to force people into a decision.”
I agree wholeheartedly.
IF… you don’t believe that your product or service can:
- Deliver what you promise,
- Solve the problem that is keeping your prospect in pain, and
- Offer a valuable return on their investment,
THEN… Find something that does. Don’t promise what you can’t deliver. Ever!
So… Now that I’ve delivered that warning, let’s talk about the key to effective sales and persuasion (which is the bigger context of sales) => Communication Skills
Discover Your Superpower - Identify Your Communication Strengths and Weaknesses
Good teachers start with an inventory of their students’ individual strengths and weaknesses even if they’re teaching a class. It doesn’t matter what skill you are talking about, this is a fundamental tool for helping your students make observable progress and it applies to communication skills as much as to anything else.
One of the things I look for in any trainers that I add to my team is an ongoing learning habit because that makes them better teachers. You see, habitual learners find creative ways to identify their own strengths and weaknesses and that enables them to identify them in others and give specific targeted feedback and analysis. This is especially important in communication because – for most people – their problem isn’t “communication” as a whole, it is specific parts of the communication process that they find challenging – for some it’s attention or focus; for others it might be body language or eye-contact skills; for others, it’s the words they choose.
Once you understand your own specific strengths and weaknesses in communication, you can take steps to enhance your strengths and overcome your weaknesses – and for most people that takes personal attention which is why people struggle to progress when they just buy a book or a course that doesn’t provide personalised feedback.
Put on Your Cape and Mask - Become an Expert in Body Language and Active Listening Skills
Just 7% of communication consists of the words used. The rest of your communication is non-verbal. That doesn’t make your choice of words UNimportant – but it doesn’t mean that you have more to work on than just your words if you want to enhance your communication skills.
I remember one student who couldn’t work out why people felt uncomfortable talking to him. Within minutes we identified the problem: he was making too much eye-contact and invariably people he talked to would break off the conversation as quickly as possible because it looked like he was trying to stare them out or hypnotise them. He had heard about making eye-contact and over-developed the habit. He didn’t break it at once, especially if he was interested and engaged in conversation, but as he became better at reading body language and active listening he was more attuned to his conversation partner and learned to read the signals.
Today, he uses eye contact appropriately to communicate focused attention, but he’s quick to perceive if others are feeling threatened and to adjust his technique appropriately.
Fundamentals of Communication SuperPowers
In Part 2, we’ll look at the communication strategies required to tackle difficult conversations, handle conflict, manage collaboration, and build strong durable relationships with colleagues and customers, but it all starts with a growing understanding of your communication strengths and weaknesses and your ability to read other people’s responses.
If sales is the #1 life skill, then confident and congruent communication is the heart of any successful sale – especially if it’s complex and your prospects might be confused about their options and alternatives.
One of the most frequent comments we get at Life Puzzle when we speak or conduct trainings is from people who think they are sales-allergic. We’ll hear things like, “I have never attended a course that had so many applications to my life outside work.” Especially during multi-day trainings we’ll hear accounts of the wonderful conversation they had with their spouse and how they resolved a long-standing dilemma (as well as the surprise sale they closed)… But my favourite story was the woman who arrived for Day 2 of her workplace training absolutely beaming: after five years of marriage, she had used her newfound skills to totally disarm her mother-in-law and get her to cook a delicious dinner rather than complaining about her daughter-in-law’s food.
Join our email list and get semi-weekly emails with communication skills as well as regular updates on upcoming courses and events so you can become a communication superhero.
“Quality is never an accident. It is always the result of intelligent effort.”
~ John Ruskin
The Quality of Your Sales Training Affects Your Bottom Line
I was talking to a regional sales manager a few weeks ago about our sales training program and he told me the following story…
Like most growing companies, we invest in our sales teams consistently because we know that when our sales representatives are encouraged and successful our whole company flourishes. Last year we hired a well-known sales training company to deliver a 12-month program for us. It was an expensive contract, but we anticipated at least a 3X gain. Three months into the contract we noticed that our sales numbers had slumped and morale was slipping. Things got worse from there! It turned out that this well-known sales training company was doing 5 things that nearly destroyed the sales team in a very short space of time.
Sales Training Killer #1: An Ineffective System (or No System At All)
A sales system doesn’t have to complex, but you do need a system and it must be effective. Your sales system has three main purposes:
- Guide activity and ensure that sales representatives focus on the key products and prospects;
- Easy to use so that your people don’t resist the system and follow their own ways instead;
- Show real time results so that sales representatives can see what is working (or not working) and get feedback and guidance to change outcomes.
You might think that this is a no-brainer and that every sales training program would teach an appropriate, workable system, but that’s (unfortunately) not true.
Sales Training Killer #2: No Feedback Loop or Negative Feedback Loop
Again, this should be a no-brainer: every coach gives a steady stream of targeted feedback designed to improve performance and acknowledge positive efforts and results and effective sales trainers use the same methods. Sadly, this is uncommon and so people leave training sessions without any clear indication of whether they are implementing their new skills properly or not.
