Neuro-Linguistic Programming, or NLP as it is commonly known, is a technique used to elicit an expected response. NLP primarily uses language and neurology specifically to elicit these expected responses. The technique can be used in virtually any situation where you might need a language trigger, such as using a confidence-boosting trigger. However, this technique has been widely used in sales training. In a tight economy, you as a seller must convert every possible sale. This is where NLP sales techniques will give you the edge. Here are four NLP sales techniques that you can implement.

Anchoring is a technique that puts your clients in a specific state of mind that can be accessed at any time. In sales, you would naturally want them in a buying state of mind. The easiest way to anchor is to have the customer remember a time when they were in a buying state. Ask them to recall a time when they bought on impulse, or a time when they saw something and had to have it immediately. Once you have them thinking about it, you set the anchor using a particular word or physical gesture. That’s when you can access the anchor when you need it using that same word or gesture. You have to make them mentally own and feel like they can’t do without your product. Anchoring puts the customer in the right frame of mind to buy.

Objections are as much a part of the sales process as anything else; Every sales person will encounter objections many times during a sales career. The key is how you handle those objections. Sales training tells you to be prepared to handle objections that are unique to your product and have a ready response to that objection. In this situation you can use an NLP technique. Objections must be handled before the customer raises them. For example, if expense is a common objection in your industry, mention the cost of your product first. Relate the expense to one of the biggest benefits of your product. If you can allay an objection before it happens, you remove that particular roadblock on your path to a successful sale.

Sometimes a client will say that they have a decision to think about. Normally the client has already made the decision to buy or not your product, and they only need to see that it is a good decision. Using the NLP technique of time manipulation can be very helpful when trying to close a sale. Time manipulation simply says that you should mentally take your customer into the future and let them see how satisfied they will be with the new product. Take them to a place where they see that the decision they make today is a wise one. For example, ask them to think about the next time they go on vacation with the family and they won’t have to worry about the new car breaking down in the middle of the vacation. Make them feel good about the purchase.

Above all, the most valuable NLP technique is making sure that you, the salesperson, are ready to help your customer. Make sure you are in the right frame of mind. Leave all your personal luggage outside the door and mentally prepare yourself to make the sale. All the techniques in the world cannot help if you are not ready to use them.

There are many more NLP techniques that can be used; however, it is important that you find the two or three that work best for you and practice them until they are perfect. If NLP sales techniques are used correctly, you could quickly see your sales numbers start to rise. A good salesperson will stay on top of their game, using everything at their disposal to improve it and increase sales. Using NLP sales techniques will put you on top of the game.