It’s All About Communication

How’s Your Communication?

Every Sales or Marketing Rep needs to be aware of his or her communication style.
Knowing how you communicate and what the effect of your communication is will have a HUGE EFFECT on your sales results.

In the Seventies, two brilliant individuals: Richard Bandler and John Grinder laid the foundation of what they called NLP, Neuro Linguistic Programming. They were working at the University of California (Santa Cruz) and initially mainly focused on medical and psychological applications.
This is what it stands for:

Many qualified NLP trainers all over the world are applying NLP in many fields:

  • Improving results in Sports
  • Achieving better mental health
  • Team building in companies
  • Coaching of successful entrepreneurs
  • Improving Sales Results for sales reps
  • and many more applications

Selling For Winners will take you by the hand and provide you with some fabulous, proven NLP tools which will increase you sales results over an over again. Just watch this space in the coming months: we’re building an NLP Power House.

Throughout this website we will surprise you with NLP quotes and amaze you with the simplicity of NLP.

It Doesn’t Matter What You Say – It’s How You Say It

Most people do not realize that, based on research, it has been established that the content of your communication (i.e. what you actually say) is only 7% of the actual message. Your tone of voice represents 35% of the message and your body language determines the way the message is received for 58%!

NLP Representation systemsMany sales people are talking and talking and talking in a sharp voice and are not aware of their body language. That’s why only 7% of the message is actually arriving at your prospect’ s mind. Those sales reps have no idea why they are not as successful as their colleagues, who are not talking a lot but have a very confident posture and a nice voice.

The best way to understand this is to think about our most dangerous communication method today: e-mail.

E-mail is so dangerous because it only sends 7% of the message. Recipients of the e-mail do not hear your voice and do not see your body language. All they can do is make an interpretation of what they THINK you mean. That’s how in companies sometimes “e-mail wars” are created by just one misinterpreted message.

Every sales rep sending proposals to a prospect is risking to lose the deal for the very same reason: your prospect may not understand what you actually mean and turn down your offer due to misinterpretation.
The one and only way to increase your odds of success is to personally take the proposal to the prospect and explain your proposal step by step to the prospect.

NLP Presuppositions

Whenever we interact with other people and/or with our environment, we do so on a basis of a whole multitude of presuppositions – assumptions about what is, or is not, true in a given situation.

In most cases these assumptions are based on prior experience of some kind.

Examples of NLP Presuppositions

“Every Behaviour Has A Positive Intention”

This is possibly the most controversial of the NLP presuppositions, since it is open to misinterpretation. What the presupposition means in the context of NLP is that every behaviour has a positive intention, as far as the person exhibiting the behaviour is concerned.

It is worth pointing out that NLP does not claim that all behaviour is necessarily the best possible choice from an objective point of view. Nor does it suggest that all behaviour will have positive benefits for everyone involved.

I’ve been in many sales situations where the prospect was answering me in a way I didn’t expect or gave me a strange reaction to my presentation – In those cases I always thought about this presupposition ( my prospect has a positive intention so what does he or she really mean?) and I just replied with a simple question: “what do you actually mean by what you just said?” or “Is it correct that I see big questionmark in your face, do I need to be more specific?”.

In sales it is absolutely essential NOT to assume what the customer means but to ask a question to confirm if your first impression is correct. That will give you a lot of power in every sales situation because:

The person asking the questions controls the conversation.