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“The way neuroscience and neuro-linguistic programming helps your sales is by allowing you to better understand your prospects’ thinking and their motivation to buy your product. This means more satisfied purchasers for your product.”
~ Chandell Labbozzetta
Neuro-Linguistic Programming is the study of how the human brain receives and processes information. If you study the speeches and tools used by influential leaders from the earliest stages of recorded history, you’ll find the essence of NLP techniques and principles inside.
NLP is frequently studies to elevate communication skills, improve negotiation, and generally help people to understand others better. Since successful relationships are at the heart of human happiness, Neuro-Linguistic Programming (NLP) is a very powerful tool for everyone. It is an especially popular field of study for salespeople who want to understand their customers better and deal with the challenge of discovering whether what they are selling would serve them or not.
Neuro-Linguistic Programming can be broken down into three parts:
To understand the neuroscience of sales, we first have to look at the brain. The brain is an intricate network of neurons, or nerve cells. The neurons communicate with each other by firing electrical impulses through “synapses.” They also connect with other neurons in an area called the “cortex.” These connections are like pathways. They can be reinforced through habitual behaviour and altered by creating new behaviours or patterns.
The brain processes information through triggers, which is why Neuro-Linguistic Programming incorporates several techniques that enable you to auto-trigger new behaviours to replace existing ones. It also explains why you can have a visceral response to a person without any overt reason – it could be based on remembered associations and experience (positive or negative).
Language is a complex system. Even though it is responsible for only around 7% of the information we receive, understanding how language works and the ability to interpret what others are really saying, as well as to grasp how they are hearing our words not only improves your relationships at home and work but also helps salespeople understand what their prospects are thinking and when they have made up their mind to say, “No,” but are too polite to actually articulate that.
The reason I love neuroscience and neuro-linguistic programming in sales is because it is so fascinating to watch different areas of the brain light up in response to stimuli and to recognise that just as you can re-program your own thoughts and responses, you can also use that knowledge to better connect with your prospects by understanding their emotions, feelings, and motivations.
Once you’re aware of this, you don’t need sophisticated brain monitoring equipment to gauge how prospects are responding to your sales call, you just need to use your eyes, ears, and intuition. You’ll quickly recognise the difference between genuine objections, and the excuses of a person who has already made a decision, and you’ll understand the best way to respond to help them choose wisely.
Unlike what you may have seen on TV or in movies, there is nothing in NLP that removes your prospect’s freewill and self-determination. Your skill in using NLP will only help you understand your prospect’s true concerns.
Here are 5 NLP sales techniques that you can use to increase your sales.
Zig Ziglar famously said, “Timid salespeople have skinny kids.” This is often misunderstood. It’s interpreted to mean that effective salespeople need to be pushy and sell people ‘stuff’ they don’t need and can’t afford… But that is certainly not what Zig intended. As much as anything, Zig’s point was about developing your communications skills so that you help the other person recognise what they really want and see their objections either as genuine reasons why they don’t need what you are offering or as an excuse that is preventing them from getting the outcome they desire.
The real advantage that honing your NLP skills offers salespeople is the ability to gain insight from the language and non-verbal communications of prospects about their real attitude. That enables them to tailor their presentation to the preferences of the prospect and meet their needs.
The internet has completed the democratisation of knowledge.
What you know has much less power than your ability to use that knowledge effectively: that is, having the skills and discernment to use your knowledge for good. As a Master Trainer of NLP and one of Australia’s most effective sales trainers, I know that transformation and skill development is about practice and habit-building… And sometimes removing old habits that no longer serve you. This is especially important in a tight economy where your prospects are more cautious about their investments and expenditures. That’s why NOW is the time to develop and hone the communication skills, of your salespeople and all those in leadership positions.
If you know you need some help, why not explore our Ready Set Sell Program which teaches you to build the habits and skills you need over 30 days? We promise you won’t regret it!
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