How Neuro-Linguistic Programming Helps the New Salesperson

[ayeshshiddika11]

Active sales require new professional profiles
Based on this change in trend, the characteristics that salespeople must have are totally different today , currently requiring qualities such as empathy, knowing how to listen, honesty and sincerity, the ability to persuade, patience and perseverance, among others, but above all the ability to communicate and adapt to the client.

The salesperson is a bio-psycho-social being, who requires constant preparation. It is a profession that requires a lot of work and discipline [...] He is a biological being since it is necessary to prepare physically [...], he is a psychological being since this activity has high levels of frustration [...] he is a social being because this profession is based on the ability to relate and communicate empathetically with all kinds of people [...]. (De la Parra, 2004, p. 39 and 40).

It is in this social relationship where the application of Neuro-Linguistic Programming to the sales process arises, since it is the seller who must interpret the signals sent by the client, analyzing their entire verbal and non-verbal behavior, applying the skills and knowledge they possess in the sales and negotiation process to try to satisfy their needs.

Neuro-linguistic programming allows the salesperson to observe the behaviour of the client or potential client and to adjust the sales technique to each case , but the verbal and non-verbal language used must also be adjusted, since many times our gestures give information contrary to that provided by our words. Using both correctly will be key to the communication process and, consequently, for the salesperson to achieve success. Thus, a message presented by the salesperson to the client in the correct way ensures that it is taken into account by many more people, transmits a more specific vision of the product or service and not just a general idea of ​​it, approaches the client directly in a more convincing, persuasive and conclusive way, managing to create a much stronger bond.

As we already mentioned in the article “ NLP indonesia phone data and the communication process ”, knowledge in Neuro-Linguistic Programming provides important benefits in any communication process and for the particular case of a salesperson, they are realized in a triple benefit:

It allows you to recognize and identify all the components of the message that your client wants to give in order to make an accurate offer and satisfy their needs appropriately.
It enables you to improve your own communication process by delivering your message to the client in a satisfactory and motivating way.
It provides you with important information when you encounter objections to the sales process.
The salesperson must sell in the way the customer wants to buy, thus avoiding complex situations where objections are a fundamental obstacle in the process.

Customer knowledge is key and to achieve this, the communication process between both parties must be combined , with the seller adapting to the characteristics and intelligence of the buyer, as well as to the sensory channels used to capture information. But for all of this to come together in a successful process, we must have a solid base on which to work. This base is none other than knowing what type of client we are dealing with and to do this, we need to listen to them and pay attention to their movements.