Sometimes, you’ll hear people say, “that doesn’t work” when what they really mean is, “I never learned that right and discovered years later that I’d completely misunderstood the concept or tool.”
Sales Training Killer #3: Boring Basics
The fundamentals of sales are exactly that… Fundamental skills that enhance your results. A great sales training program helps every participant to go deeper into those fundamentals and should give individuals a sense of momentum. After all, every day, every sales encounter (whether it’s successful or not) is a chance to learn and grow.
Michael Jordan practiced free throws every single day, long after he could score a shot while looking in a completely different direction. He used to say that he was still learning more about himself ands body every day. Successful sales training demands the same level of focused awareness as you tune into what is happening in your mental, physical, and emotional state rather than mechanically going through the motions.
Sales Training Killer #4: Focusing on Irrelevant Details
Details matter in sales… Until they don’t. Some sales training programs will zoom in on situational details that may or may not be relevant rather than focusing on the principles that drive your thinking in different situations.
Contrary to popular belief there is no single presentation style or script that will work for every person. As a sales trainer, especially when delivering an in-house program, poor programs focus on irrelevant specifics which leave sales personnel insecure and poorly equipped to handle a change in the product, a new objection, or merely a client with a different personality.
Sales Training Killer #5: Assume the Sale
You must go into every sales encounter with curiosity about your prospect and a genuine desire to determine whether your product is a good fit in terms of outcomes and budget. Yes, you need a positive attitude, but you also need to be ready to acknowledge that you might not have the best solution for them.
When you always assume the sale, discovering that your product/service does not fit their needs feels like a failure and that is discouraging. Effective sales training inculcates a positive curiosity and openness that generally leaves both sides feeling positive even if no sale occurs.
Marks of Successful Sales Training Programs
Identify sales trainers who focus on creative sales training techniques and train the principles of self-awareness, authentic communication, and open curiosity as well as proven systems that are easy to use and appropriately designed.
Expect an effective custom-designed training program to be designed around a 12-month series of modules so there is time to build skills and understanding. I’ve seen three-month accelerator programs deliver great results and then the company says we’ve got what we wanted so we won’t sign up for the next phase – this is a false economy. Every time that has happened results have stalled.
So all I can say is…
REMEMBER: sales are the lifeblood of your company. Don’t skimp on your training but keep your sales force sharp.
“Actions speak louder than words!
As a sales person, your best metric of success is sales, not praise.”
~ Chandell Labbozzetta
How Do You Persuade in Sales?
Give People a Reason to Listen
One of the most important things any potential customer will be thinking when you approach them is whether they should give you the time of day or not. Giving them a reason why they should give you their hard-earned time is the first step because if you do not provide clarity on how your message connects with your potential customer, you will never get to tell them why they should invest those few seconds.
Show Them Why They Can Trust You
You’ve got to show them that you care about their needs first, and when you get their attention, showing them you care involves understanding them. In the sales process, you have to first listen and show the commonalities based on their pain points and how you can take them in the right direction. Once you show them you care, you’ve got to highlight your credibility and how you are an expert, because this will give your customers a reason to trust you.
Practice NLP Techniques
Using Neuro-Linguistic Programming (NLP) techniques can be very helpful when trying to persuade people in sales. These techniques involve using verbal language and body language to influence the way someone perceives an offer or product. NLP can be used to increase the credibility of your message, as well as build rapport with a potential customer.
How Do You Talk in Sales?
When it comes to delivering a sales pitch, you need to get to grips with the matter of how you talk. If you’ve obtained their trust, now is when you have to focus on the process of the things you say and how you say them. When it comes to how you talk and deliver your amazing sales pitch, you must consider the following:
Do Not Just Think About the Words
You need to communicate enthusiasm and confidence, and this is down to how you present yourself. According to the 7-38-55 Rule, 7% of all communication is done through the words you speak, but the remainder comes from your body language and your facial expressions. This is why you must pay particular attention to how you say something. You should imagine that you are communicating with someone that doesn’t understand what you are saying, because this will give you an insight into those times when just your tone of voice and visual cues can stimulate a working relationship. Open and honest body language and tone of voice will make people want to listen.
Consider Your Mindset
One shortcut to appearing enthusiastic is to be enthusiastic. You may have seen sales reps or public speakers get into the zone by practising talking, standing up, or getting into a certain frame of mind. When they do this, it goes straight to the core of who they are, to the point where they are not playing a role but are instead embodying a certain behaviour. You need to put yourself in that emotional state before delivering your pitch. Some people do this by exercising, and others practice visualisation, but the reality is that you should do what works for you.
Prepare for Objections
Rather than following the natural ebb and flow of a conversation, you need to rehearse every possible permutation, including any form of objection. Selling to somebody is about providing helpful solutions to their problems, but if this individual prospect is putting up barriers throughout every part of the conversation, you need to prepare for the most common objections. These can include:
- Avoiding eye contact.
