Programação Neurolinguística e sua influência para fidelizar clientes e gerar mais vendas

Abstract

The theme of this work is Neurolinguistic Programming and its influence to retain customers and generate more sales. The purpose is to analyze and identify whether, by applying Neuro-Linguistic Programming methods in the sales area, the company, through its employees, can maintain a good relationship with customers, build loyalty and generate more sales. In the first part, the concepts of Neurolinguistic Programming were addressed, as well as the development in relation to customers, types of customers and structuring of basic sales processes. Being a salesperson is a very important function, as well as any other function, each day they face more and new challenges and from these they need to transform them into opportunities, whether new presentations, objections, deals or proposals to make the sale. They need to reinvent themselves and specialize, so that they are always prepared for the challenges that customers present to them. Faced with so many products offer on the market, the consumer is increasingly demanding in face of the opportunities that the market offers them. It is up to the seller to know and understand these offers to better serve the customer, as the offers are not always of good quality products or services. From the studies proven from the theories covered in the study, knowing each client well is a great and very challenging differential, to win them over and keep them in your active client portfolio, otherwise, they will have major impacts on your career and consequently for the company you work for. This study aims to analyze how Neurolinguistic Programming influences customer loyalty and generates more sales, thus identifying the frequency of approach, support and support with customers through a quantitative descriptive survey, through a questionnaire developed via google forms. After analyzing the answers acquired through the questionnaire, it can be considered that salespeople, supervisors and sales managers are at a good level in terms of support and support to customers, also in relation to the basic processes and methods contained in the survey, which are , empathy (putting yourself in the customer's shoes), solving the customer's needs, using material for presentation, structured sales, identifying the moment to close the sale and objections, using Rapport and how often I managed to identify the personality of the client. Most of the answers regarding the use of Neuro-Linguistic Programming methods in the use with the approach to clients were, that they use them “often” and some “always” use them. Thus, with the application of these methods that are linked to Neuro-Linguistic Programming, it is necessary that salespeople continue to include and adapt with customer service. These methods need to be part of the daily lives of all salespeople so that they have a differential and are more efficient, in this way, they retain customers and consequently generate more sales. [resumo fornecido pelo autor]