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.



Sell Yourself First

When using hypnotic sales training to improve the performance of a salesperson or entrepreneur  it is important to begin with the beginning.  Since 80% of a salesperson’s success is based upon the attitude of that person it then makes sense to work on changing the salesperson first.  A highly functioning salesperson who knows his/her product or service will outsell the over trained automaton who spouts facts and figures every time.

What do I mean by highly functioning?

The following are some of the traits I look for:

  • Confident – not arrogant or overbearing (think of a used car salesman).
  • Well dressed- not necessarily dressed up because in some markets that would be detrimental.  However I have noticed a trend of really badly dressed, overly casual reps. They do not help themselves by the way they look.  Have a home office with no in person customer contact? This means you too.  Casual clothes create casual/sloppy behavior.
  • Positive and fearless- so that rejection motivates them even more.
  • Knowledgeable and prepared-If you are the kind of person who likes to “wing it” get into another career.
  • The ability to overcome obstacles for fun, because it gives them the opportunity to shine.
  • Salespeople like to be liked but they don’t need to be liked.
  • A great salesperson can read the prospect and relate, this is called gaining rapport.
  • Emotionally stable. No one wants to deal with someone with mood swings.
  • Successful salespeople like to make money.  Not necessarily just to have it but for what it can buy them. They love the recognition it brings.

There are many ways to coach someone to improve their view of the world and become higher functioning individuals.  Some salespeople have gotten into sales as a default to the career they actually wanted and are not sure what it really is all about.

I use NLP and hypnosis to change the way the person functions.  All the traits you see above could be traits of almost any high functioning person.  It is important to find the emotional issue underlying any dysfunction and then heal or change the person’s perception of the issue.

The subconscious mind of any relatively healthy person wants to improve.  The subconscious is like a smart 2 year old and most people’s subconscious has been trained to be dysfunctional.  Instances of abuse, neglect or just bad parenting/schooling can take away some individuals natural ability.  Once you get the negative emotions out of the way you free the salesperson to exponentially improve attitude and their specific skill set.




The Power of Choice

Choice is a powerful concept.  We make choices everyday.  But have you ever considered the fact that the choices you make are an integral part of who you are and will become?

Many people may think that their personality is the result of genetics and the influences of their life and yes, these are important players in the creation of your personality.

But there is another component and that is “free will” or “choice “.  Now some who do not understand hypnosis may wonder why a hypnotherapist is talking about free will…. In reality hypnosis increases your ability to make better choices and increases your willpower.

You can and do choose your thoughts on a daily basis.  Sometimes it might not feel that way but if you become more conscious of your thought patterns and self talk you will begin to notice that you can change them.  There lies the power of hypnosis.  Hypnosis makes you aware of what you think and gives you choice as to what you do with the thoughts you have.

All behavior begins with thought and hypnosis  puts you more in control of your behavior and therefore your life.

Fear and Peak Performance

Fear will stop you from performing at your peak.  Fear will paralyze you.  “The only thing we have to fear is fear itself.” FDR.   This is another incredibly powerful statement of the power that fear exerts over all of us.

So what is it about fear that makes it such a powerful emotion??  Its power lies in our instinct to survive.  That primal, basic part of the brain, the limbic system sounds the alarm and then a cascade of neurological activity follows.  The fear response is based upon our memories and experiences, our learned fears from the past.  However worries and anxieties are out in our future.  So obviously since it helps us to survive we need it, right?  Yes, we need fear as a call to action when something dangerous to our survival happens. However as FDR so succinctly stated, fear is something to be feared as well.  The problem lies in too much fear.  Unrelenting chronic fear that is based on the possibility of danger causes stress and is derogatory to our health and well-being. It creates high levels of stress hormones and that creates disease and other problems.  Also unrealistic fears or phobias are capable of taking control of our lives.

So what else can we learn about fear?  It is based on the past and we can trigger it by worrying about the future.  But right now there is no fear. If we stay in the present moment and we let go of old memories and fears from our past and stop focusing on the possibility of terrible things happening in our future the fear disappears.  In order to do this we need to change the way we think.  We need to take back some of the control because fear is an out of control emotion.

If you let circumstances control you when good things happen then you will also allow fear and negativity to rule your life when things are not going well. As reasonable people we need to be living in reality.  If things are really in a negative place in your life then thinking to yourself that your life is great is a delusion.  However when things are going well in life and we spend our free time worrying about what might happen to change our life for the negative, that is also deluded thinking.  People who tend to be on an “emotional rollercoaster” are an example of too much focus on momentary success and not enough on the process or the overall desired outcome.

When dealing with the concept of “peak performance” fear is the first thing that has to be addressed.  To perform the best you can entails getting you out of your way.  Whether it’s performing in sports, stage sales, academics or simply in life itself, fear stops clear focused action. Fear is the root cause of all negative emotions and behaviors.  Procrastination, limiting beliefs and self-sabotage are examples of mental thought processes  that are rooted in fear.   The two main fears are fear of failure and fear of success.  Most other fears like fear of public speaking, performance Anxiety or cold call reluctance can all be traced back to these two main performance fears.

I use hypnosis, and Neuro-linguistics(NLP) to take my clients past old fears and to create the ability to focus more on the present moment and the future that they desire.   When you get out of old fears and focus on the here and now you will be able to see the future more clearly.  This will move you to take action and the fear will truly be a thing of the past.

Overcoming Self-Sabotage

Does it sometimes feel as though you are two very different people?  Well that’s because you are. Self-sabotage is at the most basic level a tug-of- war between the conscious and subconscious minds.

The conscious mind is the part of your mind that sets goals, analyzes information and then takes action using will-power and self-discipline.  The problem arises when the subconscious mind is not on board with the action you want to take. The subconscious is the part of your mind where feelings and emotions come from, so if you want to reach a sales goal consciously, but your feelings are not aligned with that goal they will stop you from moving forward.  Self sabotage is ultimately due to lack of self worth, self-esteem, and self confidence.

The specific ways that people sabotage themselves probably falls into one of these 4 categories.

  • Fear of success. Deep inside, there can be numerous reasons you do not want to succeed.  These are referred to as limiting beliefs.  You must overcome these limiting beliefs and break free from your fear of success.
  • Unworthiness. Unworthiness is the belief or feeling that you do not deserve success.  This is due to low self-esteem and or a poor self-image. Build your self-esteem and realize that you are not only worthy of success, but it is your right to live in abundance and pursue happiness.
  • Lack of belief in abilities. Do you not believe that you have what it takes to succeed?  Do you think your goals are too far-fetched or unrealistic?  Rather than lower your goals, increase your self-confidence and your belief in your ability to succeed.
  • Working against true desires. Many people never figure out what their true desires in life are. These are the people who think they know what they want, but never end up getting it due to self-sabotage.  Well known examples are college drop-outs who choose majors based on what a parent wants them to do or employees who work for paychecks rather than the love of the work.  Take the time to figure out what you really want in life and then focus your entire mind on moving towards your true desire.

If you recognize yourself in any of these categories, it’s time to do something to break free of self-sabotage.  Resolving the conflict between conscious goals and subconscious feelings is a great place to start.  By using hypnosis and NLP you can efficiently and effectively make the changes you desire.