- Defensive body language.
- Cutting you off mid-sentence.
When you identify the most common objections and prepare solutions to them, you must rehearse them to the point that they become second nature.
How Do You Sound Convincing in Sales?
The notion of being convincing in sales is not about an “us versus them” approach. Rather than thinking that you need to go into battle, some of the most important psychological tricks include the following:
Mirroring the Tonality of the Prospects
When cold calling potential customers, mirroring is an excellent technique to overcome barriers, where you mimic the customer behaviour by adopting their body language, speech patterns, and attitude. It is something that humans do to connect with each subconsciously. If you become in tune with your language, pattern of speaking, and tone of voice, mirroring your prospects will help build rapport more quicker.
Use Specific Terms
We have talked about how you say things, but it’s also important that you understand the impact of specific words. There are commonly used words that are red flags in a sales pitch. For example, “should” and “would” point people towards “yes” and “no” answers. When you ask questions, you should start with who, what, where, when, why, or how, as this will open the conversation.
Avoid Complicated Language
You may attempt to stimulate the fear of missing out on your potential customer, which may persuade them to buy your product or service in fear of losing out on an opportunity. However, it can make the salesperson feel like they need to mythologise the product more and start using unnecessarily complicated terms. You should know your product inside and out, and while you may feel the temptation to describe a variety of technical features, this can make things too complex, resulting in a subconscious barrier. Keep the language simple to the point where you could explain it to a 5-year-old.
Be Genuine
Rather than thinking about the sales, if you convince yourself that you want to help the other person rather than yourself, this builds trust and stops you from being pushy, resulting in a greater sense of rapport, and will very likely result in more receptive follow-up calls.
Consider Sales Training, Courses, or Programs.
Sales training can provide you with additional techniques to help you learn how to convince people to buy in sales. The goal of these programs is to train or certify individuals on the basics of selling and persuading.
When it comes to the sales process, many people are of the opinion that to entice future prospects, you must be full of bluff and bluster. The reality is that even if you don’t think you are selling, you are still selling something, which is why these tactics can help provide a comprehensive framework, resulting in an amazing sales pitch that helps you build that all-important notion of customer trust with new or current customers.
“When it comes to making sales… The simple truth is that we do business with people we like. That’s why relationship building in sales is so important.”
~ Chandell Labbozzetta
When you’re trying to build your business and make sales, it can be difficult to come across as genuine and friendly. You don’t want to seem fake; you just want people to see the value in what you sell. That’s why I believe it’s important to work from the inside out and build relationships rather than rely on tricks and techniques. Your prospects have a BS antenna, just like you do. Luckily, there are plenty of Neuro-Linguistic Programming (NLP) and communication tools to make building relationships in sales an integral part of your personality instead of a conscious facade. Read on for six simple ways you can work on building relationships to make more sales by being more self-assured and authentic.
Be a Confident Sales Person
Many people find it difficult to be confident salespeople or they don’t know how to convey confidence in themselves and their sales abilities to others. They can come across as over-assertive or pushy and that is never a good look.
The challenge is to communicate genuine confidence, not the fake kind. You can boost your confidence by thinking positively, doing a little exercise, and practicing to make yourself feel better.
The problem is that positive thinking takes will-power, and sometimes we’d rather just drift along. That’s where a specific NLP technique can get you back on track and keep you from getting down when things aren’t going your way, and it also helps you stay enthusiastic when things are going well. Even if you don’t understand NLP, here’s a habit that anyone can develop:
- Write down three things you are good at as a sales person – (your notes app on your phone is a great place to do this)
- Also write down three things you are not so good at.
Every time negative thoughts start to pop into your head, add to both these lists by writing down another three things you are good at and three things you are not so good at.
Over time, you’ll collect a robust list in both of these areas. That way, instead of worrying about the things you cannot control, you’ll be focused on the things you can control. Here are a few more tips that can help boost your sales:
Speak from Your Core Values
If you want to make meaningful connections with people, you have to speak from your core values. When you do this, people feel a stronger connection with you, are more likely to value your products and services, and want to get to know you.
A great way to boost the number of people who understand and appreciate your core values, is to start by telling your story in a more personal way. This doesn’t mean that you spend hours talking about yourself, though – that will just make people think that you are self-absorbed. Instead, find a simple way to connect your story to your core values using metaphors and analogies.
Your team members should also speak about their core values – and hopefully they share your esteem for the business you all work in. It’s ok to acknowledge that your product or service doesn’t suit everyone – in fact, that’s a great way to frame your questions and dig deeply for information about the person you are talking to. If you ask the right questions, just about everyone (except for undercover ASIO agents) likes talking about themselves.
Show Yourself and Your Team in Real Life
One of the best ways to convey your core values and build relationships in sales is through non-business-life examples.
