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.

Sales as a Positive Profession

Selling has become a negative term to many people.  However, the fact is that everyone sells. It may not be their job to sell but everyone attempts to influence, persuade or convince in their daily lives.  If you are in sales or an entrepreneur and think of selling as a dirty word it will definitely change how effective you will be at promoting your business.

Selling is a profession that goes all the way back to the beginnings of time.  Everyone traded, bartered or bought products or services even thousands of years ago. However, throughout modern times there have been some consistently bad examples of sales people which have tainted the image of selling; the “snake oil salesmen” and the “used car salesman” to name a few.   Those are just the ones that stand out the most because a negative is always stronger than a positive.  It’s a biological self protective bias.  But throughout time there have also been excellent salespeople. Those that consistently improve their ability to listen and give to the prospect what they really want and need.

This is what the great salespeople and entrepreneurs do.  They really listen.  The skill of listening is for many a lost art.  Without this skill anyone attempting to sell will be “tone deaf” to the prospects desires.  Listening well requires that you stop thinking about what you want to say next and actually hear what the other person is attempting to communicate.  Listening well means focus, listening well means caring what the person is saying.  Once you know what they really want than you can better describe your product or service to them.  If you really listen and find that they don’t really want and need your service than you move on to another prospect.

The best sales people are motivated, enthusiastic and excellent listeners.  They also know when to stop selling and move on.  By caring what your prospect wants, you transform yourself into a higher level performer than the average sales person.  You are no longer just selling you are setting yourself apart from the rest and your sales will reflect that change.

Improving Sales by Improving Yourself

Hi, my name is Inga Chamberlain and I am a salesperson.

Ever feel like you’re confessing to a terrible character flaw when you say what it is you do for a living?  Has anyone but me noticed that “sales” has become a dirty word?

I still remember in the 80’s when I worked as an executive recruiter. During sales cold phone calls,  I was routinely hung up on.  Obviously this is demoralizing to someone in sales.  I got really sick of feeling badly  and like I was bothering people by calling them.  I realized my self esteem was part of the problem and I had limiting beliefs about myself and salespeople in general.  This is how I found NLP.  I decided to change myself instead of changing careers and it worked! I not only continued in sales but started my own recruiting firm and for 10 years happily sold my service to a national market.

So how did NLP help me to change? First I worked on developing the self confidence that could stand up to those demoralizing phone calls.  During this time I also worked on increasing  my skill set to have better sales techniques . I used NLP to help me build rapport on the phone and close more effectively.  But the main changes came from changing me.  How I saw myself and my place in the world.  I also used NLP and hypnosis to overcome a strong fear of public speaking so that I could make presentations more effectively.  I then proceeded to change anything else that was holding me back and in the end also got rid of a fear of heights some general Anxiety and some left over trauma from childhood.

When I decided to leave the executive search industry to become a trainer , coach, speaker and hypnotherapist the transition was easy.  I had already done all the ground work necessary to be successful in any field I might choose because I had increased my emotional intelligence or EQ as Daniel Goleman calls it.  I had gotten rid of the things that hold most people back.

In my private practice in Atlanta , Georgia I work with many salespeople who want to improve their sales.  We always start by using NLP and hypnosis to remove negative conditioning, beliefs and behaviors.   Then we boost confidence levels and condition in new positive habits and behaviors.  One of the most common problems with low performing salespeople is that they don’t like being in sales(or their perception of sales).  By changing the way they see their career and themselves a salesperson can dramatically improve productivity and income.   But even more important, they will feel good about themselves and their choice of career.

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