Improve Sales Performance with Hypnosis and NLP

hypnosis and NLP (Neuro-Linguistic Programming) are powerful tools for sales success. Back in 1981, these techniques became relatively mainstream in sales training circles. The reason these techniques have become so popular in sales is due to their positive impact on the minds of the sales professionals. The other reason for their popularity is their effectiveness at developing more of the potential within those using them.  Used properly you can develop more effective, confident high performers. These techniques create change at a deep subconscious level that is inaccessible using conscious mind techniques like talk therapy or sales coaching systems.

1. Turning prospects into clients: Many salespeople start their day with a list, a list of prospects to call or to contact in some way. This is where many in sales go off track. They procrastinate making the initial contacts. Perhaps from fear of the unknown, fear of rejection or some other form of cold call reluctance. Here hypnosis and NLP will be very effective at improving levels of confidence and overcoming procrastination. Overthinking and nonstop research gathering are two favorite methods of procrastination which can be overcome.

2. Improving the sales professional’s technique: One of the main skills lacking in many salespeople is effective listening skills. Listening well and asking relevant questions are skills that are necessary for success. Being able to develop rapport with the prospect is another technique the best salespeople do effortlessly. People will buy from people they perceive to be more like them. Using NLP to build rapport by accessing your prospects buying style will build sales.

3. Closing the sale: No matter how well a person sells or how knowledgeable they are in regards to their product or service, it is irrelevant if they can’t close. This is the part of selling where the rubber meets the road. Asking for the sale is not something that is only done once at the end of the sales process. It is done over and over throughout the sales conversations so that it is almost effortless. Generally, if the salesperson won’t ask for the sale they won’t get the sale. The inability to close usually comes from fear of failure or issues with money or simple lack of confidence. Learning the sellers’ values and the ways they are motivated to achieve will be useful to drive them to the highest level of performance. Using hypnosis/NLP you can move past obstacles and align the sellers’ values with their goals to create a focused approach to closing the sale.

The following are some other ways that hypnosis and NLP will help the salesperson:

  •  Reframing rejection.
  •  Improving people skills.
  •  Increased confidence when selling.
  •  Improving the ability to overcome distractions.
  • Incorporating positive habits into their day.
  • Feeling positive instead of pushy or aggressive when asking for referrals.
  • Changing the habit of using a large part of the day doing busy work.
  • For those already high performers-getting an edge over their competitors.

Sales professionals are some of my favorite clients. They tend to be motivated to change and that’s half the battle. By consistently shifting behaviors and improving their positive mindset while taking action, sales increase and performance of all kinds is improved.

Positive Change with Hypnosis

hypnosis and hypnotherapy are amazing techniques for self change. There is a glut of self help books and techniques for change, but none of them can beat the power of hypnosis. Perhaps the reason it is not used more is because of the negative myths and misconceptions promoted by Hollywood movies and stage shows.

The reality is that due to a lack of understanding, many people are missing out on a technique that they can control. Hypnosis does not induce a lack of control, nor is it best utilized with individuals who are lacking in intellect or strength of mind. I can’t make someone do something they don’t want to do or that goes against their moral clock or values. Some of my best hypnotic subjects have been doctors, professional athletes and highly intelligent business executives, because they know what they want and are open to allow the change or changes that they desire to happen.

Hypnosis is a state of mind that everyone drifts into during the day. Hypnosis is a permissive state. There is nothing mysterious or occult about this incredible mental state. Highway hypnosis is one example. As you drive past your exit you may realize that you were driving while being in a zone or a trance-like state. Time elapsed much more quickly than expected and suddenly you are going by your exit. When you daydream, which hopefully everyone does, that is a form of self-hypnosis. I have had clients who have already been practicing self-hypnosis; they just weren’t aware of it nor were they able to tap into the power of their mind because they have no knowledge of how the mind works or how to use this remarkable state.

Sales people and athletes have already figured out the power of hypnosis. Not to use on others, but on themselves. Many athletes will talk about using hypnosis to perform better. Tiger Woods, Michael Jordon and John Smoltz are just a few of the athletes who have used hypnosis to improve a specific part of their game. People who want to lose weight or stop smoking are also becoming more aware of this power that is within them. Anyone who has a desire to change and a willingness to be hypnotized can experience this fantastic state and improve every aspect of their lives.

