NLP for Sales Effectiveness

What is NLP for Sales Effectiveness?

Sales effectiveness is the preparation and skills, sellers put into understanding the buyer behaviour across the sales funnel so as to influence a sale to closure, on desired terms inside a specific timeframe.

Often the basics of organizational sales effectiveness require targeted collaboration amongst cross functional teams, using sales enablement tools, and a deeper self-understanding of the seller’s worldview or perception patterns, his or her communication rhythms and the choice preferences made in specific situations.

What is NLP?

Neurolinguistic programming – defined as ‘the study of excellence’ – is industry recognized as an enabler of powerful strategies and techniques that radically boosts sales performance. NLP is like learning the language of the mind. Neuro refers to our neural processes, linguistics refers to language and programming is how that neural language functions.

Simply said, NLP is the practice of understanding how people organise their thinking, feeling, language and behaviour to produce the results they do.

At Bodhih’s NLP for Sales training workshop, the participants are encouraged to comprehend and leverage the power of NLP for enhancing sales effectiveness.

Bodhih’s facilitators use a mix of insightful role-play situations, and presentations, introduces the topic of NLP and the components that make it powerful. With rich group discussions, the class is instructed on the three V’s of communication (Visual, Verbal, Vocal), Matching and mirroring techniques to build rapport, and the three learning as well as communication styles: Visual – Auditory – Kinaesthetic (participants do a self- assessment). The module completes with learners building on communication confidence through practice exercises.

The workshop emphasis to use NLP for sales training is driven by tested techniques like: creating value for scarcity (by telling customers that they miss out), talking about the value of a product or service rather than its price, being observant to comprehend a customer’s particular style of communication – visual, auditory or kinaesthetic – so as to be able to mirror them and finally building rapport by sharing stories of past experiences. Through the last technique, as opposed to feeling manipulated into a purchase, customers understand the value of the product and its effectiveness.

NLP for Sales effectiveness training focusses on creating a personal seller brand by value adding techniques to the self and organization. This is done as part of the classroom activities where advanced presentation skills are taught with exercises and feedback sessions.

Participants work on branding self and also on their presentation structuring skills where they cater their pitches to the different needs of a customer.

NLP for sales training works on the premise that everyone lives in their own unique model of the world.

During the workshop, facilitators leverage this principle to lay out the core module around Strategic Selling. Participants through role play scenarios and real time feedback, appreciate why customers make buying decisions and how emotions play a large role in these decisions. Next the class audiences discern customers’ various response modes by learning the power of probing questions.

Bodhih’s facilitators are seasoned professionals who create linkages between skills picked up in the workshops and then to apply them in participant’s current roles. This is done through specific illustrations and analogies and is true for the next session at the NLP and Sales Effectiveness program –Tactical Orientation.

At Bodhih, NLP and Sales Effectiveness workshop is a much asked for session that is part of a larger sales skills training suite.

The session draws richly from research done on NLP applications and published literature on seller’s journeys.

The heart of the NLP for Sales Effectiveness program lies in the powerful session that dissects the topic of Tactical orientation.

Through case studies, group exercises and presentations, participants identify product / service USP’s to match customer needs, how to deal with competition information, practice negotiation with closing techniques and finally handle objections by managing the sales funnel.

How would you gain from NLP for Sales Effectiveness workshop at Bodhih?

Bodhih customizes its NLP for Sales Effectiveness workshop along the ADDIE model. Workshop experiences are analysed, designed, developed and delivered that are solution focused and include a range of blended training pedagogy such as role plays, group exercises, self-assessment tools, management games, individual activities, videos, case studies, facilitation, discussions and more.

In addition to the ADDIE model, the NLP for sales training session takes advantage of the experiential adult-learning process of concrete experience – reflective observation – abstract conceptualization – active experimentation.

The edge in Bodhih’s sales NLP training program comes from researched industry learnings, current best practices and academic insights. The workshop takeaways ensure that learnings are grasped and applied at all levels within a company and its individuals. The long-term benefits are to institutionalise sales NLP techniques by embedding rapport building skills of mirroring, reflecting a specifically chosen language style and using techniques to consciously use sophisticated language patterns.

What is Bodhih’s promise on NLP for Sales Effectiveness workshops?

Managers across industries and functions and executive level participants who have attended Bodhih’s sessions on NLP and Sales Effectiveness talk of the changed individual and team behaviours, namely, demonstrating the ability to understand and communicate compellingly to people with different thinking styles, enriching perspective of a situation by experiencing it from multiple points of view and finally getting past vague answers to gather high quality information quickly and comfortably.

Frequently asked questions