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.

 

 

Cold Calling for Recruiters and Entrepreneurs

Executive search, recruiting, headhunting – no matter what you call it, it is one of the most difficult and lucrative types of selling careers. The difficulty level of this type of selling increases dramatically when the recruiter or sales person decides to go into practice for themselves. I know this struggle personally because my first business was as a recruiter placing hospital directors and vice presidents.

I left a good job in a large executive search firm due to a long commute and decided to start my own business. What I hadn’t taken into account was how different it would feel to be an entrepreneur as opposed to an employee. For many making cold calls without the support of a manager or team can seem overwhelming. However making prospecting or cold calls is still a vital part of the sales process. In a sole practitioner situation it can be the most challenging aspect of sales performance.

When you become an entrepreneur you have a new set of concerns and this creates obstacles to peak performance.

  1. No salary- This one can bring up all kinds of obstacles and fears. When I started my business back in the 80’s I had a savings cushion which I ran through fairly quickly. When you have no salary or base income the worries can take over your mind and detract from your ability to make calls.
  1. Providing structure in your day.  When you are used to working in a structured corporate environment, the loss of that structure will create problems. At first you will probably feel more freedom. Freedom is great but it comes with a fairly large price tag. It’s amazing how quickly you can lose track of time when doing busy work. With the use of the internet in executive search the possibilities for wasting time are endless. Setting aside specific time frames to make the calls is key.
  1. Developing motivation daily. Without the sales meetings and motivation of a boss looking over your shoulder. It’s easy to rationalize and excuse skipping calls to do other tasks.
  1. Overcoming fears. Fear of failure, success, and rejection are three of the most common types of fears for entrepreneurs.
  1. Moving between tasks when you don’t like certain types of tasks. For instance for many who are really good at connecting with people these types of people may be less than thrilled with doing administrative tasks.

I work on all of these issues and more with the recruiters and entrepreneurs who are my clients. hypnosis helped me and it is a very effective results oriented way to change habits, behaviors and overcome fears.

How Training in Hypnosis will Change your Life

When I did my first training in hypnosis, I wasn’t even sure why. I just knew I wanted to know more about myself and be better at my work. At the time I had my own recruiting firm. I wanted to become more organized, motivated and confident. Another area I hoped to improve in was doing presentations and overcoming fear of rejection and failure.

Eventually through the training you work on each other in the class and and make some major changes in these ways:

  • You learn self-hypnosis which helps you to improve things like confidence and become more self reliant. No matter what you do in the rest of your day you will become more effective with hypnosis training.
  • Working with the other students you will work on each other to change habits.
  • You might release negative experiences from the past while learning regression techniques, if that is your wish.
  • Most people will become better at sales or business by becoming more effective.
  • Assistance with changing other negative thinking patterns and you will also notice improved sleep and energy.

By training to be a certified hypnotherapist, I became more effective at everything I did. I cut back on the number of hours I made calls and simply became more effective at recruiting due to increased confidence and lack of fear. The more training I took the more effective I became in “life skills”. You could say in the parlance of Daniel Goleman, that I became more emotionally intelligent. By the time I took the final training, to be a “clinical hypnotherapist” I was ready to transition to a new career and be a full time hypnotherapist.

As the phrase goes, the rest is history. I have now been a full time clinical hypnotherapist for over 22 years. I have never looked back. It was and is the best decision of my life.

Could it be that you are ready for a new challenge? Do you have things you’d like to change about yourself? Are you looking for a new career? Call now to discover if hypnosis training could be right for you.

Inga Chamberlain, MS, BCHT 770-560-4861

 

 

Hypnosis and Panic Attacks

Hypnosis can make lasting change in how your body and mind perceive stress and by doing so it can help you to overcome panic attacks.

It might begin when you notice your heart beating hard or maybe you feel your hands getting cold and sweaty.  Perhaps you notice a tingling in your scalp or the back of your neck or maybe you don’t notice anything and then all of a sudden you can’t see properly and feel like you could fall over.

These are all examples of the symptoms of panic attacks.  Obviously, panic attacks are very uncomfortable and debilitating.  Some are triggered by a specific setting or situation, like driving on  285 or being in a crowd of people.  However not all panic event triggers can be so easily identified.

Often my clients are not aware of the triggers and so they feel helpless. They feel as though the panic attack happens for no reason. It may feel like there is no reason, but in reality the reasons have been building up over time.  Below the level of conscious awareness little things begin to go wrong. You feel a little stressed or harried.  Maybe your muscles around your rib cage tighten just a little.  This causes your breathing to become just slightly shallow.  Soon your neck and jaw or maybe your back feel a little tight and again this causes breathing to become more shallow.  Eventually this lack of proper oxygenation stops the brain and body from having the right mix of hormones released and the body senses this as stress.  Now you begin to notice, but it’s already too late.   A cascade of negative stress related hormones are now cascading through your body.  Too much cortisol, norepinephrine and adrenaline cause a feeling of losing control and suddenly you are in the midst of a massive panic attack.

Anyone who has ever experienced this feeling knows it is no joke.  Hypnosis can allow you to take back control over these unconscious triggers. Becoming aware before your body goes out of control is the key to overcome these debilitating feelings.