Cottingham, East Yorkshire – 15 May, 2006 – Automotive people and business development specialists, PHP Ltd, launch their brand new NLP (neuro-linguistic programming)-based people development programme – ‘Beyond Sales Process’, due not only to the findings of recent research into car buying behaviour across the UK carried out by sister company PHP Research Ltd, but also due to PHP’s 30+ years exposure to the motor industry observing the behaviour patterns of top automotive sales performers.
Robert Purfield and Dean Hines, Directors of PHP, the authors of the new ‘Beyond Sales Process’ Programme , believe that it is time the automotive industry starting looking beyond sales process in order to shift sales performance levels from average to outstanding. Robert Purfield had this to say, “Many of the development programmes available today are based entirely upon sales process. This is fine and most definitely a requirement for automotive professionals. However, our research shows, in this day and age successful companies wishing to move up a gear from achieving average performance to achieving outstanding performance must go well beyond sales process. That’s why we have developed our “Beyond Sales Process” Programme especially for the automotive market. The programme involves a wide range of specialist people development techniques including the power of NLP. By combining all of this with PHP’s 30+ years total motor industry sales knowledge, experience and expertise, we believe we have something truly unique to offer the industry.”
He added, “Today’s customers tell us that 78% of people who go out and look at a car actually buy one. But the reality is that the average closing ratio across dealerships today is around 15-20%. Hard facts like these emphasize that excellent sales processes alone are just not enough.”
Robert Purfield and Dean Hines have created a 5-piece model for people and business development, especially for the automotive industry, that they call Human Change Technology TM. Human Change Technology TM combines elements of neuro-linguistic programming, emotional intelligence, accelerated learning and hypnotic change technique. Underpinning all of this is a powerful personality and psychometric profiling tool that they have carefully chosen to drive all of their material. It is PHP’s Human Change Technology TM that drives their Beyond Sales Process Programme.
Robert explained, “All of our programmes, including ‘Beyond Sales Process’, are entirely focused on results. NLP is a key element of our Human Change Technology TM model and I think it’s the unique mix of all five elements coupled with our indepth understanding of the automotive industry, vehicle sales processes and our understanding of the intricate behaviour patterns of top automotive sales performers that make this model so extremely powerful. The results speak for themselves. Working in partnership with our clients we consistently achieve outstanding results.”
One definition of NLP (Neuro-Linguistic Programming) is that it is the art of mirroring the behaviour patterns of geniuses. John Grinder created Neuro-Linguistic Programming in the 1970's with Richard Bandler, as a means to investigate how people organize their thinking, feeling, language and behaviour to produce the results they do. NLP is now a highly respected model used globally in business in all kinds of areas including sales, team building, coaching, leadership and precision communication.
Peter Gardner, Head of Sales Development at Inchcape, has worked closely with PHP and Robert Purfield on several projects, he told us, “I find Rob to be a very inspiring person. As an advocate of NLP myself I would say he is congruent with the applications of it. He lives and breaths NLP and this makes Rob as a person and what he brings to the table that much more credible and applicable to the man on the street, which is a testament to him. He does not wear NLP as a badge like a lot of people do, he just does it naturally so those involved would not necessarily know Rob was practicing NLP – it is a part of him.”
Robert Purfield, has been personally coached by John Grinder, a co-creator of NLP (neuro linguistic programming) , Carmen Bostic St Clair and Michael Carroll of the NLP Academy, to become a Certified Trainer of NLP.
Robert added, “John Grinder has devoted his life’s work towards his quest to uncover and present human patterns of excellence, modelled from geniuses in different fields. Having had the opportunity to spend so much time with this amazing individual, I can truly say that he is an outstanding human being. NLP is a magical subject and to be coached so closely by this man and acquiring the skills to put this into practice for the automotive industry has been an unbelievable experience for me!”
For further information about Robert Purfield, Dean Hines, PHP Ltd or how to use NLP to improve results in the automotive industry – visit www.phpltd.co.uk or contact PHP Ltd on 01482 300851.
