Maybe you read your sales book and you've tried out the techniques inside on your various clients.
If you're getting the results you want that's great for you, but if you are not and you need some help there are a lot of techniques out there that can help you with the psychological aspects of selling that you can use to improve you sales.
Even if you are performing well, these techniques are something that you can incorporate into your sales book techniques that can get you even better results.
The following are some techniques from the worlds of NLP, hypnosis and persuasion schools of thought that you can use to improve upon or add to anything that you currently have in your sales book.
1) Misdirection or re-direction
This is a very powerful technique from the hypnosis area that you can add to any techniques that you have in your sales book at the moment.
The idea here is that you are going to mention for instance, the cost of your product, but you are going to direct the persons attention away in another direction towards some positive outcome of using that product at the same time.
This is very powerful technique from the hypnosis sales book. An example of how this would work would be saying something like "as you are considering going with our plan for $500 you can think about all the benefits you will get from it".
Notice how the "as you" at the beginning of the sentence sets the client up to think about some benefit afterwards. When we keep the client focused on the benefits like this it makes it a lot easier to close the sale.
2) Future pacing
This is another technique that comes from the hypnosis sales book. Again this technique will capture the imagination of our clients and harness the power of the "movies in their mind" to help them to come to a buying decision.
There are a number of techniques here from the hypnosis sales book that the sales person can use to get the client actively stepping into that future and experiencing it in their imagination while they are talking to them.
One method from the hypnosis sales book would be to use highly descriptive language in describing the product or service. This works well on the imagination of the client and helps the sale to happen with greater ease.
3) Getting to know how your clients mind works
In any sales book on the market you will you will always read that effective communication is the key to closing sales and fortunately the people behind NLP have made it easier for us to get that effective communication going by helping us to understand that people predominantly think in auditory, visual or kinesthetic (feelings) ways.
In other words an NLP sales book will divide people into those who are more hearing focused in their thinking, more visual or more "feeling" in their thought process. People will say things like "I hear what you're saying" or "I see what you're saying" or "that feels right".
According the NLP sales book, once you pick up on this you can then explain your product or service in language that will reflect whatever ways of thinking that they have. When you do this communication is greatly enhanced and a sale is more likely to happen.
4) Instant confidence with anchoring in NLP
Any sales book will tell you that the emotions that you are feeling in the sales situation are infectious in that your prospect will pick up upon them and they can influence the sale.
What most sales books don't tell you however is that you can use techniques like "anchoring" in NLP to summon up emotions of happiness and confidence at will when you want to feel them in a sales situation.
When you can call up these emotions on demand you are in a much better position to close the sale as your confidence will influence your client to buy. Not only can you call them up you can use a trigger like snapping your fingers and then every time you snap your fingers you call up the emotion you want them to experience.
5) Getting inside your clients mind
A sales book will talk about how to sell and how to persuade your clients to do something, but not many will help you to persuade your customers by getting inside their mind and knowing what's going on for them.
If you find a sales book that covers this persuasion area well you will find out that when you know what your customer ultimately wants, you will be better equipped to help them achieve their goals and get an edge in the market. When you are inside your customers mind all you have to do to persuade them to buy is to talk about your product in terms of how it can help them achieve their goals.
