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Conventional sales training based on technical sales approaches
is now outdated. Practice has shown that the same methods for selling
cannot be applied successfully to different people.
For this reason, many large multinationals as well as smaller companies in the sales industry prefer to arrange NLP and covert hypnosis sales training for their employees.
These psychological methods for persuasion can be modified for influencing every individual prospect. Furthermore, their main focus is on the person rather than on the product being sold.
You will learn a lot during your NLP and covert hypnosis sales training. I have come up with some advice on how to make the most out of it during the training process itself and when you start applying the actual methods for persuasion.
Beginner trainees as well as more advanced practitioners will find the following tip useful.
1) Act confidently, but do not be arrogant.
Perhaps the first thing you learn in covert hypnosis and NLP sales training is to act confidently. There are different techniques you can apply, such as the "iron man".
In general, a salesperson should have complete confidence in his skills. However, being overly confident can play a bad trick on you in sales. It is not uncommon for a salesperson to turn from confident to arrogant.
This is something that you should never do, as it will put prospects off buying. This will make it more difficult for you to build rapport and to initiate the sales process. Just remember that no matter how influential you are your success is based on how well you will connect to the prospect.
2) Gather broader sales information by using questing techniques more effectively.
In this type of sales training, you will learn a lot on how to ask questions. It is extremely important for you to identify the needs of the prospect customer.
However, you will be more influential, if you go one level deeper. This will definitely help you make the most out of the techniques you will learn during your covert hypnosis and NLP sales training.
It is best for you to find out more about the goals of the prospect. A good question to ask is, "What are you hoping to get, using the product?"
By understanding where he wants to be, you will use this information to get him there with the use of your product. This will happen in his mind first and then in reality.
You should also identify the person's values. You should not hesitate to ask the prospect why something is important for him. Just find a more subtle form of questioning. Once you know the prospect's values, you will be able to influence him through them.
Sometimes prospects just give you basic information. You should not hesitate to gather more. Just keep asking for the reasons behind a need or a want to learn more.
3) Use anchors and comparisons to influence the subconscious mind of the prospect more effectively.
This is a great trick that you will study in more detail, as part of your NLP and covert hypnosis sales training. All you have to do is use the subconscious triggers existing in the prospect's mind.
In their essence, anchors are associations. For instance, when you see home made cookies, you associate them with happy memories from your childhood and you feel happy again. In general, the anchor can be anything, an object, a person or even a sound.
As long as you connect your product to a suitable well designed anchor, you will be able to make him associate the positive emotion with your product. In turn, he will be more likely to buy it.
Comparison is used in the same way. You just have to compare the ownership and use of your product with a pleasant emotion or an action that brings a pleasant emotion. This approach is effective in all types of sales, including B2B sales.
For instance, you can say to a prospect, "By using this software product, you will save an X amount of money. This will feel like accomplishing a long anticipated success." This comparison evokes relief as well as happiness.
Now you know how to make the most out of your covert hypnosis and NLP sales training. In order to keep your competitiveness and be successful in this industry, you have to keep learning all the time.
For this reason, many large multinationals as well as smaller companies in the sales industry prefer to arrange NLP and covert hypnosis sales training for their employees.
These psychological methods for persuasion can be modified for influencing every individual prospect. Furthermore, their main focus is on the person rather than on the product being sold.
You will learn a lot during your NLP and covert hypnosis sales training. I have come up with some advice on how to make the most out of it during the training process itself and when you start applying the actual methods for persuasion.
Beginner trainees as well as more advanced practitioners will find the following tip useful.
1) Act confidently, but do not be arrogant.
Perhaps the first thing you learn in covert hypnosis and NLP sales training is to act confidently. There are different techniques you can apply, such as the "iron man".
In general, a salesperson should have complete confidence in his skills. However, being overly confident can play a bad trick on you in sales. It is not uncommon for a salesperson to turn from confident to arrogant.
This is something that you should never do, as it will put prospects off buying. This will make it more difficult for you to build rapport and to initiate the sales process. Just remember that no matter how influential you are your success is based on how well you will connect to the prospect.
2) Gather broader sales information by using questing techniques more effectively.
In this type of sales training, you will learn a lot on how to ask questions. It is extremely important for you to identify the needs of the prospect customer.
However, you will be more influential, if you go one level deeper. This will definitely help you make the most out of the techniques you will learn during your covert hypnosis and NLP sales training.
It is best for you to find out more about the goals of the prospect. A good question to ask is, "What are you hoping to get, using the product?"
By understanding where he wants to be, you will use this information to get him there with the use of your product. This will happen in his mind first and then in reality.
You should also identify the person's values. You should not hesitate to ask the prospect why something is important for him. Just find a more subtle form of questioning. Once you know the prospect's values, you will be able to influence him through them.
Sometimes prospects just give you basic information. You should not hesitate to gather more. Just keep asking for the reasons behind a need or a want to learn more.
3) Use anchors and comparisons to influence the subconscious mind of the prospect more effectively.
This is a great trick that you will study in more detail, as part of your NLP and covert hypnosis sales training. All you have to do is use the subconscious triggers existing in the prospect's mind.
In their essence, anchors are associations. For instance, when you see home made cookies, you associate them with happy memories from your childhood and you feel happy again. In general, the anchor can be anything, an object, a person or even a sound.
As long as you connect your product to a suitable well designed anchor, you will be able to make him associate the positive emotion with your product. In turn, he will be more likely to buy it.
Comparison is used in the same way. You just have to compare the ownership and use of your product with a pleasant emotion or an action that brings a pleasant emotion. This approach is effective in all types of sales, including B2B sales.
For instance, you can say to a prospect, "By using this software product, you will save an X amount of money. This will feel like accomplishing a long anticipated success." This comparison evokes relief as well as happiness.
Now you know how to make the most out of your covert hypnosis and NLP sales training. In order to keep your competitiveness and be successful in this industry, you have to keep learning all the time.
For the absolute best information on sales training, tips tricks and best strategies for maximizing your closed sales visit Marc The Sales Techniques Guy's website at http://www.salestechniquesblog.com. Here you will find the best information specifically for salespeople like yourself!
Article Source:
http://EzineArticles.com/?expert=Marc_Savage
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