Ethical Influencing

Ethical Influencing

Ethical Influencing

It’s 2018 and we are a long way from the sales methods and training a lot of us cut our teeth on. Marketing is telling us that there needs to be in excess of seven touch-points for any call-to-action to become effective. Some even report as high as 25! Social selling is becoming a more prevalent and recognised, so it stands to reason that our communication needs to also change.

As we become more aware of these changes, I’m wondering if you are thinking it is becoming time to be more aware of your communication and the advanced techniques NLP can offer?

Dr Richard Bandler invented the term “Neuro-Linguistic Programming” in the 1970s. He was recently asked to write the definition of Neuro-Linguistic Programming that appears in the Oxford English Dictionary. It says: Neuro-Linguistic Programming: “a model of interpersonal communication chiefly concerned with the relationship between successful patterns of behaviour and the subjective experiences (esp. patterns of thought) underlying them” and “a system of alternative therapy based on this which seeks to educate people in self-awareness and effective communication, and to change their patterns of mental and emotional behaviour.”

NLP Coaching Practitioners are able to bring in coaching and language skills in order to better communicate with clients and colleagues in all areas. In the sales arena, it is especially useful in order to discover the motivations and values that underpin goals and aspirations, both in terms of clients and the internal team.

Being able to recognise and employ different linguistic patterns and techniques enables a deeper level of communication and rapport. For example, including visual, audio and kinaesthetic references such as ‘looks/sounds/feels good’ in presentations ensures the message gets through to people with all language preferences. Imagine how much deeper the level of rapport is when you are talking to a client in their language.

It also greatly benefits the company and staff as NLP Practitioners can coach on issues, development requirements and effective communication. Benefits could range from coaching a member of the team who feels low on confidence in a particular area to holding a morning meeting centred on excellent questioning skills.

Motivating staff and colleagues is also easier to do utilising the skills learnt through an NLP sales course or recognised NLP qualification. Motivators and values are key aspects of how people work and this is something which NLP coaches are able to elicit.

Other areas of understanding include the Myers Briggs Type Indicator system which shows peoples’ behavioural preferences. This is particularly useful in deciding on working environments, who is best placed to attend networking events and so on.

The better any of us can communicate with and understand prospects or existing clients, the better the sales results will be. NLP techniques allow us to ethically influence others to bring about a win-win situation. Ongoing coaching embeds learning, maintains the right mindset and ensures results are sustainable.

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