Go to any sales training (I've been through a ton of them) and you will be inundated with the same old stuff.
The Ben Franklin close, the sharp angle close, the take-away, distraction techniques.
A lot of that stuff worked well in the 70s, 80s, and even the 90s, but today's audiences are more sophisticated, more cynical and less trusting today than ever before.
So how do we get through to people whose shields are always "up"?
Neuro-Linguistic Programming (NLP), sometimes called the "lost user manual of the mind," is the science of studying the mind and communication for better success.
It helps us understand two perspectives of sales:
After making a project of studying the strategies of top sales achievers (called modeling in NLP), a new model of sales was born that can help you close more sales.
Bob Berg is famously known for saying that in order for clients to buy, they need to "know you, like you and trust you." We live in a low-trust world and, fairly or not, sales professionals have been painted in a negative light.
So how do we overcome the walls that clients put up around themselves?
The answer lies in a collection of neurons in the brain which tell us subconsciously whether someone is friend or foe.
The NLP principle of Rapport (modeled from famed expert in the subconscious mind, Milton H. Erickson) allows you to create a sense of "liking" for you in your client, almost instantaneously and completely out of their awareness.
With this sense of liking, your clients will naturally trust you more and sales becomes easier.
NLP teaches us that all buying decisions are made at the subconscious level.
Your conscious mind is in charge of logic and reason, but desire is generated at the subconscious level.
One of the most powerful ways to move people to a sale is to learn how to use subconscious triggers in language to build such a high desire for what you offer, they would practically sell a limb to get it.
These subconscious influence skills can make you a ninja of sales.
One of the toughest parts of sales is handling objections (let's not even mention the feeling of rejection).
It can be very difficult to handle objections without seeming pushy and without sounding like you're begging for the sale.
Reframing, simply described, is the art of "seeing the other side of things." It gives you a way to easily change the clients' mind about objections. Imagine after a few short words, your client sees the objection as a reason to actually buy, instead of not to buy.
The easiest way to get started with reframing is to write down the top 10 objections you get from clients, then ask yourself, "What is the possible upside to this objection, or what else could it mean." Write those answers down and practice them.
For example, when we get people who say no to a product because they're out of work, we say, "That's awesome! You have the one thing that everyone else says they don't have – time. When you go back to work, you may have more money, but when would you do our training? Now is the perfect time!"
This is a serious "Jedi mind trick" that will help you, not only close more sales, but also win practically every argument. In our NLP sales courses, I teach you how to do this kind of reframing, "on the fly," so you don't need to work out the answers beforehand, write them down and practice them. You'll just be a natural.
When Master NLP Practitioners modeled the top of the top sales pros, they found that one of the key differences between them and average sellers was that they were asking powerful questions rather than talking.
Instead of trying to sell the features and the benefits of the product or service, they spent time to find out the "buying psychology" of the client.
Buying decisions are made at the sixth layer of the mind – a layer which is highly subconscious and out of the awareness of the client, but which can be uncovered through conversation.
Some examples of questions we teach in our courses are:
This is just a small sample. By knowing what to say to have the client express these unconscious influences, these peak performers were able to sell to the clients desires, rather than trying to make the client want a product. These questions are, by far, some of the most persuasive tools you can learn.
NLP is a field which models success.
That means instead of teaching old sales closes that haven't worked since the 50s, we study what works and always study the best.
This includes cutting-edge tactics, like the Military Language Patterns – closing scripts modeled from US military recruiters.
These recruiters are the "top of the top" sales pros who, when they close a sale, get people to give up their lives (figuratively, and sometimes literally) by convincing people to give up at least four years of their lives for the military.
Now you can get access to these "ninja sales closes" for free.
For a limited time, you can get these military language patterns for free in my downloadable ebook, Ultimate Sales Closes.
You'll learn, word-for-word, these NLP sales language patterns with several examples in different fields.
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Michael is a best-selling author, international speaker, Certified Master Trainer of Neuro-Linguistic Programming, and a Certified Master Business and Success Coach. Michael has more than ten years of practical experience in his own clinical practice. He is the author of the book, Learn Hypnosis... Now!, which teaches people who have never used hypnosis to hypnotize themselves and others in just a few hours. He has hypnotized tens of thousands of people around the world and is considered one of the world's foremost experts on the subject of NLP and hypnosis. You can contact Michael directly via phone, mail or email, here.