ABSTRACT
Selling on a one-to-one basis draws on many aspects of NLP, and successful salespeople, knowingly or unknowingly, use some of the techniques as a matter of course. Similarly, what we describe as a ‘personable’ or ‘charismatic’ character, or ‘positive chemistry’, often indicates someone who practises the principles of matching and rapport. Selling involves getting inside the customer's mind, or what NLP calls their mental ‘map’, where the key to success lies. Success also requires self-belief on the part of the salesperson, as well as clear goals and a positive state of mind when faced with inevitable setbacks. This means you need not depend on luck or genetics – the most unlikely people have produced remarkable sales results. You can make the necessary changes, and achieve big improvements, using the principles and techniques of NLP.
