NLP enables paradigm shift in sales training | Matrix ... - AME Info

Talbot shared how NLP (Neuro-Linguistic Programming) can have a long term substantial impact on performance.

"Research indicates that almost half of the learning is lost by sales teams within five weeks and close to 85% is lost within three months. The ad-hoc training approach and lack of reinforcement of key learning are often cited as the reason for the poor uptake of training," Talbot said.

"Clearly, the approach to sales training needs a paradigm shift that brings real changes at the behavioural level, beyond the cosmetic changes a sales seminar or short term training course could deliver," she added.

Talbot said, "NLP is a perfect tool to bridge this gap, and enable a real change in thought process and behaviour that can be sustained, for life."

"According to a key axiom of NLP, behaviour is the most informative indicator of the mind's internal processing. NLP equips us to be far more astute in observing what people do and assessing the feedback their behaviour gives us. The real advantage of NLP training is not in the learning, but in how you can apply these in an actual business environment or situation," she added.

Talking specifically about the competitive sales environment, Talbot suggested that the strategies of NLP enables sales professionals to get remarkable insight into customers' minds, their requirements and more importantly, what is driving their needs, fears and objections.

"Once you have mapped your customer's mind, it is much easier to satisfy these needs, which invariably brings more business and success in the long term," she concluded. She noted, "The corporate world is now willing to explore the positive impact NLP brings to diverse business situations."

Initially NLP training was thought of as an HR domain, however we see increasing numbers of sales and customer service professionals coming to our NLP practitioner programmes. This shift has come as professionals across the board are realising how NLP could be used to enhance success and hence, revenues.

"The tools and techniques of NLP enable you to achieve your goals much faster, be it to build relationships or to create alignment and agreement in meetings, running a large team or managing a diverse portfolio of clients," she concluded.

Source: http://www.ameinfo.com/nlp-enables-paradigm-shift-sales-training-327885

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