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A Sales Performance Therapist's Guide to Sales: Snippet 1

February 27, 2012 | Comments: 0 | Views: 174

We never stand still here.

Feeling like you have attained mastery is the quickest way to lose it. Your product becomes old and out of date. If your product cannot get old, then it gets copied and it becomes just another cold call.

In my continual search for a perfect solution I come across things that really surprise me.

Now, I know and use NLP as part of the Sales Performance Therapy I provide. Almost everyone knows what NLP is these days. It has been a while since I learned anything new in NLP and yet, over the weekend, I did.

As a sales person I was told about decision-making strategies. Just how does the client buy? How do they do it? What process do they follow?

I was taught how to map this through questioning and then sell in this way.

As a Therapist I know all about Rep Systems.

And yet it had never occurred to me to combine the two. How foolish.

It works like this:

Ask a question about how they bought a product like yours. Listen to their response and note what rep system they use. Is it visual, auditory or kinesthetic?

Get as much info as possible, keep asking them questions. "and what did you do then?", "what was it about that?" etc - follow the flow of THEIR conversation.

Each time, write down what Rep System they were using. It may vary.

Once you have as much information as possible and you have their need, decision-making strategy AND their Rep System Sequence, you have all the information you need to make your pitch irresistible. And they will be interested on both a conscious and unconscious level. Conscious because you have found their need, unconscious because you have matched their decision-making strategy (how they buy) and the Rep System Sequence (what goes through their mind during a successful purchase historically).

You have just jumped ahead of 90% of the other sales people who have called them that day.

Most people will not utilise these little techniques because they do not allow them to become habitual. Make them habitual by doing them consciously and actively on at least 10 - 15 calls a day.

You will start to see the difference. Remember, there is no magic word to increase your sales - it is always shades of grey. Implement the different shades until you have a fantastic advantage over others.

Jamie Panter Founding Partner City Therapy 0845 519 6836 07876 752699

Source: EzineArticles
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Article Tags:

Rep System


Sales Performance


Decision Making


Sales Performance Therapists


Jamie Panter

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