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Sales Training Tips:

Sales Training Class Tips for B2B Sales - Using Neurolinguistic Programming

B2B is short for business-to-business, which refers to the communication between two companies doing business with one another. This is different from B2C and B2G, which stand for business-to-consumer and business-to-government respectively.

There are more B2B sales than the two other kinds because before a finished product can be sold to a consumer, there has to be numerous purchases of raw materials in order for it to be produced.

A bakeshop, for example, will go through many B2B purchases for many different ingredients before being able to sell the final pastries to the consumer.
Neurolinguistic programming is a tactic that is used when there is an exchange of business between a business and a consumer.

NLP is basically a type of programming that is being done to the brain through certain external influences in order to make the person more inclined to buy the product that you are selling.

This kind of sales tactic is slowly becoming more and more practiced by many different businesses on their consumers, but what about in B2B sales?

In essence, neurolinguistic programming is still possible when it comes to B2B sales. This is because, although the two parties being represented are businesses, there is still a great amount of human interaction that happens in order for the transactions to happen.
That means that in the same way that a business will use NLP to try and sway a customer covertly into buying their product or availing of their service, so will one business representative try to use NLP to try and get the representative of the other business to bend to their will, no matter if they are on the side of the business buying or the business selling the raw material.

The first step in successfully applying neurolinguistic programming to B2B sales is to create a strong rapport with whomever it is that you have to deal with.

This rapport is what will get this person to put their trust in you, and that bond is necessary in order for the persons mind to be relaxed enough to be eligible for neurolinguistic programming in the first place.

The trick to effectively using NLP for B2B sales is all about mimicking the person that you are speaking with. This involves patterning everything that you do on what the other person is doing as well breathing, speaking, posture, and even mood.
If they seem excited, then you must seem excited as well, and if they are sitting in a certain way then you must mimic that too.

This is referred to as pacing, and there are two kinds that must be achieved: physical pacing and emotional pacing.

Physical pacing may be a bit more difficult because it entails everything from the breathing patterns to the small hand gestures that they do. Emotional pacing is all about matching your overall vibe with what they have as well.

But the pacing is only the beginning. Once you believe that you have been able to make a connection through the pacing, and that they are fully in tune with you both physically and emotionally, you will then try to sway them to start mimicking you instead.
In the end, even their opinions will have been swayed, which is how you will then start influencing them to make the B2B sales more in your favor.

This kind of B2B sales is complicated, and a lot of people have to go through a certain amount of training in order to be able to do it successfully. But once you are finally able to successfully achieve it, remember to use it with care and with respect.

While some say all is fair in war and business, there are still some lines that should not be crossed, especially where there is the business and the law is involved. 

Source: Marc Savage link

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