Four Common Mistakes NLP Sales Professionals Make

Rintu BasuSalesLeave a Comment

Portrait Of Confused Businessman With Computer In Office

This article is about four common errors people make with their Hypnotic Persuasion Skills. I have been talking to a variety of sales professionals recently and this is an area of persuasion where you can see these problems often manifest and with a simple process you can eliminate the problem as well as increase your sales.

Four Common Mistakes with the Hypnotic Persuasion Process

So here four of the most common.

1 Just Building Rapport

iStock_000008140633XSmallIn general there is no problem with building rapport except that some professionals do nothing else. They then have a nice conversation with the prospect and they might bring the product up for conversation if you are lucky. Also consider what type of rapport you want with your prospect. Do you want to be seen as an authority or leader and is this a different type of rapport to friends and peers? A true sales professional will use rapport to lead the conversation through their sales process.

2 Shotgun Language Patterns

Gun HandI see many NLPers just randomly firing out language patterns throughout their conversation. Without intent, direction and focus you are in danger of turning your conversation into a word salad. Would you buy from someone that appears to be rambling incoherent word salad at you? Hypnotic language patterns are really useful in sales when you have a specific process so they come out as a coherent part of your conversation.

3 Manic Metaphors

ANTWERP, BELGIUM - SEPTEMBER 5: Windowpane of duel of St. Georeg with the Devil in Joriskerk or st. George church on September 5, 2013 in Antwerp, Belgium

On an NLP Practitioner Course you will learn how to construct hypnotic metaphors. On a good course they will also show you how, when and where to use them. Unfortunately good courses are in the exception. As a result some people are using inappropriate three loop trance metaphors. If you have not been trained this probably doesn’t make any sense so let me give you a personal example of the problem.

A few years ago I was lucky to observe one of the funniest missed placed sales pitches from an NLP Practitioner ever. This woman had ten minutes in front of a board of directors to make a pitch for her training services. She opened with a story about Rommel and Montgomery in the second world war, transitioned into a story about St George slaying dragons and moved into a third story that was some variation of the woodcutter story. The woodcutter story is the one about taking the time to sharpen the axe.

Her three metaphors were about understanding others, having the persistence to overcome difficulties and taking the time to keep your skills sharp. They were well constructed, trance inducing and clever metaphors. They also took her well over half her allotted time and on the surface bore no connection to what she was in the room to discuss.

The Operations Director, who I think was the most frustrated just cut across her and asked a bunch of questions like price, duration and how the course would be delivered. She was a little shocked and said something about finishing her stories and they just asked her for the answers and then asked her to leave. Over the years I have seen many NLP Practitioners launch into the strangest stories when all I want them to do is get to the point.

4 Questioning without a process

3d man on quest signAsking good questions is never enough in a sales environment. A true sales professional will use questions in a specific way to lead a prospect through a sequence of thoughts. When questioned well a prospect will often sell the product to themselves. But the right questions need to be asked in the right order. Many NLP Practitioners understand questions but don’t understand questioning technique or even the difference between the two.

The Key to Persuasion Skills is having a Good Process

All of these problems can be resolved easily by developing a flexible sales process. You can build everything into the process to the point where so long as you follow the process you get the result.

For example your process for meeting and selling to a new prospect might be something like:

  • Introductions, create authority and credibility, take covert control of the conversation and build rapport as a leader.
  • Use customer testimonials / stories that blow out the major objections to the product and seal commitment from the prospect to ensure key objection are dealt with before they can come up.
  • Establish prospect’s specific needs, values and beliefs.
  • Attach their needs and values to you product.
  • Ask for the business and hypnotically future pace them into receiving great benefit from the use of the product.

Obviously this is just a simple example and there are lots of different steps you could use instead or as well as. Each of these steps might have a lot more detail. As you can see once you start to become familiar with the process the component parts become more automatic and your sales skills improve.

To properly use NLP and Hypnotic Langauge in a sales context the best approach would be to have a process. You can pick more information about the Hypnotic Sales Process here:

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At the time of writing I am running a mini flash sale on the Hypnotic Sales Process. Not only can you get it at a massive discount you also get a one to one strategy session over skype with me to help you integrate the skills. Obviously these sessions take a lot of my limited time so I will cancel them as soon as I get to capacity. Find out more about this Download Course right here: 

 

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