Ask Sue Knight

Hi Sue, I am in the home additions business selling to home owners in house. I was wondering weather you have a book that teaches selling to this type of market. I read a feature on the amazone site regarding your book NLP Solutions. In the book there is a case study with BMW salepeaple. Does this book go in detail of the new selling techniques adopted by the other sales people? Do you think this book could help me in my selling situation?

Many thanks, Brian Connors.

Dear Brian, thank you very much for your question. You ask about more information on Selling Techniques and there is more in NLP Solutions but I would say that all of NLP is relevant to selling techniques and you can read all about the fundamental skills including how to build rapport in my book NLP at Work. I have written a workbook that I use to supplement training that I have done on Personal Selling Skills and that is available from us directly but overall I would say that NLP at Work is the most useful stand alone book.

I have done a lot of modelling of what makes a difference in selling situations and what sets the top sales people apart from the rest. I do find that amongst many other things it is the way that the sales person thinks about a vision that they have for the customer as they interact with them that makes a difference and their ability to be in rapport from the first moment that they meet them that are two of the key factors that make a difference.

I have written an article on the subject too which should be in the articles section on my website.

I hope that helps and I wish you the very best,

Sincerely,

Sue Knight