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NLP tips and insights to enhance performance with competence,
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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
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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:
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Doomsayer |
These salespeople are frozen by always imagining
worse-case prospecting scenarios.
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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.
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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.
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Stage fright |
These are sales people who become distressed making
presentations to groups of any size.
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Role Rejection |
Role
rejection occurs when a salesperson is
intellectually willing but emotionally unable to
accept a career in sales.
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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.
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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.
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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.
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Emotionally Unemancipated |
A
variation of the previous type - but here the
category that are excluded from prospecting are
family members.
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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.
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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.
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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.
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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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