Creating Personal Relationships In An Impersonal Environment

In this episode…

Relationship building has always been a key ingredient to becoming the trusted partner to your most important customers.

The age-old question is whether a salesperson needs to be naturally good at it or whether relationship and rapport building is a skill that can be taught.

Today’s guest on KAMCast is Master NLP Trainer, Performance Coach and Equine Learning Specialist – Lisa Brice.

Highlights from this episode:

I hope you enjoy listening to my conversation with Lisa. She shares her insights on:

• how we can fine tune our rapport building across digital platforms,
• the role that our core beliefs play in generating success in sales and
• the importance of coaching to maximise performance.

In our continual pursuit of sales success with our key customers, it really is all about identifying the difference that makes the difference?

The questions I put to Lisa in our conversation centre around:

• Defining what NLP is all about
• With face to face meetings now being the minority, what do we look to change – in the way that we build rapport over video, phone and email
• What some of the common limiting beliefs she hears most in sales teams, and what are some of the best beliefs of excellence in sales to have
• For leaders and managers listening to this episode, what are Lisa’s words of advice on how should they be coaching their people on performance in today’s climate?

NLP is a complex topic, rich in value and hearing Lisa break down as: what we think, what we say, and what we actually do really helps me to understand the power of using it to fast track results within our businesses.

With our core beliefs coming to us as what we say to ourselves in our head its easy to see how the quality of the sale can be directly influenced by the quality of our self-talk.

And in this digital age and working remotely, Lisa underlined the importance of raising your awareness around the ‘feeling’ of being in rapport, being connected, being in tune with another and how to use it as a gauge to build better relationships across video conferences.

Killer Question Segment

In each episode we will be asking you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture and where changes in thinking and behaviour could lead to increased customer success.

In this episode we asked Lisa to give us her killer question which was:

 “What would you like to have happen?”

Lisa says while it’s easy to focus on the things that are not working, but what if you switched the focus? What if you focussed on what you would like to have happen?

Find out more about my guest: Lisa Brice

You can find out more about Lisa on her website, or email her direct. Follow her equine-assisted learning leadership work on Facebook: Horses for Courses, connect with her on LinkedIn or follow her on Twitter.

Lisa is a highly-acclaimed and qualified international trainer, personal performance and leadership coach, and business consultant, who specialises in enhancing people’s potential and leadership development. She has worked with small independent businesses to global franchise operations, large corporate companies and public sector organisations, including Royal Institute of Chartered Surveyors, Delancey, Phillips, Carlsberg, Chartered Institute of Insurers, XPO, Get Living London, Sky, Ernest Young, Greencore, Winkworth, Rentokil, Land Registry, TJX Companies inc, and many others.

She not only has incredible experience, she also holds an impressive list of qualifications – some of which are:  CIPD Trainer, ANLP Master Trainer, NLP Trainer &Master Practitioner, Dip CMI Strategic Business Coaching, Licensed HeartMath Trainer and Coach, and Systemic Coaching and Constellations Practitioner.

Coming up…

In the next episode of KAMCAST, I’ll be talking to Grant Leboff from Sticky Marketing about the differences and common divide between sales and marketing and how Key Account Managers should be using their own media channels to add value to the customers.

Grant Leboff is one of the U.K’s leading Sales and Marketing experts. His fourth book, ‘Digital Selling’, debuted at #1 on the Amazon charts prior to being published in September 2016. His latest book, ‘Myths of Marketing’ was published in January 2020.

A thought leader in his field, Leboff’s main focus is to address the massive changes that are taking place in a world that is constantly being introduced to new technologies and an evolving World Wide Web. He continually challenges Sales & Marketing conventions that become accepted wisdom, but don’t necessarily deliver results.