NLP for a Change

Many people are confused by NLP (neuro-linguistic programming).  They either don’t understand what it is or they don’t know how it’s used or the kind of changes that can be made. The term itself, Neuro Linguistic Programming offers a few clues.  Neuro – it involves our thinking, Linguistic – our use of language and Programming – our strategies for getting our outcomes.

NLP was originally developed by John Grinder and Richard Bandler. By modeling the language and behavior of excellent therapists they discovered how to use language in such a way that it can create inner change more quickly.

In order to help you to understand how powerful these principles and techniques can be the following is one of my experiences with NLP.

I lived in northern California for many years and every spring I would go to Yosemite National Park with a group of friends.  One year we hiked up Half Dome- a mountain with a large granite dome at the top which in order to summit, you pull yourself up the dome with the help of metal cables.  This was the first time I realized exactly how powerful a phobic response can be.  Yes, I knew I had a fear of heights but typically it didn’t bother me when hiking.  This mountain however, since the scale was extreme, took my experience to a whole different level.  The moment I attempted the last part of that hike I felt an extreme fear reaction.  Not only did I begin to shake all over but my breathing accelerated, my vision became blurred, and my legs would not hold me up.  Needless to say, I didn’t continue to the top.

Before we went back the following year I found a hypnotherapist who was a Master practitioner of NLP, and asked for his help.  We used some hypnosis but we also did two very powerful NLP techniques which seemed to make all the difference.  Not only did I make it up the mountain that next trip but I made it to the top feeling completely confident and fearless. It was one of the best experiences of my life!

So when we use NLP for specific issues you can make incredible progress towards goals that may have eluded you in the past.  Change can be difficult but with NLP change can be accomplished much more smoothly, easily and permanently.

 

 

Sales Performance Hypnosis

Thirty five years ago I was a medical recruiter bringing in over 6 figures a year.  I worked for a large company in a plush high rise office building with colleagues who gave me a sense of team and competition.  However the commute into San Francisco was just too much and so I started my own search firm.   Like many people starting a business, I began as a home based business and this was part of the problem.

Isolation, cold call reluctance, distractions and fear of failure paralyzed me.  That’s when I discovered hypnosis and Neuro Linguistic Programming.  hypnosis and NLP were incredibly powerful in helping me be more effective as an entrepreneur and sales person.   I saw it as “sales training for my mind”.

Sale’s is a great profession because the salesperson is the one that creates action in the marketplace. Nothing happens until someone buys or sells something. The person who sells has the unique opportunity to be paid commensurate with their abilities in a way that most other professionals do not. Their income therefore is affected negatively when their skill is not at its peak.

The fact is that 80% of the success of a salesperson is not based upon sales techniques or product knowledge; it’s based on their attitude.  The ability to stay motivated, enthusiastic and energized is the key to being successful in sales. The very mental states they need most are the states of mind that on a daily basis take hits from all sides. The emotional life of the salesperson needs to be strong. They need to have what Daniel Goleman calls “Emotional Intelligence”. The ability to move forward despite rejection, to know that it is not personal and to stay focused on the objective, define emotional intelligence in sales.

Hypnosis and NLP can make an incredible impact on the salesperson’s attitude. By helping the client transform negative habits, limiting beliefs and fears and then building their level of confidence and self esteem you empower the salesperson to take action and achieve to their full potential.  In this way you create “sales training for the mind”.

I start with a thorough history including the clients background and goals. We then discover the obstacles they need to address in order to perform at their peak. Often they have fears like fear of failure, fear of rejection, fear of presenting.  They also tend to have negative habits like procrastination, lack of focus and the inability to develop and maintain structure in their day.

Negative beliefs are also part of the problem in sales.  Beliefs about money or what money will do to them tend to begin in childhood. Other limiting beliefs could be the idea of the “used car salesman”.

When I work to improve sales performance, sometimes the sales person has a good idea of what they need to improve.  But often they just want to improve overall performance.  The following are examples of the types of sessions we would do for 8 sessions of sales performance improvement.

