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“For every complex problem there is an answer that is clear, simple, and wrong.”
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:
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.
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.
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.
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:
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 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.
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