Selling Techniques with NLP
Selling Techniques with NLP
Conversational hypnosis has the following three characteristics:
1. It grabs the listener's attention
2. It focuses the listener's attention
3. It greatly increases suggestibility
These three skills that is obviously important for any salesperson to develop.
Conversational hypnosis is completely ethical. It is what sales superstars have been doing for years, but they have not known how to explain it or teach it to others. Here are ten of the most powerful hypnotic sales techniques you can immediately put to use to increase your sales effectiveness and your income.
One: Master Self-Hypnosis
Sales is a stressful profession and even the greatest salespeople get a lot of rejection. When times are tough and negative thinking and pessimism abound. Negative thoughts repeated over and over become hypnotic and can drain your energy. The good news is that if you learn self-hypnosis, you can easily replace negative self-destructive thoughts with positive thoughts. Sales people can experience dramatic increases in sales and significant reductions in their level of stress by learning self-hypnosis.
Two: Sell Them on Their Dreams
Find out your prospect's innermost dreams and desires, and piggyback whatever you are selling on those dreams. When people talk about their dreams, they are going into an imaginary future world. They are leaving the mundane here-and-now and are entering a hypnotic state. You don't have to induce hypnosis when people talk about their dreams -- you only have to make use of the hypnotic state they are already in.
Encourage people to talk about their dreams. If you show them that they can achieve their dreams and their ideal state (or part of it) through buying your product or service -- they are likely to buy it! People cannot resist their own dreams.
Three: Paint Vivid Word Pictures
Hypnosis is based on mental imagery, which are essentially vivid word pictures. If you go to see a clinical hypnotist, he might have you imagine you are floating down a river on a warm afternoon, or that you are sitting on a beach in Hawaii, or floating in the clouds. Such imagery gets people to leave the present moment and present concerns and it frees up the human imagination. It activates the creative, emotional part of the mind and quiets down the critical part of your prospect. Don't be afraid to use mental picture after picture after picture in your sales presentation, to do so is positively mesmerizing and gives you a real competitive edge.
Four: Learn the Instant Replay Technique
If you are selling cars, find out how your prospect bought his last car. If you are selling houses, find out how he bought his last home. Ask questions and listen to learn every mental step he or she went through, the order of those mental steps, and who else was consulted during the decision-making process. When people talk about how they have done things in the past, they get mesmerized by their own stories. And, since we are all creatures of habit, we are very likely to buy today in the same way we have bought in the past. Sell him today in the same way he bought in the past and the only way he can resist you is to resist himself. Most people find it nearly impossible to resist their own thinking and their own values. He won't know why, but he will find it fascinating (and mesmerizing) to buy from you. Your client will find that the whole process is almost effortless since it fits in so perfectly with the way he likes to buy.
Five: Use Hypnotic Affirmations
We all talk to ourselves all the time. Scientific research has shown that many people talk to themselves at the rate of up to 500 words per minute! Since you are going to be talking to yourself, why not say something positive? Many of the old-fashioned approaches to positive thinking neglected the all-important role of affirmations in self-programming.
What is your attitude towards selling? Whether you are aware of it or not, you are talking to yourself every day about what selling means to you. Are you saying, "Selling is a drag?" or "How did I get into this field?"
Use hypnotic affirmations to squeeze out almost all negative thoughts. Repeat these affirmations 1,000 times over the next two weeks: "I love to sell." "Selling is easy for me." "I love to talk to new people." "I represent a great company and a great line of products and services." The constant use of these and other affirmations creates a positive mental state and self-confidence that no competitor can shake.
Six: Utilize The Power of Repetition
Much of hypnosis is based on the power of repetition, whether it is the repetitive swinging of a shiny gold watch or the repetitious use of a word such as "sleep" or "relax." Sales superstars are not afraid to repeat themselves, especially if they are making an important point or a new point. To keep what you are saying fascinating, each time you repeat it, say it a little differently. Use your hypnotic repetitive statement, then talk about something else, then use the hypnotic repetitive statement, then talk about something else, then use the hypnotic repetitive statement again. Here is one example: "You will love this product." "You will absolutely love this." "You will completely fall in love with this." "You will love this forever."
