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One of the strongest assets of a growing business organization is a well established training department. By having comprehensive training programs for new and existing employees alike, any company can grow in terms of workforce performance and effectiveness. Companies differ in the type of training program that they give their employees. Some adapt more traditional forms of sales and management training. Others choose to explore new options and new sources of information that could be infused in their training programs. NLP provides a variety of skills and techniques that could be included in sales, management and marketing training. Training managers in different organizations can take advantage of the many techniques that NLP has to offer so that they could improve the output of their workforce. NLP helps sales trainees to become professional communicators. A professional communicator is someone whose living or income depends on his or her ability to communicate effectively with other people. In sales, the income that a sales representative earns is in direct proportion to the amount of sales that he closes. The amount of sales, in turn, depends largely on communication skills. Each part of the sales process - prospecting, approach, qualifying, presenting, handling objections, and closing - totally requires a set of adept verbal and non-verbal communication patterns. One of the fundamental NLP principles that directly relates to sales is that every person has his or her own map of the world. It is important for the salesperson to understand the mental map of the client about the product or service being offered, and to stress benefits and advantages that fit the map. In most cases, salespeople should be trained to ask subtle probing questions to understand the frame of mind of the prospect. Many sales agents make the mistake of selling products and services from their own point of view. A better way would be to understand the point of view of the buyer first before attempting to close the sale. By knowing the full perspective or "map" of the buyer, a salesperson places himself in a position where he can offer forceful selling points that is in line with client needs. Some NLP techniques that sales trainers should teach aspiring sales representatives include Meta Model questions, reframing, and observing non-verbal responses. Meta Model questions allow salespeople to understand client expectations and desired outcomes. Reframing, meanwhile, helps in the area of objection handling. Instead of arguing with the buyer or trying to force ideas down his throat, a salesperson can take an objection and turn it into something positive. During the entire sales call, it is also helpful to observe verbal and non-verbal cues from the buyer. Sales reps should be aware of buying signals, as well as behavior that signal interest and readiness to buy. Sales trainers should make it a point to teach these NLP techniques to their trainees. A better alternative would be to let the trainees undergo training from a certified NLP coach. Mastery of
NLP principles can help in many aspects of business.
To find out more about NLP Training please visit us at NLP Training John Cassidy-Rice and the NLP Excellence team
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