Make It Happen Mondays - B2b Sales Talk With John Barrows

The majority of salespeople aren’t aware of Neuro-Linguistic Programming (NLP) and how it can help in the sales process. If you haven’t heard of this (and even if you have), you’ll want to listen in to my conversation with Valerie Fischer, co-owner of The Conversion Engine and an NLP-Certified Practitioner. I was introduced to NLP early in my sales career but didn’t really get too deep into it because I thought it could be manipulative. But Valerie feels it’s really just getting to know your client and helps them to label their thoughts and behaviors. “It’s trying to understand what your clients think-points are,” Valerie says. “What are the possibilities they see for themselves. When you ask questions like that, you’re able ot squeeze that out of them.” We also delve into identifying whether your client is a visual, auditory or a kinesthetic person and how to mirror your messaging to take full advantage of these traits. We also discuss metamodel questions that can help get to the client’s actual motivations