In advertising sales, they say that nothing sells like repetition. In selling radio ad spots, for example, you never sell one or two advertisements. No one ever buys a product after hearing about it in one radio ad. Instead, you sell a company a set of 50 or 75 radio spots. Why is repetition so important? Most people are terrible listeners. They miss much of what you are saying, and within one hour they forget about 80 percent of the little bit they did hear. If you don't use hypnotic repetition, you take the risk that your client or prospect might not hear some of your most important messages. Remember that hypnotic repetition works powerfully with both factual and emotional messages.
Seven: Tell Hypnotic Stories
Some of the most powerful hypnotic techniques of all are story and metaphor techniques. When people listen to a story, they tend to let down their guard and become less critical. They "go see a movie" in their mind. When you tell a hypnotic story, they think you "aren't selling," yet you might be making the most powerful sales points in your entire presentation. By simply mastering sales metaphors and sales stories you could increase your sales by 20 percent or even more.
Eight: Use Hypnotic Sales Scripts
Hypnotic scripts are organized collections of words that are unforgettable: Here are just a few hypnotic scripts we are all familiar with: "To be or not to be..." "Four score and seven years ago..." "Ask not what your country can do for you..." It is important that salespeople do not speak in a way that is boring and banal. Successful sales people have a way of speaking that sparkles and is fascinating and mesmerizing. The salespeople who mesmerize use powerful collections of words (scripts) that are impossible to ignore.
Objections are predictable. You should be able to predict every objection that a prospect might raise to buying your product or service. Most important, you should have dozens of mesmerizing, heart-stopping, mind-blowing scripts to use to totally take the power out of these predictable objections. Hypnotic sales scripts are the best guaranteed way to eliminate objections and successfully close sales.
Nine: Build Trust
All of the research on trust points to the fact that we trust and like people who are like we are. The most rapid way of building trust is through the use of pacing techniques, which are matching or mirroring techniques. When you become like the other person by pacing him, you minimize and dissolve differences. When you are like the client, the only way the client cannot like you is by not liking himself -- which for most people is difficult to do.
To build trust and rapport rapidly and to send the subliminal message, "I am like you are," pace and mirror the following: speech rate and speech volume, body language, moods and emotions, and opinions and beliefs.
When you completely pace someone, the effect is positively hypnotic. You can get to the place where you can almost predict what they will say next, and that gives you tremendous power and self-confidence in selling.
Ten: Use Intraverbal (the intonation of the voice) Suggestions
Intraverbal suggestions come from intonations and voice inflections. When a hypnotist uses the word "sleep," he usually pronounces it in a soft deep voice and extends it out into "sssllleeeeeeppp." The special intonations and voice inflections he uses give the word extra power. In the same way, we have found that top sales professionals turn certain words into action commands by changing their intonations: "Think of how haaapyyy your wife will be when you give her this new sports car!"
In this example, a long resonant intonation on the word "happy" triggers strong positive feelings in the client. He has an immediate positive experience of his wife's happiness. If the salesman just said the same words quickly and matter-of-factly, they would have little effect. It is the intraverbal suggestion that gives them all their power. Your voice inflection can actually trigger happiness in the listener in the instant he hears such a suggestion!
We need to practice using different forms of intraverbal suggestion until we find absolutely the most powerful combination of intonation and inflection.
I am often able to significantly increase a salesperson's closing ratio simply by adding the proper form of intraverbal suggestion to the words he or she is already using.
If you are one of the first to master these powerful persuasion techniques, you'll have a significant edge over your competitors and you will be able to successfully close more sales with less effort.
Selling Techniques with NLP - To learn more about this author, visit Colly Graham's Website.
