Matthew Linklater, Sales Training Expert, On Staying in the GREEN ZONE in Communication
Matthew Linklater, author of Quick Witted: Saying the Right Thing to Win Big and trainer in the areas of business and personal success, writes about the technique of maintaining a broad perspective with clients to earn sales.
Chicago, IL – January 21, 2010 – Matthew Linklater, certified practitioner and coach of Neuro-Linguistic Programming, expert in Time Line TherapyTM, hypnotist, speaker and author, recently published an article on his website (www.thelinklater.com) about a communication technique in his book, Hierarchy of Ideas. The article, titled “Communication Technique: Stay in the Green if You Know What I Mean!” argues that training your sales staff to stay in the GREEN ZONE will keep the interest and win the loyalty of your clients and customers.
Linklater writes, “Have you ever engaged in sales communication, where the conversation simply did not go your way? You gave all the details that your prospective buyer would have needed… You broke down play by play, how your product or service operates, so your prospective client would understand the specific logistics of the company’s service steps and the product’s functionalities. You did all that! And still no sale. What could you possibly be doing wrong?”
“In my professional sales training process, our clients learn how to stay within the right range between abstraction and specificity with their communication. For example, if someone is selling a medical product, there is an important zone within which the salesperson should stay with their communication in order to maintain the attention and interest of the buyer. Within this zone, the seller is offering enough information so as not to be too general, but he or she does not overwhelm the buyer with too much information. … By strictly keeping a broader perspective with your communication for a prolonged period of time, others will remain interested and buy into your product or service more easily,” argues Linklater.
Matthew Linklater and Denise Wayman are co-founders of TheLinklater.com and former Vice Presidents of three fortune 100 companies and are accomplished motivational speakers and life-changers. Authors of three books, Quick Witted: Saying The Right Thing to Win Big, Basic Training: Sales Boot Camp, and Counter Attack with legendary Brian Tracy, these two Sales Gurus combine extensive business experience with their expertise as certified master practitioners, trainers and coaches of Neuro-Linguistic Programming in conjunction with Time Line TherapyTM to help you exceed your sales goals!
The entire article can be found at http://thelinklater.com/2011/01/communication-technique-stay-in-the-green-if-you-know-what-i-mean/
About Matthew Linklater and Denise Wayman:
Matthew Linklater, and his business partner and fiancée, Denise Wayman, help clients with personal development, positive thinking and action orientation – teaching others to effectively identify and grab hold of their dreams. In addition to their specializations in Neuro-Linguistic Programming, and Time Line TherapyTM, this high-impact duo utilizes their expertise in hypnosis for their clientele’s personal and professional development and training. The dynamic success mentoring team works with individual clients on their career goals as well as business teams on sales and performance goals, to manifest extraordinary success for top-line growth and bottom-line profits. Together, Matthew and Denise have a revolutionary Live Your Vision process that aligns mind, body and spirit in the right direction for success.
As Authors, Speakers and Success Coaches, Matthew Linklater and Denise Wayman offer powerful business consulting and high-impact personal coaching. They have trained business leaders to increase in the critical areas of sales coaching, building instant rapport with others, 3D Communication for negotiation and conflict resolution, motivation of team members, goal achievement, product scripting and leadership. This team’s personal coaching methods incorporate powerful NLP techniques, Time Line Therapy®, the Live Your Vision experience and the Ericksonian Hypnosis method.
To learn more about Matthew Linklater, please visit www.thelinklater.com.