We all know that people have a life outside their work, and when you can communicate that you often find unexpected links and connections with your prospects. I’m a keen golfer and as long as I don’t talk about it too much with people who have no interest in golf, it’s a great way of developing a relationship with people who share my interest.
It’s the same for your team members. Encourage them to engage with prospects appropriately and build rapport via non-business interests in pets, hobbies, etc. You should always remember that everyone has a human side no matter what their role in the company.
Stay Flexible and Adaptable
One of the core principles of Neuro-Linguistic Programming (NLP) is that “The person with the most flexibility controls the conversation.” In sales, it’s your responsibility to make adjustments to the conversation and offer so that you highlight the factor that whoever you’re speaking to is most concerned about.
It’s important that you don’t let these adjustments lead to you losing control of the sale and letting your prospect dictate the terms of the sales and delivery. If you aren’t getting the results you want, you and your team should gather information and discuss it carefully. Businesses need to adapt to market conditions, competitors, and prospects’ needs and you should be prepared for this kind of adjustment.
This is also true when you’re having a conversation. Just because you’d planned to spend more time discussing a particular benefit of your product, if you realise that your prospect has not interest, then move on and find the point of pain where they are really interested. If the point you wanted to make was critical to their buying decision, you can circle back to it later using a lateral chunk.
Help People Feel Good About Themselves
If you want to build lasting relationships in sales with prospects and clients so that you keep doors open for further deals, then you’ll need to make a concerted effort to boost the amount of time you spend helping others get what they want. Zig Ziglar used to say, “You can get anything you want in life if you spend enough time helping others get what they want.”
That is an important principle to keep in mind. Figure out what your prospect wants and find a way to position your product or service so that it helps them achieve that. It doesn’t have to take a lot of time, but it will not only help others, but it also helps you feel good about yourself.
NLP Can Help You Build Better Relationships in Sales
There’s probably a reason why NLP didn’t become a formal discipline until the 1950s. It’s most likely connected to the fact that up until the early twentieth century people lived a lot closer to each other and were far less mobile.
That meant that you already knew most of the things you had in common with the people you did business with, and you didn’t need to work so hard to build trust. The chances are that others already knew you from school, family, and church settings, and that you had had plenty of opportunities to develop your communication and conversation skills over time.
It’s different now, which is why people who want to excel try to enhance their understanding of how people think, act, and react… And why NLP tools and techniques are important to help us build relationships in sales.
At Life Puzzle, we are proud to offer the best NLP courses in Australia. Our courses are guaranteed to improve your or your team’s sales skills as we offer a mix of both theoretical and practical NLP sales training. Our NLP courses are designed to provide you with all the tools and techniques you need to be a successful salesperson.
We cover everything from understanding the psychology behind why people buy, to learning how to build rapport and connect with people in a practical way. Our NLP courses are suitable for both beginners and experienced salespeople as we offer a range of courses that cater to all levels. If you are looking for NLP training in Australia, then contact us today to find out more about our NLP courses.
“What differentiates effective sellers from wannabes today is their ability to listen to others, think laterally, and bring fresh ideas and angles to the problems their prospects are facing.”
~ Chandell Labbozzetta
When you think of the concept of Neuro-Linguistic Programming (NLP) sales training, its very title tells you that it’s about the relationship between our brain and our language. It’s actually a twentieth century formalisation of the communication and persuasion tools that leaders and change-makers have used and documented for millennia – tools that were embedded into the education systems of Egypt, China, Greece, and Rome. That systemisation makes the concepts easier to grasp and implement.
Given this background, it is not surprising that NLP is one of the favoured tools of sales trainers all over the world – and that influencers and salespeople use its techniques even when they don’t name them as such but, here are some surprising benefits of NLP training our clients have experienced…
Benefit #1: NLP Sales Training Increases Confidence in All Areas
Professor Dumbledore told Harry that “magic leaves clues” – and so does confidence.
The clues to confidence include a measurable improvement in success in whatever venture you’re engaged in – especially in sales results. This confidence that NLP sales training generates acts like a rolling stone: the more genuine confidence you project, the more sales you close.
Benefit #2: NLP Sales Training Improves Resilience
How do you respond to –
- Negative feedback?
- Bad news of any kind?
- Failure?
- Trauma?
Some people quit.
Some people just go through the motions.
Some people are driven to learn from their experience and to work harder and smarter until they succeed.
The difference is your level of resilience that enables you to keep getting back up, applying the lessons you have learned, and refusing to give up because you are committed to the outcome you are aiming for. NLP sales training can help improve your resilience which in turn will make you a more efficient salesperson.
Benefit #3: NLP Sales Training Enhances Creativity
I will never forget the first time I was introduced to Quantum Linguistics – one of the most powerful tools for both problem-solving and creativity.
I watched my trainer draw out truly unique and powerful solutions to problems that participants had been wrestling with for months, just by asking the right questions appropriately… And I determined to master that skill myself.