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Neuro-Linguistic Programming techniques are derived from the field of indirect or conversational hypnosis. This form of hypnosis has nothing to do with tricking anyone or putting them to sleep. It is simply a fascinating "mesmerizing" way of speaking.
Conversational hypnosis has the following three characteristics:
1. It grabs the listener's attention
2. It focuses the listener's attention
3. It greatly increases suggestibility
These three skills that is obviously important for any salesperson to develop.
Conversational hypnosis is completely ethical. It is what sales superstars have been doing for years, but they have not known how to explain it or teach it to others. Here are ten of the most powerful hypnotic sales techniques you can immediately put to use to increase your sales effectiveness and your income.
One: Master Self-Hypnosis
Sales is a stressful profession and even the greatest salespeople get a lot of rejection. When times are tough and negative thinking and pessimism abound. Negative thoughts repeated over and over become hypnotic and can drain your energy. The good news is that if you learn self-hypnosis, you can easily replace negative self-destructive thoughts with positive thoughts. Sales people can experience dramatic increases in sales and significant reductions in their level of stress by learning self-hypnosis.
Two: Sell Them on Their Dreams
Find out your prospect's innermost dreams and desires, and piggyback whatever you are selling on those dreams. When people talk about their dreams, they are going into an imaginary future world. They are leaving the mundane here-and-now and are entering a hypnotic state. You don't have to induce hypnosis when people talk about their dreams -- you only have to make use of the hypnotic state they are already in.
Encourage people to talk about their dreams. If you show them that they can achieve their dreams and their ideal state (or part of it) through buying your product or service -- they are likely to buy it! People cannot resist their own dreams.
Three: Paint Vivid Word Pictures
Hypnosis is based on mental imagery, which are essentially vivid word pictures. If you go to see a clinical hypnotist, he might have you imagine you are floating down a river on a warm afternoon, or that you are sitting on a beach in Hawaii, or floating in the clouds. Such imagery gets people to leave the present moment and present concerns and it frees up the human imagination. It activates the creative, emotional part of the mind and quiets down the critical part of your prospect. Don't be afraid to use mental picture after picture after picture in your sales presentation, to do so is positively mesmerizing and gives you a real competitive edge.
Four: Learn the Instant Replay Technique
If you are selling cars, find out how your prospect bought his last car. If you are selling houses, find out how he bought his last home. Ask questions and listen to learn every mental step he or she went through, the order of those mental steps, and who else was consulted during the decision-making process. When people talk about how they have done things in the past, they get mesmerized by their own stories. And, since we are all creatures of habit, we are very likely to buy today in the same way we have bought in the past. Sell him today in the same way he bought in the past and the only way he can resist you is to resist himself. Most people find it nearly impossible to resist their own thinking and their own values. He won't know why, but he will find it fascinating (and mesmerizing) to buy from you. Your client will find that the whole process is almost effortless since it fits in so perfectly with the way he likes to buy.
Five: Use Hypnotic Affirmations
We all talk to ourselves all the time. Scientific research has shown that many people talk to themselves at the rate of up to 500 words per minute! Since you are going to be talking to yourself, why not say something positive? Many of the old-fashioned approaches to positive thinking neglected the all-important role of affirmations in self-programming.
What is your attitude towards selling? Whether you are aware of it or not, you are talking to yourself every day about what selling means to you. Are you saying, "Selling is a drag?" or "How did I get into this field?"
Use hypnotic affirmations to squeeze out almost all negative thoughts. Repeat these affirmations 1,000 times over the next two weeks: "I love to sell." "Selling is easy for me." "I love to talk to new people." "I represent a great company and a great line of products and services." The constant use of these and other affirmations creates a positive mental state and self-confidence that no competitor can shake.
Six: Utilize The Power of Repetition
Much of hypnosis is based on the power of repetition, whether it is the repetitive swinging of a shiny gold watch or the repetitious use of a word such as "sleep" or "relax." Sales superstars are not afraid to repeat themselves, especially if they are making an important point or a new point. To keep what you are saying fascinating, each time you repeat it, say it a little differently. Use your hypnotic repetitive statement, then talk about something else, then use the hypnotic repetitive statement, then talk about something else, then use the hypnotic repetitive statement again. Here is one example: "You will love this product." "You will absolutely love this." "You will completely fall in love with this." "You will love this forever."
