Negotiate Anything

Strategic Sales Conversations Using NLP With Nikki Rausch

Dec 9, 2023
Guest
Nikki Rausch
Nikki Rausch, founder of Sales Maven, discusses how to have difficult sales conversations using NLP techniques. She emphasizes the importance of understanding the other person's perspective and shares valuable tips to improve sales skills and navigate challenging discussions. If you want to up your sales game, don't miss this episode!
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INSIGHT

NLP Defined As Flexible Communication

  • NLP is the study of communication combining how the brain processes information, language, and habitual patterns to improve interactions.
  • Nikki frames NLP as adding flexibility to behavior so you can put others at ease and reveal what matters to them.
ADVICE

Match The Other Person's Rate Of Speech

  • Match or moderately adjust your rate of speech to the other person to build connection and increase likability.
  • Nikki recommends adjusting about 40–60% toward the other person's pace so conversations find a comfortable middle ground.
ADVICE

Turn Statements Into Questions

  • Ask strategic questions instead of making statements to plant ideas and give the other person ownership of conclusions.
  • Nikki shows turning statements into questions (Would you benefit from...?) invites agreement and continued conversation.
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