Sales and training is very important to making sure that your salespeople have the skills necessary to make the maximum number of sales.
Sales and training of salespeople are the life blood of many companies and therefore they need the most up to date and effective tools available. Covert hypnosis and NLP, Neurolinguistic Programming, are the best of those tools.
Covert hypnosis allows you to hypnotize a potential customer into buying the products or services. NLP is a set of techniques used in order to reprogram a person's way of thinking or acting.
One technique that can be employed in sales and training is called the swish method. In this method one's fears, negative feelings, and behaviors are replaced with positive ones. Here is a simple example of the Swish method that can be used with salespeople and you can watch their sales soar after just one session.
Simply teach your sales people to use this technique and alter it as they need to during a sales and training session. The more that your salespeople practice the technique the easier it will become. Also, the more effectively it can be used in sales.
Step #1 Have the buyer recognize their automatic reaction that can block a sale.
Have them recognize the automatic reaction (the thoughts, feelings or images that occur to them that can block them from making a decision). Have them select a replacement image (something inspiring), that helps create a positive state.
Have them think of what it looks like, sounds, feels, smells, and even tastes like in the scene until it is as compelling as possible. Have them experience what their life will be like if they buy the product you are selling.
Step #2. Have the buyer experience what life would be like without the joy that the product brings.
Explore with the customer the negative image they have associated with not having your product. Ask them about what occurs that makes this scene negative. Suppose you are selling a vacuum cleaner.
The trigger is the messy floor that their children are creating by running into the house with muddy feet. (The buyer does not have to give an answer out loud. They only need to think strongly about the answer.)
With a client who is not sure whether to buy or not, ask them how it feels when they are not using the product. You want them to experience the problem situation in their life that your product will eliminate for them.
Have them experience the scene through their own eyes. Have them think about all of the triggers to the negative scene and hence their negative associations.
In the case of the vacuum cleaner, it could be their dog tracking in dirt and dust, a husband not wiping his feet after walking through a muddy puddle and so forth.
Remember to have 'think' in terms the five senses to get a detailed sense of the scene. You need to get them in touch with the reasons they really need to buy your product.
Step #3. Place the replacement.
Have them now imagine what their life would be like with the new product in use. The old life is small and insignificant now because what will loom is the clean house with the new vacuum. In our vacuum example, they are able to clean the floor easily and thoroughly.
Step #4. Swish the two scenes
Swish the two images. The salesperson will work into the conversation having them think of the old and switching to the new. Old life - to- new life. Back and forth and spending less time on the image of the old life until only the new life, the one with a bright vision and promise exists.
If the prospect is in front of them they can use photos or video images which the salesperson can flash back and forth.
They can use images that are dark or in which the people look unhappy as the first image and have the customer strongly relate with it before switching to the new image in which people are smiling and having the time of their life in a sparkling clean home.
This type of sales is used all the time in magazines, radio and television advertising. The more closely that the person relates to the image, the more successful the technique will be.
Step #5. The sale
Once they have the buyer actively thinking about what a great life they will have once they have the product or service in use -- the sale will be easy. The buyer will only be able to see their bright future and that there is no other choice than to buy the product immediately.
This is just one of a number of simple exercises that can be used for sales and training and have significant results easily.
