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Dear Readers,

  Welcome to more powerful NLP tips and insights to enhance performance with competence, confidence and congruence in our professional and personal lives.
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Topics in this issue: 

1.  Hypnosis, NLP and Improving Sales

2.  An Ericksonian Story

3.  IN-House Talks / Training /Stage Hypnosis


    Hypnosis, NLP and Improving Sales

  Many coaching clients engage me to teach them how to use hypnosis and NLP to increase their business sales. They are interested in how they can influence, persuade, cajole, coax, motivate, beseech, impress, flatter, attract, induce and even manipulate others to buy their products or services. Their focus is external - fixing the other party who’s involved in the sale. They almost always forget there is another, more important, party in the sales process – themselves. Many sales people are emotionally not up to the job in making a sale. Let me explain.

The greatest barrier to being a good salesperson is the fear of making sales calls. If they don’t make the call they don’t make the sale, however skilful they may be in influencing, persuading, etc others. Simple as that. George Dudley and Shannon Goodson in their book Psychology of Sales Call Reluctance have identified 12 types or ways sales people avoid calling their prospects. The 12 types are:

Doomsayer These salespeople are frozen by always imagining worse-case prospecting scenarios.
Over –preparation These tend to spend excessive amount of time preparing what to say, when to say and how to say it while spending too little time actually doing prospecting.
Hyper-Pro The Hyper Pro salesperson focuses excessively on appearances of success (Mercedes, Rolex, etc) and allows this ostentatious display to drain his energy for prospecting.
Stage fright These are sales people who become distressed making presentations to groups of any size.
Role Rejection Role rejection occurs when a salesperson is intellectually willing but emotionally unable to accept a career in sales.
Yielder Sales yielders have great difficulty asserting themselves in asking for an appointment or making a close or anything for that matter because they don’t want to appear pushy or intrusive.
Social self-consciousness These sales people have a phobia engaging certain classes of prospects whom they view as having more wealth, prestige, power, education, or social standing.
Separationist A Separationist is a sales person who would never prospect or request for referrals from among friends, believing that business and friendships shouldn’t mix.
Emotionally Unemancipated A variation of the previous type - but here the category that are excluded from prospecting are family members.
Referral aversion In this case, the sales person avoids asking for a referral from a current customer or after making a sale for fear of appearing grasping and exploitative.
Telephobia The telephone becomes an object of fear when the sale person needs to call a prospect. Interestingly, the fear disappears as soon as he can think of somebody else to call or want to order for pizza.
Oppositional reflex Sales people suffering from this ailment are averse to being coached, advised, instructed or trained insisting that they jolly well know what they are doing despite their dismal sales record.

These are emotional issues which can easily be dealt with or at least lessened with NLP and especially ericksonian hypnosis. While I don’t encourage my clients to engage in un-ending navel-gazing, I do want them to be comfortable and congruent with whatever they are doing. The assumption is that if they are comfortable with what they do they are likely to do it well. Otherwise, the fear and doubt will come across as insincerity or lack of authenticity. And that is a BIG NO in a salesperson.

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    An Ericksonian Story

  Dr Milton Erickson was a professor of psychiatry at an American university in the 1940’s and 50’s. One year, the Dean of Medicine told him that there was a very fine student who was considered a genius in medical pathology. However, the student disliked psychiatry and had not been doing his psychiatry assignments. The Dean asked Erickson whether he could help the student.

When Erickson took on the class, at the end of the lecture he gave the students an assignment to do a book review of a psychiatry text. When describing the assignment, Erickson looked at the student with his “Ericksonian look” and slowly explained that doing a good book review was very much like examining a pathology slide. He went on at some length until something clicked in the student. Psychiatry got linked to medical pathology. The following week early on Monday morning, the student handed in one of the finest and most insightful psychiatry book reviews anyone on the psychiatry faculty had ever seen.

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    In-House Talks / Training /Stage Hypnosis

  Zainal is available to give 1 -2 hours talk as well as trainings on NLP, Ericksonian Hypnosis, Appreciative Inquiry, Solution Focus leadership/management and Sales. He is also available to do stage hypnosis in-house for large groups in connection with sales, leadership or relationship excellence.

Look out for Zainal’s coming public workshops:

Ericksonian Hypnosis – Fundamental level (3 days) and
Using the Enneagram for Building Relationships (2 days)

Please write to enquire or register your interest by emailing us your details.

Zainal Abidin Rahman
Certified NLP and Ericksonian Hypnosis Trainer
Web: www.competencestrategies.com
Email: zainal@competencestrategies.com
HP: (65) 9752 0670

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