Sales Process – The 5 Step NLP Process for Successful Sales
Every good salesperson knows the established sales process. He probably has designed his own strategy that he uses all the time. The main question to ask yourself is: does it work?
The truth is that the conventional methods used in sales are increasingly ineffective. The main reason for this is that everyone is using them. In addition, the competition is too great, so there is little effect from these methods.
Now is the best time to be introduced to the NLP sales process. It has been devised on the basis of Neuro-Linguistic Programming (NLP), a psychological method designed to help people cope with different situations and improve in life.
Despite its psychological basis, this sales process is technical. It is about 5 different steps that require the application of different techniques. Here is an introduction to this innovative method.
Step One – Construction Report
You have to earn the trust of the prospect. You have to like it. It has to feel like you’re joining on a subconscious level.
Self-confidence and a positive attitude are indispensable here. You have to use direct techniques too. Complimenting the person, telling a funny story, and sharing a “secret” all work.
Despite this, the match and mirror method is much more effective. Be aware of the person’s tone of voice and use the same. Are there any words the prospect is emphasizing? Also use them in your speech.
Does the person have a specific gesture? If he has done it, use it too, but do it as if you were subconsciously doing the same thing.
Step Two: Ask Questions
Knowledge of the prospect is a key factor in the successful application of the NLP sales process.
Ask the prospect about their goals and objectives. For example, “What do you plan to achieve?”, “What would be the best outcome for you?” and so on.
Ask about the current situation. This will give you clues as to any problems the prospect may be experiencing. You can easily say: “What is your current progress?” or “What are you wearing now?” or “What have you been using in the past?”
Step three: identify a need
Your main tools at this stage of the NLP sales process are again questions.
You have to know what the person needs so that you can relate this need to your product. Now is the time to discover a real problem. You can simply ask: “What is not working?” or “What are you looking to improve?”
Then you can easily identify the precise need of the prospect. The questions to ask are simple: “What is working in this situation?”, “How do you see the solution?”, “What will give you the optimal solution?”
Step Four: Link the need to your product
At this stage of the NLP sales process, you need to use your presentation skills. Simply match each feature of your product to the specific aspect that the prospect requires. State the benefits and advantages briefly.
One important thing at this stage is getting the prospect to agree with you on the points you’re raising. You can easily ask them if what you are offering will give the prospect what they need.
Step Five: Closing
There are a variety of techniques you can use to close the NLP sales process and the deal. You should know the prospect well at this point. You should have an idea of how likely they are to make the purchase.
You can easily go for the direct approach. You can simply say, “This product is the right solution for you. I’ll pack it for you.”
Another effective approach to use is emotional closure. You simply have to highlight the intangible benefits of using the product directly. This psychological method works very well, but it is not the best for B2B sales.
Shame closure is another equally effective psychological technique. Your task is to make not buying embarrassing.
Now you know the basics of the NLP sales process. It is best to build on what you have learned so that you can start using this method more quickly and effectively.
The more you think about what you have read, the more obviously you want to learn even more.
