Neuro-Linguistic Programming is a communication skills model developed at the University of Santa Cruz in the early 1970’s. Since then, NLP has infiltrated many industries, gaining a reputation for revealing the non-conscious aspects of communication.
Here are three NLP sales tips to consider.
1. States of Excellence
Known today as mindset, you can’t underestimate the importance of what’s going on between your own ears as you engage a customer. There may no more important factor when it comes to influencing.
States like confidence, curiosity, generosity, friendliness, and open-mindedness prepare you for positive interactions. With NLP, we consciously enter these states and anchor them to our sales presentations.
2. Relationship Before Task
This is an old human relations concept that manifests with NLP in specific rapport strategies. You’ve heard that the
majority of the influential factors, (especially the critical first impression) in communication are non-verbal phenomena like voice tone, posture, gestures, and so forth, right?
With NLP, we utilize non-verbal communication to build rapport and trust (genuinely) so that when we offer calls to action, they are grounded in a favorable relationship. Makes sense intuitively, doesn’t it?
3. Decision-Making Magic
When people make decisions (good, bad, or otherwise), they utilize inner strategies made of thoughts and feelings. These form that in NLP is known as the VAK model - VAK stands for visual, auditory, and kinesthetic (feeling).
Understanding that individuals place varying degrees of emphasis on the VAK elements and that they need to experience them in a particular order can make all the difference.
You want to accommodate someone’s VAK decision-making strategy or you will frustrate their process (and won’t hear from them again). In NLP, we teach professionals to recognize the VAK phenomena that enable decisions. See:
What is Neuro-Linguistic Programming (NLP) and Why Learn It?
Conscious Selling
You might call NLP one of the earliest models of conscious selling. Don’t just dive into a presentation and see what happens. Creating the presentation from the inside out, while attending to and accommodating the non-verbal elements of communication is your best bet.
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