The Barf Factor
During a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. A participant challenged me, saying that an introduction of this nature sounded canned and rehearsed. As he recited his opening message, I fully agreed with him—it did sound canned. Not to mention extremely di

When Good Companies Go Bad - Part 1 - The Beginning
The precise start is always difficult to pin down. Typically trouble is not recognized until slipping revenues and eroding profits span two or more calendar quarters. These are difficult problems and catch many managers unprepared to deal with the rapidly deteriorating situation. These problems are symptoms of many underlying problems. These underlying problems are often unrecognized or simply overlooked as the financial slide gets worse.

It has long been accepted that “people buy people – not things”. If that is so, then do you want to be able to build the strongest possible selling relationships? We’ll show you how.

Values, Positioning & Selling

When you apply NLP in selling you will increase your customer satisfaction rating and your repeat business. The approach enables you to ensure that you match your products or services to your customer's precise needs... ...and ensure that your customer is aware of how carefully you are attending to their needs!

By doing this you are positioning yourself differently in the mind of your customer. You're no longer just another 'rep' or even a salesperson. In their mind you become 'someone to be consulted' and a valuable resource rather than a nuisance-to-be-tolerated.

< Pie in the sky? Unrealistic? Not so...

Customers respect salespeople who respect them.. . ...and the converse applies, too.

Who do you prefer to buy from? The pushy salesperson who talks at you or the person who takes the time to discover your needs and then helps you find the best match for these? Not a difficult choice, is it?

It takes a little longer to sell this way. And a little more care. And a greater respect for your customer. And quite a bit more skill.

Yet it is not difficult to apply. NLP selling methods work equally well for retail sales as for international salespeople selling high-ticket products and services. Because customers don't like to be sold to - they like to buy.

And the key difference is in how you treat them...

First they must buy you!

Experienced sales people know that customers are unlikely to buy your product or service or idea if they don't like you. First your customer must 'buy' you - only then will they consider 'buying' your product or service or idea. NLP based selling is so powerful that, even where you are at a price or a 'technical specifications’ disadvantage, you can often get the order if your relationship with y

ch your products or services to your customer's precise needs... ...and ensure that your customer is aware of how carefully you are attending to their needs!

By doing this you are positioning yourself differently in the mind of your customer. You're no longer just another 'rep' or even a salesperson. In their mind you become 'someone to be consulted' and a valuable resource rather than a nuisance-to-be-tolerated.

< Pie in the sky? Unrealistic? Not so...

Customers respect salespeople who respect them.. . ...and the converse applies, too.

Who do you prefer to buy from? The pushy salesperson who talks at you or the person who takes the time to discover your needs and then helps you find the best match for these? Not a difficult choice, is it?

It takes a little longer to sell this way. And a little more care. And a greater respect for your customer. And quite a bit more skill.

Yet it is not difficult to apply. NLP selling methods work equally well for retail sales as for international salespeople selling high-ticket products and services. Because customers don't like to be sold to - they like to buy.

And the key difference is in how you treat them...

First they must buy you!

Experienced sales people know that customers are unlikely to buy your product or service or idea if they don't like you. First your customer must 'buy' you - only then will they consider 'buying' your product or service or idea. NLP based selling is so powerful that, even where you are at a price or a 'technical specifications’ disadvantage, you can often get the order if your relationship with y

olerated.

< Pie in the sky? Unrealistic? Not so...

Customers respect salespeople who respect them.. . ...and the converse applies, too.

Who do you prefer to buy from? The pushy salesperson who talks at you or the person who takes the time to discover your needs and then helps you find the best match for these? Not a difficult choice, is it?

It takes a little longer to sell this way. And a little more care. And a greater respect for your customer. And quite a bit more skill.

Yet it is not difficult to apply. NLP selling methods work equally well for retail sales as for international salespeople selling high-ticket products and services. Because customers don't like to be sold to - they like to buy.

And the key difference is in how you treat them...

First they must buy you!

Experienced sales people know that customers are unlikely to buy your product or service or idea if they don't like you. First your customer must 'buy' you - only then will they consider 'buying' your product or service or idea. NLP based selling is so powerful that, even where you are at a price or a 'technical specifications’ disadvantage, you can often get the order if your relationship with y

ell this way. And a little more care. And a greater respect for your customer. And quite a bit more skill.

Yet it is not difficult to apply. NLP selling methods work equally well for retail sales as for international salespeople selling high-ticket products and services. Because customers don't like to be sold to - they like to buy.

And the key difference is in how you treat them...

First they must buy you!

Experienced sales people know that customers are unlikely to buy your product or service or idea if they don't like you. First your customer must 'buy' you - only then will they consider 'buying' your product or service or idea. NLP based selling is so powerful that, even where you are at a price or a 'technical specifications’ disadvantage, you can often get the order if your relationship with y

buy you!

Experienced sales people know that customers are unlikely to buy your product or service or idea if they don't like you. First your customer must 'buy' you - only then will they consider 'buying' your product or service or idea. NLP based selling is so powerful that, even where you are at a price or a 'technical specifications’ disadvantage, you can often get the order if your relationship with your customer is right!

'Relationship Selling'

When we 'model' or extract the key ingredients of successful selling strategies in order to apply NLP in selling we find there are two key parts of the process:
The Task : to ensure that the customer recognises the value for them in your product or service or idea - and buys. Most sales training courses and books on selling cater for this side of selling.

The Relationship : this is either ignored or given minimal attention by most books, gurus, and training courses. Which partly explains how tough a field selling has become - salespeople are inadequately equipped to deal with an increasingly sophisticated, better informed and more demanding customer base.

So sales people have begun looking for ways of becoming more skilful at being 'customer friendly'! Instead of simply becoming friendlier with their customers!

Yet so many sales people hate selling. They actually fear their customers. Because they see it as a numbers' game instead of a people game!

When we model good sales people we find they actually like people. And people pick this up and, if the product and terms are right, they become customers!