I was surprised and disappointed to learn that most NLP trainers don’t use this technique because “it’s too hard to teach” – I’ve never had that problem with my students or clients. The enhanced creativity that NLP sales training can provide is truly priceless.
Benefit #4: NLP Sales Training Nurtures Relationships
Given that NLP is mostly about communication, observation, and listening, it should come as no surprise that NLP sales training nurtures relationships, but it really does surprise people when they discover after a few training sessions that both their work and personal relationships are growing deeper.
In the same way that confused buyers don’t buy, confused (or confusing) communicators don’t have many close relationships.
Benefit #5: NLP Sales Training Develops Self-Awareness
We improve our results and our relationships largely by working on ourselves.
BUT… In order to change ourselves we first need to acknowledge and define the problem we are trying to solve. The beauty of NLP sales training is that it provides us with tools to do this in a non-threatening way and then enables us to identify current strategies and replace them with more positive ones.
Benefit #6: NLP Sales Training Creates Prosperity
This should come as no surprise after the previous 5 benefits I’ve outlined but I want to spend a few minutes here anyway. Like ‘success’ and ‘happiness’, everyone has their own definition of what prosperity means to them, so everyone’s life can look quite different and they can all call themselves ‘prosperous’.
I happen to think that it’s important to feel that you are prosperous – even if you are regularly shifting the goalposts on your definition of success as you reach one level… and the next… and the next.
Just think about it… If you are
- Confident
- Resilient
- Creative
- Relatable
- Self-aware
… Then how can you NOT be prosperous? And NLP sales training helps create prosperity in all of these areas.
“For every complex problem there is an answer that is clear, simple, and wrong.”
~H.L. Mencken
Businesses Large & Small are Doubling their Investment in Sales Training with NLP Sales Techniques
Businesses getting their team trained in NLP sales techniques is a strategically proactive move designed to ensure that they have the deal flow and cash flow to expand as the economy tightens and new opportunities present. It’s a well-established fact that investment in sales training is one of the biggest drivers of resilience during economic turbulence, which is great news for sales training organisations.
The questions I have for you are:
- Will you be left behind?
- Are you getting the sales training you really need?
Many organisations keep offering their sales teams (and these days everyone from receptionists to account executives to implementers are part of your sales team and should be trained) the same tactical sales training over and over again. The reality is that what most people need to heighten their sales skills is sales training that focuses on elevating mindset, communication, and interpersonal skills – the basic scripts and tactics are good starters but the highest performing salespeople are those whose prospects feel that, “My concerns were heard and responded to and I am convinced that this is an excellent decision.”
That makes sales training both easier and harder to design and deliver. It’s simple because your primary goal is to ensure that you focus on taking their mindset, communication, and interpersonal skills to the next level – the principle at the heart of Neuro-Linguistic Programming (NLP).
It’s hard because while you can make dramatic progress almost instantly and accelerate your sales, it takes time and practice to heighten those skills and make them habitual so you can get dramatic results in a 2-3 day (or even hour) training, but it takes consistent reinforcement for most people to make them stick.
Chandell is a Best-selling Author, Master Sales Trainer and a Master Trainer of Neuro-Linguistic Programming (NLP). Experience has taught her that Sales is the #1 Life Skill and that anyone can master it: without this critical skill, your relationships, opportunities, health, and finances all suffer. Take a look at my NLP sales training courses today.
The Danger of Echo Chambers in Sales Training
It’s part of human nature to spend most of our time listening to the same people (usually those with whom we agree, sometimes those who make us angry).
BUT… It’s incredibly dangerous to do this in a rapidly changing world!
As the proverb says, “If all you have is a hammer, then every problem is a nail.” This is a particularly effective strategy for a carpenter, but it’s a disaster for a business owner or salesperson because it makes them ignore the reality around them and often means they miss the opportunity that is staring them in the face.
We all have our preferred mentors, experts we follow, and strategies we adhere to… And that’s essential. If we didn’t, then we’d go crazy jumping from one strategy to the next and never give anything a chance to work.
At the same time, it is also important for each of us to make sure we protect ourselves against the dangers inherent in our own echo chamber by exposing ourselves to other opinions and perspectives especially when it comes to sales.
Listen to Different Perspectives to Boost Your Sales
I have certain people and communities that I’m part of who have an enormous influence on my decisions, and I believe listening to these different perspectives is a great way to boost sales. One of the reasons why NLP is such a key tool for sales professionals is its emphasis on training people to set aside their assumptions and hear what is really being said.
In addition, I also schedule time every day to explore and listen to these different perspectives of people in all areas of life and thought – people who challenge my point of view because they force me to clarify and learn from them.
I encourage you to do the same and make a habit of listening to people who hold different points of view.
