NLP and the Sales Process

Object2 NLP and the Sales ProcessNLP – (Neuro-Linguistic Programming) was developed by Richard Bandler and John Grinder in theObject11970’s.In practice NLP attempts to increase the effectiveness of communication, facilitate both formaleducation and informal learning and enhance personal development.When used properly NLP can be a highly effective sales and marketing tool. We are not talking aboutmanipulating a person into doing something they do not want to do. NLP is the process of putting aperson into the proper buying state of mind and then exposing them to your product or service.The main idea is pretty simple, you get a prospective client or customer into a specific state of mindand then create an association, (called an anchor) to that state so it can be re-activated at a later time.Questions like these are examples of how a salesperson might get someone in the correct buying stateof mind.Can you remember the last time you just had to have something?Is there something you purchased recently, just on impulse? You saw it and knew you just had to haveit?What’s something you just wouldn’t hesitate to buy right away?It doesn’t matter what type of product or service is being sold there will always be objections of somekind. Some objections will be valid such as the product or service you being sold is just not a good fitfor that customer. Other types of objections might be more of a defensive mechanism on the part of thatcustomer and not otherwise valid.Good salespeople know their product well enough to not only understand what the objections might bein advance but also have responses to those objections at the ready.A popular NLP sales technique is for the salesperson to bring up likely objections during the salesprocess thus taking them off the table.Working statements like the ones below into the conversation allows the salesperson to take the “it’stoo expensive” objection away from the prospect.“I suppose there are some people that would say that this computer backup and security system is tooexpensive, but then what price do you put on securing all your data, or even more importantirreplaceable pictures and videos of friends and family?Imagine coming home and finding your computer had been stolen or hacked into, and you don’t haveyour files backed up anywhere, and even after either fixing or replacing your computer, things aren’tthe same because those very special remembrances are gone forever.”

There are those that claim that NLP and the use of questions and statements similar to those above aremanipulative and somehow deceptive.I leave you to your own conclusions on that matter just remember that NLP is here to stay andbecoming more popular with current and aspiring salespeople.As an educated consumer you owe it to yourself to at least be aware of the process and the telltale signsit is being used on you.

NLP and the Sales Process

by Michael Silva on Jun 27, 2012

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