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.

 

 

Move Past Fear and Become a Powerful Public Speaker

The fear of public speaking is the most common phobia. It has been said that people fear public speaking more then they fear death. Although that may sound extreme most people aren’t faced with death at the next sales meeting and so the speaking fear is more real and more immediate.

Many people make their fear worse by their behavior. If a person with performance Anxiety forces themselves to speak in an effort to move past their fear, what likely will happen is reinforcement of the negative feeling and the more it is reinforced the worse it will become.

Another way you might make this fear worse is by avoidance. This often starts in school, by selecting classes where there is no speaking required or choosing a career where speaking and presenting is not necessary. When you have a fear and you avoid the thing that triggers your fear, once again you are reinforcing the message to your mind that you can’t do presentations and so the fear becomes more imbedded. The best way to move past a fear or phobia of this type is to clear it out on a subconscious level where fears are stored.

When I work with clients who have this fear we start by clearing out old experiences that may retrigger the fear. By moving past the initial cause of the fear you begin to gain more control. The initial cause could be having a panic attack when giving a presentation in school, or perhaps a speech in college or simply introducing yourself in a meeting. Fear of public speaking is not a fear that you are born with since we are born with only two fears, fear of falling and fear of loud noises. Every other fear is taught or learned. Once the triggers are removed we can work on developing the skills and confidence to not only be able to speak, but to become an engaging and exciting speaker.

Entrepreneurs who Struggle with Guilt and Regret

People who sell a product or service risk a part of themselves every day. They risk self esteem, self confidence their perceived income. This comes at a price for many in sales. It can be empowering to be completely responsible for your level of income. However when things are not going well it can also be terrifying.

Sales people or entrepreneurs who under perform have some emotional consequences along with the obvious financial ones. The most debilitating emotions for many in sales are feelings of guilt and regret. Most of these negative feelings originate in under performing and feeling responsible for under performing. Since you are responsible for your income than of course if income is low you are responsible.

By performing up to your standards you will alleviate guilt and regret. So how do you accomplish that goal? Here are some simple steps that will help:

  1. Make sure your standards are realistic. People in the field of sales can tend to set very high goals. These goals are not unrealistic for some or in a specific time frame. But for you they might not be correct.
  2. Once you have a realistic goal, now determine what the obstacles are to completion.
  3. Write out a plan to move past the obstacles.
  4. Get feedback and determine what needs to change.
  5. Move forward and feel the positive feeling that accomplishing a goal gives you.
  6. Now move on to the next one.

The best way to alleviate feelings of guilt and regret is to accomplish what you set out to do. By taking control of your goals you gain control over negative emotions as well. Take back control and your negative emotions like guilt and regret will be a thing of the past.

 

 

Goals to Create a Life that Matters

In order to be more successful in life and create change it’s important to use the power of your subconscious mind.  By using your subconscious to break through old patterns and obstacles you will speed up the process.  You actually can change in an instant by making a decision to change. But so few actually decide without outside help and support.  The fact is that the choices we make in life create who we become.

Many people tend to choose the easy way at all costs.  They somehow feel entitled to whatever they want and feel angry when they don’t get it easily. But in fact getting something easily decreases the enjoyment you will get from the achievement. If everything you attempt is accomplished easily you will perceive these accomplishments are of little value. This is why giving children what they want without reasonable effort creates entitled and unhappy adults.

Albert Einstein once said “Hard is good, easy is bad”. He was making the point that when we work hard to do something it makes us grow. We don’t grow by being complacent and taking the easy way out. Bill Gates has been quoted as saying “Success is a lousy teacher. It seduces smart people into thinking they can’t lose”. This is another example of a great thinker making the point that to succeed doesn’t help you to succeed in the future. The failures we experience are the impetus for change and improvement and that constant improvement creates more success.

When writing your goals the following three points are important to keep in mind;

  1. Decide what you want in specific terms.
  2. Make the goal a definite stretch-remember if it isn’t hard enough you will perceive it as having less value.
  3. Develop the resources you need to accomplish the goal. Whether you need help from a professional to make it happen or to develop your skills further.

Once you have achieved your goal then continue onward. Step it up a notch and develop a new goal for yourself. Don’t let fear stop you. Life is short and this moment is all we really have. Live a life that matters by having goals that matter.