Stepping Out of Your Sales Echo Chamber
No matter how valuable your existing community is, you should also really listen to people on the ‘other side’ (and have an open mind as you do so) because it will help you clarify your views and expose weaknesses in your existing sales processes. You may think that you have everything sorted out, but there are always ways that you can step up your effectiveness.
As a business owner or sales professional, you need to pursue a definite goal and follow a clear path if you want to accomplish anything, but you also need to recognise that there are other possibilities for achieving the same aim – and some of them may enhance what you are already doing.
I always challenge my students to choose one area in which they hold strong views and listen to the opposite point of view presented by a credible adherent on their own terms.
Let’s be topical here and talk about sales training:
- There are multiple views on how to conduct a sales call and I’m sure you have one.
- Find a credible expert who holds an opposing view and listen carefully to their argument and supporting facts.
- You don’t need to change your own sales process, just acknowledge that the other side does, in fact, have a reasonable argument with which you disagree.
- You can go one step further and identify why you disagree with the perspective.
- You can be truly courageous and ask what can I learn or apply from this approach.
Today’s society is more polarised than at any time in recent history. We run the risk of becoming the kind of global society that condemned Galileo because he didn’t bend his thinking. You can spearhead the shift by opening your own ears to other perspectives – or you could start a movement by offering your sales team powerful training that transforms their ability to really hear what people have to say.
The Most Effective Sales Technique is…?
The most effective sales technique is that which makes your salespeople better listeners and communicators and Neuro-Linguistic Programming (NLP) sales techniques are the way to go. There’s no question that merely being exposed to NLP sales techniques improves communication skills.
BUT… Very few NLP sales training courses reinforce those skills and reteach them until they become habitual patterns – and very few individuals have the discipline and commitment to keep studying and practising them on their own. This is one of the distinctive characteristics of Chandell Labbozzetta’s NLP Sales Mastery Academy and one of the reasons why international companies invite her back year after year to train everyone from executives to receptionists.
“Selling is about being face-to-face with a customer, truly hearing what they say (not merely ‘listening’) and responding appropriately. When you’re selling by phone or virtually, you need your skills to be more finely honed, not less – that’s how you can use NLP to boost your sales.”
~ Chandell Labbozzetta
Neuro-Linguistic Programming (NLP) Sales Training = More Important than Ever
As the world shifts back to face-to-face interactions, you’ve probably realised that some of your communication skills are just a little rusty. If so, you’re part of the honest majority who acknowledge the problem and have decided to do something about it – which is where neuro-linguistic programming (NLP) sales training comes in.
Maybe you’re making an effort to attend in-person networking events and conferences or go to the office a couple of days per week rather than work from home. Perhaps you’re going out to restaurants more or hanging out in a coffee shop… But when you look around you realise that there a lot of people who seem to be struggling to communicate and interact.
I get that.
Conversation is like music, a foreign language, dance, or any other practice-based skill. You use it – or you lose it. The first step is to acknowledge that you have a problem and not just pretend things are ok.
The next step is to recognise that this is an opportunity for you. Rather than merely regaining your previous level of expertise in conversation (as opposed to chit-chat), you could choose to become a deliberately skilled communicator. NLP sales training allows you to present your ideas (as well as your skills and products) persuasively in ways that resonate with your audience whether that is one person, a small group, or an auditorium filled with eager listeners.
At Life Puzzle we have a distinctive focus on actually practicing the techniques with precision, understanding the psychology that makes them effective, and exploring real life applications at an appropriate level. If you’d like to find out more, check out our NLP sales training page today.
NLP Sales Techniques Help When Subject Knowledge Is Not Enough
Of course, you know what you are talking about. That’s just your entry card, though.
The key to influence is understanding how your audience sees the subject and its relevance to them. Whether you’re having a conversation or making a speech, you need to make the connections for them – and that’s a skill that Neuro-Linguistic Programming (NLP) sales techniques can help you develop.
You see, all successful salespeople know their product and can explain its relevance and benefits to the user, but the ultra-successful ones know how to read their audience and deliver group presentations that appeal to people with a range of communication styles. Using Neuro-Linguistic Programming (NLP) techniques, these same master communicators and salespeople are also great conversationalists in both large and small groups because of their ability to listen to others and shape their responses to appeal to them.
When it Comes to NLP and Sales, Congruency is Key
NLP and sales go hand-in-hand, but some people think it is manipulative.
I have two responses to this:
- All communication is manipulative – it springs from the desire to inform others and shape their thinking and actions. That’s true, even if it’s as simple as asking someone to take out the rubbish bins, shut the door, or do their homework. ‘Manipulation’ as a pejorative term is a misuse of human character.
- What is your intention? Are you trying to achieve your own goals or to help the other person? Do you speak from a place of genuine conviction and concern, or is your intention purely self-centred?
I really hate the idea of ‘fake it till you make it’ or taking a position because you believe it will give you an advantage even if you don’t really believe it. If you’re in sales and you aren’t getting results, my #1 question is always:
“Tell me about the product you are selling. Do you believe it represents value for your customers?”
