Nlp Sales Training ? The Nlp Sales Close | Sharon J Hall

Closing is obviously the most important step in the sales process. Closing is where the commission is made or lost. Most sales training programs do not adequately cover how to close effectively. Instead most sales training course teach very ineffective sales techniques that rely on canned closes that sound more like pick up lines than actual business dealings. Unfortunately the close is also where most sales people lose the sale. In fact, most sales are lost because sales people are too afraid to ask for the close. Even when using a consultative selling model, fear of rejection and fear of making a mistake are major obstacles to closing.

By using an NLP sales approach and putting the fears aside for now the best way to close is to repeat back to the prospect exactly what he or she told you is important to them. That is you need to close with the same words that the prospect unconsciously let you know are important. The benefit of closing with the prospect?s own words and values are great. Using this nlp sales technique is much more effective than the standard closes that your prospects have heard over and over. In fact, studies have shown that prospects develop an immunity to certain closes, making the close useless. By using the prospects own words you easily negate this immunity. The other benefit to closing in this manner is the fears involved tend to melt away. This is due to the fact that when the time comes to close, you know exactly what to say.

The trick is to pay close attention to your prospect. Be sure to ask the right questions and prospects will always tell you how they want to be persuaded. Remember it is a sales professional?s job to solve your prospect?s problems. Rest assured you are doing the prospect an incredible service by helping to solve their pain. They will reward you with the sale and the commissions and referrals that go with the sale.

The problem is most sales training programs don?t teach this NLP sales close. Again, if you do not spend the time to figure out what the prospects pain is and more importantly how they represent that pain in their mind, you will not be able to close effectively.

The second step is to link that need that you discover to your product or service. Without linking the need your prospect has to your product or service the close is never going to work. Good sales training programs need to emphasize that the prospect will not be able to clearly link their own need to your product or service. The prospect typically cannot see your product or service as the solution to their problem.

That is why you need to convince them with the NLP sales close. If a prospect could link his own need to your product or service then there would be no selling required. If you fail to follow this advice, your mistake will cost you. The fact is, most prospects are so stuck in their problem, that they are unable to see past the boundaries to actually solving the problem.

As a sales professional it is your job to close ONLY after you have found the need, built the value, and linked the need and value to your product or service. Then just use what your prospect told you was important to close them. The idea and the practice is simple.

Again this applies to any persuasion situation, whether your selling you product or service or trying to convince your kids to do their homework. This NLP sales close works on anyone because it uses their words rather than yours.

Source: http://sharonjhall.com/nlp-sales-training-the-nlp-sales-close

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