In advertising sales, they say that nothing sells like repetition. In selling radio ad spots, for example, you never sell one or two advertisements. No one ever buys a product after hearing about it in one radio ad. Instead, you sell a company a set of 50 or 75 radio spots. Why is repetition so important? Most people are terrible listeners. They miss much of what you are saying, and within one hour they forget about 80 percent of the little bit they did hear. If you don't use hypnotic repetition, you take the risk that your client or prospect might not hear some of your most important messages. Remember that hypnotic repetition works powerfully with both factual and emotional messages.
Seven: Tell Hypnotic Stories
Some of the most powerful hypnotic techniques of all are story and metaphor techniques. When people listen to a story, they tend to let down their guard and become less critical. They "go see a movie" in their mind. When you tell a hypnotic story, they think you "aren't selling," yet you might be making the most powerful sales points in your entire presentation. By simply mastering sales metaphors and sales stories you could increase your sales by 20 percent or even more.
Eight: Use Hypnotic Sales Scripts
Hypnotic scripts are organized collections of words that are unforgettable: Here are just a few hypnotic scripts we are all familiar with: "To be or not to be..." "Four score and seven years ago..." "Ask not what your country can do for you..." It is important that salespeople do not speak in a way that is boring and banal. Successful sales people have a way of speaking that sparkles and is fascinating and mesmerizing. The salespeople who mesmerize use powerful collections of words (scripts) that are impossible to ignore.
Objections are predictable. You should be able to predict every objection that a prospect might raise to buying your product or service. Most important, you should have dozens of mesmerizing, heart-stopping, mind-blowing scripts to use to totally take the power out of these predictable objections. Hypnotic sales scripts are the best guaranteed way to eliminate objections and successfully close sales.
Nine: Build Trust
All of the research on trust points to the fact that we trust and like people who are like we are. The most rapid way of building trust is through the use of pacing techniques, which are matching or mirroring techniques. When you become like the other person by pacing him, you minimize and dissolve differences. When you are like the client, the only way the client cannot like you is by not liking himself -- which for most people is difficult to do.
To build trust and rapport rapidly and to send the subliminal message, "I am like you are," pace and mirror the following: speech rate and speech volume, body language, moods and emotions, and opinions and beliefs.
When you completely pace someone, the effect is positively hypnotic. You can get to the place where you can almost predict what they will say next, and that gives you tremendous power and self-confidence in selling.
Ten: Use Intraverbal (the intonation of the voice) Suggestions
Intraverbal suggestions come from intonations and voice inflections. When a hypnotist uses the word "sleep," he usually pronounces it in a soft deep voice and extends it out into "sssllleeeeeeppp." The special intonations and voice inflections he uses give the word extra power. In the same way, we have found that top sales professionals turn certain words into action commands by changing their intonations: "Think of how haaapyyy your wife will be when you give her this new sports car!"
In this example, a long resonant intonation on the word "happy" triggers strong positive feelings in the client. He has an immediate positive experience of his wife's happiness. If the salesman just said the same words quickly and matter-of-factly, they would have little effect. It is the intraverbal suggestion that gives them all their power. Your voice inflection can actually trigger happiness in the listener in the instant he hears such a suggestion!
We need to practice using different forms of intraverbal suggestion until we find absolutely the most powerful combination of intonation and inflection.
I am often able to significantly increase a salesperson's closing ratio simply by adding the proper form of intraverbal suggestion to the words he or she is already using.
If you are one of the first to master these powerful persuasion techniques, you'll have a significant edge over your competitors and you will be able to successfully close more sales with less effort.
Selling Techniques with NLP - To learn more about this author, visit Colly Graham's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
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