Nlp for sales excellence
•
7 likes•1,421 views
This document provides an introduction to Neuro-Linguistic Programming (NLP) and sales excellence. It discusses that NLP focuses on how people think and communicate effectively to influence others and achieve desired outcomes. The key facets of NLP discussed are building rapport, focusing on outcomes, paying attention to sensory cues from others, and having flexible behaviors. Calibration, communication models, presuppositions, metaphors and modeling high performers are techniques presented to help improve sales skills.
Report
Share
More Related Content
What's hot
What's hot (20)
Similar to Nlp for sales excellence
Similar to Nlp for sales excellence (20)
More from Bala subramanian
Recently uploaded
Recently uploaded (20)
Nlp for sales excellence
- 1. Are you a Sales Person who gets frustrated with lots of rejected sales pitch?
- 2. Are you an excellent sales person struggling to achieve your high potential?
- 3. You have already have lots of leads and struggling to convert into a sales?
- 4. You have already achieved the Sales Excellence, but want to see what is new in this session?
- 5. Do you feel like the horse in the picture below?
- 6. Welcome to the session on Sales Excellence – The NLP Way
- 7. NLP – What it is? NLP means Neuro Linguistic Programming N-Neurology. The study of the mind and nervous system. It is based on how we think L-Linguistic. The study of language and how do we use it. (“ if we cannot talk nice, it is better not to talk at all” ) P- Programming. The sequence of our actions. How we motivate ourselves to achieve our desired goals
- 8. History NLP was introduced by Richard Bandler and John Grinder in the year 1970. They studied wide range of people who are not good in communication and who are considered excellent in communication. Identified consistent pattern and behavior and the resources they shared.
- 9. NLP is concerned with How top people in different fields achieved success and how their successful thinking and behavior pattern can be used by others to achieve the same kind of results How to communicate effective and influence others with ease. Positive Outcome
- 10. Benefacts Increased awareness of our thinking patterns. Increased flexibility Increased choice over the outcome Effective self maangement Influencing people Achieving the desired outcomes Easy change management
- 11. NLP – The four important facets Rapport Outcomes & Taking actions Sensory acuity Behavior Flexibility
- 12. Facets of NLP Rapport- Building relationships Focused on Outcome- Clarity of purpose, direction and the end result Sensory Acuity- paying attention to the responses and signals you give and get from others Behavior Flexibility – The more choices you have in practice, the more chances of getting what you want.
- 13. Rapport People do business only with the people with whom they believe to be comfortable to move with and who meets their wavelength. Matching the way you communicate to the way others take in information and mirroring their behaviour Harmonising energies and rhythms
- 14. Impact of Rapport Creates a sense of acknowledgement – usually outside of conscious awareness Increases likelihood that message you send will be the one they receive State in which our audience will uncritically accept suggestions
- 15. Calibration Calibration is the art of taking a “mental snapshot” of a person’s emotional state(s). The purpose? So you know when they are accessing that state again. Another word for calibration is “measurement.” So, you’re looking/listening/feeling for clues and cues that mark a particular emotion in a person. Calibration is the mother of all skills.
- 16. Our Image Our Image is how project ourself to others. In other words, how other people perceive us. How we present ourself is based on our beliefs, thoughts and behavior which is influenced by the five senses: What we see What we hear What we feel What we smell What we taste
- 17. NLP Communication Model Delete Distort Generalise Filters Internal Representation State Physiology External Event Behaviour See Hear Feel
- 19. RapportPhysiology (55%) Breathing Posture Gesture Facial Expression and Blinking Tonality (38%) Tone (pitch or frequency) Tempo (speed, pace or rhythm) Timbre (quality) Volume (loudness) Words (7%) Predicates Key Words
- 20. Perception is Projection What we recognize outside ourselves is what we are inside, otherwise how would we know what it was? So what is outside you is really you. The moment a projection or judgement about someone or something else comes into consciousness, its your perception.
- 21. Communication Model The meaning of communication is the response you get, regardless of what you intended by that communication If what you are doing is not getting the outcome you want then do something different! Or If you always do what you’ve always done, you’ll always get what you always got!
- 22. Eye Accessing Cues Feelings and bodily sensations Visual constructed images Visual remembered images Constructed sounds Remembered sounds Internal dialogue
- 23. Presuppositions All questions contain presuppositions What do you want? Who is to blame for this? Some presuppositions are more useful than others What is the benefit of building powerful presuppositions into questions?
- 24. Some More Pre-suppositions Of all the ideas you have, which do you think is likely to be most effective in this situation? What would enable you to overcome the barriers and begin to make some changes? What are you willing to give up to achieve this? What is good about the present situation? What could be stopping you from taking action? What did you learn from that?
- 25. Mental Frame Success or failure is a state of mind. Our success or failure can be defined on how we can keep our mental frame. How we perceive things and keep our experiences in the form of maps. If we can have understanding of the mental frame, we can model the mind to achieve success. Modeling is the process of adopting the behavior, languages, strategies and beliefs or another person.
- 26. Usage of Metaphors Metophor is like a story. Using comparitive statements between the person/situation and the character or situation in the story. Eg. His performance is like cat on the wall Metophors are like simile but it is not. Similes allow the two ideas to remain distinct in spite of their similarities, whereas metaphors seek to equate two ideas despite their differences
- 27. Modeling Modeling is the process of creating useful descriptions of the structure of human abilities. If you are not sure of achieving the outcome you want, modeling a person who is already successful can help you to achieve the desired result
- 28. Suggested readings for you Books for reading: NLP for Dummies Awaken the Giant by Antony Robbins Get the Life You want by Richard Bandler Persuation Engineering by Richard Bandler