 

  1. Generally everyone can use more confidence and so that is typically where I begin with a series of 8 sessions. Being more confident helps a person to achieve in any aspect of life.

 

  1. Change attitude about sales. Often salespeople can’t overcome the idea that by selling they are bothering or irritating their prospect.  They buy into the “used car salesman” image of selling.  This must change. Reframing the client’s image of sales is very important.

 

  1. Together we will discover the fears that stopped them from taking action. Fear of presenting will stop a salesperson from scheduling the in-person appointments that generally need to happen to close a sale.

 

  1. Begin to help them with negative behaviors. Procrastination is a habit that most in sales deal with daily. There are many tasks and techniques that are useful to sell effectively but many salespeople push off doing these parts of their business due to a level of discomfort or dislike of these tasks.

 

  1. Continue efforts with negative habits. Sales call reluctance is a specific type of procrastination that involves some major fear. Fears of the unknown, fear of failure, fear of rejection and even fear of running out of leads and having no one to call are all fears that I have helped my clients move past.

 

  1. We then deal with remaining fears by improving internal resources. I will usually use a “positive anchor” at some point so they have a technique to use when they make calls or presentations.

 

  1. If they have an issue with money or rather their relationship and feelings about money this will need to be addressed. I have found my clients who have money issues will sabotage their ability to go after new prospects and when they have a prospect they tend to choke during the close.  Their discomfort causes them to put off closing until the end of the sales cycle.  When they finally attempt to close it either comes across as abrupt and pushy to the sales prospect or it is ineffective because they don’t ask for the sale.

 

  1. Developing rapport more easily with clients. I often will teach the client some basic NLP (neuro-linguistic programming) techniques to build rapport with prospects and clients more readily.  I also teach self-hypnosis at some point during the sessions.

 

These examples are simply that examples.  Not all sales professionals or entrepreneurs will need all of these sessions but might need other types of change work.  Of course as a hypnotherapist and NLP expert I have many tools with which to help my clients.  Change can happen for everyone.  Desire is the key to making positive changes and improving sales performance.

 

 

 

Three Ways Hypnosis and NLP Improve Sales Performance

hypnosis and NLP –Neuro-Linguistic Programming are powerful tools for sales success. Back in 1981 these techniques became relatively main stream in sales training circles. The reason these techniques have become so popular in sales is due to their positive impact on the minds of the sales professionals. The other reason for their popularity is their effectiveness at developing more of the potential within those using them.   Used properly you can develop more effective, confident high performers.

  1. Turning prospects into clients:

Many sales people start their day with a list, a list of prospects to call or to contact in some way. This is where many in sales go off track. They procrastinate making the initial calls. Perhaps from fear of the unknown, fear of rejection or some other form of cold call reluctance. Here hypnosis and NLP will be very effective at improving levels of confidence and overcoming procrastination. Over thinking and nonstop research gathering are two favorite methods of procrastination which can be overcome.

  1. Improving the sales professional’s technique:

One of the main skills lacking in many sales people is effective listening skills. Listening well and asking relevant questions are skills that are necessary for success. Being able to develop rapport with the prospect is another technique the best sales people do effortlessly. People will buy from people they perceive to be more like them. Using NLP to build rapport by accessing your prospects buying style will build sales.

  1. Closing the sale:

No matter how well a person sells or how knowledgeable they are in regards to their product or service, it does nothing for them if they can’t close the sale. This is the part of selling where the rubber meets the road. Asking for the sale is not something that is only done once at the end of the sales process. It is done over and over throughout the sales conversations so that it is almost effortless. Generally if the salesperson won’t ask for the sale they won’t get the sale. The inability to close usually comes from fear of failure or issues with money or simple lack of confidence. Using hypnosis/NLP you can clear out these problems at their root and build increased levels of confidence so that the sales person can close the deal.

The following are some other ways that hypnosis and NLP will help the sales person:

  • Increased confidence when selling.
  • Feeling positive instead of pushy or aggressive when asking for referrals.
  • Changing the habit of using a large part of the day doing busy work.
  • Overcoming fear of rejection.
  • Improving people skills.
  • Improving the ability to overcome distractions.
  • Incorporating positive habits into their day.
  • For those already high performers-getting an edge over their competitors.