NLP teaches us that our words are only around 7% of our communication – that’s true even on the phone. If you are making sales calls and not getting results, you are either talking to the wrong people or you have a problem with congruency… No amount of sales training, NLP, or anything else will help you sell a product that doesn’t serve its purpose – but NLP sales training can help you develop and communicate congruency around the value you deliver and the price you charge.
The Results of Using NLP in Sales
James knew his product statistics inside and out. He could recite the features and highlight the benefits it would deliver to the buyer. He was personable and motivated, but he wasn’t really getting the sales results his manager wanted even when he was speaking to qualified customers.
He attended an NLP training session I presented on “Confident Closing” and was able to identify the underlying problem that was strangling his sales. Then, using the NLP skills he had learned in that short period, his sales results picked up significantly, and his manager was delighted.
James had also enrolled in my NLP Sales Mastery Academy which I designed to give people a chance to both learn and apply their NLP knowledge in a deep way. There are real advantages of immersing yourself in an intensive NLP training course (and I love delivering those and seeing the transformation), but so many people go home from their intensive and forget to use all the resources they gained!
As James learned the NLP communication (and self-mastery) tools and was challenged to apply them in new ways, he went from a successful salesperson to a master salesperson and superb communicator in just twelve months, and his career blossomed.
If you want to be like James and become an NLP Sales Master, contact us today.
“When the economy is booming, almost any product is easy to sell; when the economy tightens you need to double down on your sales system to turn leads into sales.”
~ Chandell Labbozzetta
The Reason Your Sales System Isn't Working Is NOT the Economy
Over the past few months, there has been a dramatic shift in the perception of prospects I’ve been talking to – especially when you compare them with my clients’ perception of the market. A few months ago, many business owners and sales managers were confident in their ability to make ‘enough sales to meet income targets and quotas’. Now they’re struggling because their prospects are nervous about the future and their communication skills and sales systems aren’t robust enough to cope.
One of my clients made the following comment,
“When the GFC was looming in 2008 (it hit Australia later and less dramatically than other parts of the world) we saw exactly the same thing – making sales of your product or service went from being like offering candy to a toddler, to being more like offering meat to a vegan. It took a genuine ability to understand where the prospect stood and what they cared about, to communicate that understanding, and to offer your product in ways that made it easy for them to say ‘Yes’. Suddenly, sales skills and systems shifted from ‘nice to have’ to ‘critical for survival. The same thing is starting to happen now and it’s slowly spreading from one industry to another. It’s time to brush up on your sales systems and skills… Or pay the price.”
We went on to discuss the fact that it’s not the economy per se that is the problem, it’s how you present your offer in the new climate.
If you keep on doing what you’ve always done in your sales process you will no longer get what you’ve always got… You’ll keep getting fewer sales and less revenue.
The Sales System You Need in a Boom Will No Longer Serve You!
Sally (name changed to protect her privacy) has been in one of my NLP Sales Mastery groups for several years. She’s one of the sales managers at a mid-sized company and she’s chosen to invest in her communication skills so she can also pass them onto her team. Until just a couple of months ago, there was very little difference in the performance of her team and others, but as the economy started to tighten, she discovered that she was closing significantly more sales than her team, and that her team was performing better than all the others. Her colleagues were coming to her and asking what she was doing and whether she could help them develop the same skills and systems.
That’s great for me, because I was contracted to train and develop all the sales teams at her company, but it also demonstrates how the economy is changing and the importance of being prepared for a downturn.
A Successful Sales System is No Longer About Slick Sales Skills… If It Ever Was!
The key reason that my sales trainings are so popular is that they are effective. I really can turn the sales-allergic into sales-enthusiastic because I focus on communication skills. Most people who have an ‘icky feeling’ about sales have that feeling because they think of sales as one person pushing the other into an agreement they don’t really need. I teach people to walk away from sales where your product won’t benefit the prospective buyer and won’t deliver far more value than the money they are paying. You’d think that would lead to fewer sales and appointments, but it actually leads to more sales.
Effective salesmanship was never about shoving a contract in front of someone and forcing them to sign, it was always about discovering what problem the prospect wants to solve and determining whether your solution fits their needs and budget. When the economy is good and interest rates are low, businesses spend freely so you don’t really need to develop rapport and communicate with sincerity, but when interest rates rise those things make all the difference. It doesn’t matter how good your sales scripts are, or how well designed your follow up is if your salespeople can’t establish a genuine connection.
By the same token, it doesn’t matter how good their communication skills are if your salespeople aren’t supported by robust sales systems that enhance their results. I’m a big believer in continued professional development that focuses on expanding personal skills, not merely providing ‘hacks and techniques’ and communication is one of those areas of personal growth that many sales teams don’t focus on… or not until they absolutely must!
The Truth About Sales Systems
“A sales system is only as good as the people who use it… But without good systems, skilled people can underperform.”
