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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.