There are two aspects to success in sales – one is the ‘numbers game’, which is about actually contacting the customer. Given a certain ratio of sales to number of contacts, the more customers you contact, the more sales you make.
If you already have a proven sales model in place, work with it. Follow the steps (in a ‘Procedural’ fashion) and you will get results. The key to success here is taking action, and there are various NLP tools you can use to manage your state and help you stay motivated:
- Anchoring to get yourself into a motivated state
- Swish Pattern to defuse any negative triggers that hinder you from getting started
- Reframing to keep your motivation going (e.g. remembering that it takes a certain number of “nos” to get to a “yes”, so each “no” is good because gets you closer to the next yes).
- Reframing, along with Submodalities Belief Change, can also help you to let go of limiting beliefs that get in the way of selling, or taking rejection personally.
- Submodality shifts to transform, defuse or eliminate altogether any critical internal dialogue.
- Parts Integration to increase your congruence about selling.
- The Appreciative Frame to help you remember, learn from, and build on your successes.
- Modelling to help you learn from sales superstars.
- The New Behaviour Generator to help you develop and take on new, more effective behaviours.
You may also have your own favourite tools from NLP for state management.
The other key factor in sales success is establishing a relationship with your customer, understanding their needs, and convincing them to buy from you at the right time, rather than from someone else at some undefined point in the future. The CRAFT Model is designed to give you a structure that helps you do this.
If you have your own proven sales model already in place, how could you take one or more of the NLP tactics listed above and apply them to your own process to turbocharge your results?
If you liked this article, you’ll find my reviews of The Five Best NLP Books For Business useful too!