nlp and inside sales (the unfair advantage) by duane lakin
TRANSCRIPT
ForInside Sales
Professionals-Introduction-
By
Duane Lakin, Ph.D.
www.SellWithNLP.com
CHALLENGES of Inside Sales
Create conversation on phone
Get e-mail message read
Get response to e-mail or phone message
Shorten sales cycle
Inside Sales: TYPICAL MISTAKES
Service without selling
Not selling YOU (no relationship built)
Message fails to connect to person
Message does not move sales process forward
Seller continues to spend time with calls/e-mails answering questions or giving away information
Inside Sales: TYPICAL RESULTS
Delays
Repeated calls
Repeated e-mails
Sellers’ time spent without results
Missed opportunities
NEED TO ENGINEERMESSAGE For BETTER RESULTS
The Unfair Advantage
Invites person to listen, talk, read
Sells YOU (builds relationship)
Includes an action
Reduces resistance to call for action
Keeps focus on sales process
NLP: NeurolinguisticProgramming
Psychology + neuroscience + street smarts
Skills to sell to the non-conscious mind (where decisions are usually made)
Skills based on modeling, not theory
NLP Skills to Engineer Message
Opening “trance” to begin conversation
Opening to make non-conscious connection
VAK mix to engage listener/reader
Mirroring to build non-conscious trust
Command to reduce resistance with mental rehearsal
Command to get an action
RESULTS tell the story
“We have seen through (The Unfair Advantage) training immediate improvements throughout all departments. Most importantly…increased orders!” J.A., Ohio
“We were one of the largest market research companies in the USA. (The Unfair Advantage) showed us how to change not only our copy depending on the audience segment, but also our entire approach to producing statistically useful responses.” G.D.O., Boston
“The training provided great value to my department…beneficial to the sales approach for all involved.” R.V., Green Bay
https://www.linkedin.com/profile/view?id=7620488&trk=nav_responsive_tab_profile
RESULTS show the impact
“There was nothing we could do to lower our price, so we decided to NLP them to death…three hours…they were willing to pay us our price…We are shortening our sales cycle…Others can tell salespeople what they have to do, but your insights tell salespeople how they have to do it.” S.A., Baltimore
“Our (business) increased 150%...Thanks so much.” K.H., Lakewood (CO)
http://www.sellwithnlp.com/index.php?main_page=testimonials&zenid=37c16gkibk64b47r31l2rfvj25
Call or write for information:Duane Lakin
www.SellWithNLP.com
The Unfair Advantage:Sell with NLP!
ForInside Sales
Professionals
Ask for free link to any one of the nine on-demand “eLessons”