That truth is just as applicable to sales as it is to exercise, nutrition, health interventions, and education.
If you don’t have a system for taking care of your health, you’ll quickly lose track of essential medications, dietary needs, exercise, and other important factors. If there’s no system for education (ie curriculum), kids won’t learn to read, write, count, and think.
At the same time, if you don’t have skilled doctors and inspiring teachers, the ‘system’ will only take you so far.
Your sales system is just as essential as those other things, yet too many companies are asking their sales team to fly by the seat of their pants and at best have just a few parts of a system in place. Many of them are then surprised to find that even their star salespeople struggle with morale and performance when the economy tightens.
A sales system is vital if you want to keep your revenues growing and your sales team motivated.
Are You Giving Your Sales Team the Support and Systems they Need?
Many sales systems focus on techniques that are outdated or offer a structured approach that is transient and non-transferable. I’ve attended some sales training where you can’t even use the material you learned in a different department of the same organisation. My sales training focuses on human performance skills and the systemic elements that drive that performance. When I train inside an organisation, obviously we develop systems that are specific to that organisation or department and focus on the specific value-building and context of the product, but I also teach the principles that can be applied in any sales team.
I also periodically teach a sales system design workshop that walks participants through the elements of a sales system and shows how to build one and the crucial principles and skills that your sales team need to develop.
If you’d like to learn more then why not register for our next sales system workshop?
“In a rapidly changing economy, it is essential to have a robust sales strategy and leak-proof sales systems so that you build trust with prospects and clients and never resort to pushy sales tactics.”
~ Chandell Labbozzetta
Sales System Secrets that Position You for Success
Most businesses have pitifully weak sales systems.
That’s OK in a thriving economy – which is what we’ve experienced for the past 10 years or so, despite the stresses of the pandemic. When governments print money, business booms even while the underlying structures are rusting out, but eventually the time comes when you need to pay for everything you’ve borrowed. That time is here. Now.
Therefore… NOW is the time to pay attention to your sales system and ask: is it built to withstand an economic tsunami?
The truth is that you can build a sales system that is fragile or one that is robust. A fragile sales system will see your sales numbers slipping along with your market positioning, and your sales reps turning to desperate measures like discounting and manipulation. A robust sales system may see a slight decline in actual sales revenue, but it will see your reputation rising to new heights of leadership and authority, and your sales reps selling with integrity and confidence.
5 Keys to Your End of Financial Year Sales System Review
There are 5 Key Areas of Your Sales System that you should review as part of your EOFY procedures to evaluate the robustness (or anti-fragility) of your sales system:
- Team Morale and Confidence: this is not about whether your sales team is actually closing sales as much as it is about their confidence in the quality and value of your product or service.
- Client Needs Evaluation: in a changing environment are your product development people listening to what the sales people are telling them and acting on the information. Do you have mechanisms in place to process this information effectively?
- Offer and Pricing Review: based on the information provided by the clients, is your offer as finely tuned as possible and is your price reflective of the value you deliver – and yes, even in a shaky market, raising prices is an effective way of making more
- Sales Tools and Training: check that your sales tools are fit for purpose and your sales team are receiving the support and training they need to use them effectively. Ineffective sales tools and inadequate communication skills are a big reason why sales teams turn to pushy techniques and feel unsupported.
- Key Metric Tracking: ensure that you are only tracking the 3 key metrics that are leading indicators of your sales success so that your sales team focus on needle-moving activities and can see their upcoming sales success.
EOFY is the most important time to review your sales systems and ensure that they are set up to deliver more sales with less effort and a higher quality of clients. This goal is always important, but it’s especially important when the economy is stressed and inflation and economic slow down are the predominant forecast.
Sales Systems and Processes for a Slowing Economy
As money tightens, team morale and confidence are important keys to your profitability, but nothing boosts morale and confidence more than having robust sales systems and processes to fall back on. This is because even if the flow of leads slows down, these sales systems enable your team to avoid the kind of strident pushy sales techniques that are commonly associated with the confidence crush of the Eighties.
I’ve always said that when your sales system is designed to foster scale rather than growth, not only can you grow your business dramatically in good times (without overworking your staff), but you are also set up to prosper in tough economic times as well because your system has built-in rewards for the team by measuring the key elements of a sale that they can control and it also has checks and balances built-in so that your team can operate at maximum effectiveness.
Confident Conversion 90 days to More Clients, More Cash, and More Impact
In this 90-day program we cover essential strategies to design and build a robust and scalable sales system to prepare your sales team for success in a challenging economy by addressing mindset and communication tools, as well as a powerful sales strategy that delivers results.
Learn more about Confident Conversion: 90 days to More Cash, More Clients, More Impact HERE.
Through expert sales training, NLP coaching, and business development consulting, we’ve helped professionals refine their communications, accelerate their sales and supercharge their personal satisfaction and confidence. Do you want to be one of our success stories?
