Forum Message

Topic: Re:Re:Corporate NLP and sales
Posted by: Michael Carroll
Date/Time: 22/07/2002 01:48:28


Great questions and they deserve a longer response than I am able to give at this moment. In fact the full  reply is in a book I am working on.

Here goes in short, I have typed my replies  below your questions.

"How do I build a highly efficient sale force using NLP applications and models?"

If you are starting from scratch, it's all about recruiting the right people. I would find top people in your business and through modelling seek out the patterns of these people and design an ideal model based on the ideal "fictional”  sales person for your business.

In general I have observed the following traits in TOP sales people.

1. Are focussed and single minded
2. Follow procedures if the procedure is proven effective. They are usually good modellers, if the procedural model works, they will follow it.They will tweak the procedure based on their own discoveries.
3. Are strong willed enough to realise when to be flexible and change approach even if it means breaking the procedure to get a positive outcome.
4. Respond to targets and are highly competitive
5. Are motivated by personal achievement and have goals outside of work.

All of the above are gross generalisations, and there will be many exceptions. 

"What applications would I introduce to help my company peers teach others to sell more bank financing to their customers?"

Find the best there is, and teach what he/she does. Find other top performers and compare to see if there are similarities.

"What models and NLP aplications Michael
would YOU start with if you where me working as me inside my company?"

I have developed a sales model that I developed using an NLP change template. I will post this model in this forum early next week.



Entire Thread

TopicDate PostedPosted By
Corporate NLP but sales17/07/2002 22:21:00kc
     ReRe:Corporate NLP - sales18/07/2002 02:11:39Jon
          reply to Jon 18/07/2002 04:30:46Michael Carroll
     Re:Corporate NLP but sales18/07/2002 03:33:35Michael Carroll
     Re:Corporate NLP but sales.part 2 18/07/2002 03:51:56Michael Carroll
     Re:Corporate NLP but sales18/07/2002 12:17:44Ian Newton
     ReReReReReRe:Corporate NLP but sales18/07/2002 14:16:15kc
     Re:Corporate NLP and sales19/07/2002 02:22:31kc
          Re:Re:Corporate NLP and sales22/07/2002 01:48:28Michael Carroll
               ReRe:Re:Re:Corporate NLP and sales22/07/2002 13:59:21kc
               Re:Re:Re:Corporate NLP and sales22/07/2002 19:33:35kc
                    Re:Re:Re:Re:Corporate NLP and sales23/07/2002 02:44:45Jim R
                    Re:Re:Re:Re:Corporate NLP and sales27/07/2002 05:01:20Michael Carroll
                         ReReReReReReReReRe:Re:Re:Re:Re:Corporate NLP and sales04/08/2002 10:28:12kc
          Re(2): Corporate NLP and sales07/08/2002 17:24:47Carol Anne (Friday) Ogdin
               Re Re:R(3) Corporate NLP / sales17/08/2002 01:30:42kc
     Re:Corporate NLP but sales30/11/2003 17:50:56Jacues Werth
          Re:Re:Corporate NLP but sales02/12/2003 14:06:48kc
          Re:Re:Corporate NLP but sales04/12/2003 09:18:15John Grinder
               Re:Re:Re:Corporate NLP but sales23/12/2003 08:11:22kc
                    Re:Re:Re:Re:Corporate NLP but sales24/12/2003 18:56:38John Grinder
                         Re:Re:Re:Re:Re:Corporate NLP but sales25/12/2003 05:36:58kc
                         Re:Re:Re:Re:Re:Corporate NLP but sales28/12/2003 01:00:50Spike
                              Re:Re:Re:Re:Re:Re:Corporate NLP but sales30/12/2003 19:38:28John Grinder
                                   Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales01/01/2004 14:37:31kc
                                        Re:Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales05/01/2004 18:14:25John Grinder
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales05/01/2004 23:36:46kc
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales15/01/2004 05:11:17kc

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