How to sell more using NLP strategies

How to sell more using NLP: learning how to sell more can take you many places to learn and develop the ability to persuade others.

 

NLP was developed as a source of therapy for individuals but just about any source of therapy training can be used for more than what was intended including sales training. The great news is you can use NLP to help with your persuasion strategy.

 

How to sell more with this NLP technique

NLP is a way that you can build better rapport with others it could be defined as understanding and developing excellence but we will not be using the technical definition here. One of the items that has come in handy from the NLP field is that people gather information in 4 different ways:

  • ·         Visual
  • ·         Auditory
  • ·         Kinesthetic
  • ·         Digital

 

How to sell more using visual cues:

Visual people learn by seeing. The words that they use describe what they view. When working with a visual man or woman you could learn how to sell more using words that use visual traits.

 

How to sell more using auditory cues:

Auditory people hear the world around them. They may say things like I hear what you are saying. When communicating to a visual man or woman you would use “hearing words to describe what is going on.

 

How to sell more using kinesthetic cues:

Kinesthetic people learn by touch or feel and may use the words do you feel that or I can grasp what is going on.

 

How to sell more using digital cues:

Digital people are more of the technical like an engineer and search for the “understanding” of a situation or “consider” what is going on and do everything that they can to “make sense of” what is going on.

 

How to sell more utilizing NLP

Now from learning that people have a modality that they have as a dominate way of learning most sales training focuses on the main modality. So if a visual person were to learn from looking the focus is on saying or using visual ideas. Now this can be a challenge for the person because they still can learn from the auditory, kinesthetic and digital patterns.

 

So now what do you do?

You would combine and weave all four together and make sense of a situation better and create an easier path to persuade using NLP.

 

How to sell more using NLP descriptions:

Learning how to sell more using NLP can be done by combining what you have learned about how men and or women process their information to paint a rich picture across all 4 learning modalities.

 

Here is an example using visual, auditory, kinesthetic and digital. The words for each category will be in parenthesis and will go in order as listed previously. Using this pattern you may be able to influence others more precisely.

 

You will love the new super widget it is shiny when you (view)(visual) it and as you (listen)(auditory) to the movement you will get a (concrete feel)(kinesthetic) for how it words, as you (consider)(digital) this product (think)(digital) about what (touches you or gives you the feel)(kinesthetic) so that the idea (sounds good)(auditory) to you and you can (picture)(visual) yourself holding the new super widget.    

 

[youtube]http://www.youtube.com/watch?v=6Mdyo4ei-Oc[/youtube]

 

NLP example of how to sell more:

The above example was looped so that there was not only one cross section of how people learn and feel but two, one forward and one back. Now you can use the NLP cues in any prder that you want just remember to paint the picture for you client and or buyer so that they can see what you have to offer, what you have to say about your product, how to get take it so that the product sits well with them so they can get a sense of what you do. Getting people involved mentally makes it easier to persuade them.

 

Learn to persuade others like it is a science:

Influence strategies when taught correctly can greatly increase your sales skills or even help you learn how to negotiate better. Learn from the best source right here.

 

As always I would like to thank you in advance for your comments and or questions about how to use NLP as a strategy to persuade others better.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 Persuasion expert Scott Sylvan Bell shares: How to sell more using NLP strategies: Video credit

How to sell more avoid these sales mistakes

 

How to sell more: There are plenty of great things about persuasion and sales training but there are also some evils that can hurt your sales process or even your ability to influence others.

 

Most people go to these courses to help their abilities and techniques and that is part of the problem but it doesn’t have anything to do with the trainers or instructors.

 

First off learning how to sell more requires a bit of patience and some trial and error. Notice that it says some trial and error.

 

Learning how to sell more means you can beat objections like I wanna think about it.

 [youtube]http://www.youtube.com/watch?v=9NE_lYsWNSc[/youtube]

Common sales mistakes from training

The first mistake that salespeople make when they learn how to sell more or get ideas from persuasion is to implement too much at one time. This biting off more than what can be chewed causes a few issues.

  • ·         Decreases confidence in abilities
  • ·         Changes up a familiar process
  • ·         Creates confusion in the buying process for both parties

 

How to make sales and persuasion training work for you

To get the most out of whatever sales training or influence courses that you take there are a few things to remember as you implement what you have learned.

  1. 1.      Keep a journal of ideas
  2. 2.      Implement slowly while on top
  3. 3.      Know when to use what you have learned

 

How to sell more with a journal

Taking notes while training is not just a good idea it’s a great idea. The best way to do so is with a real journal and not just a note pad. Now there are many thoughts out there as to how to take notes but whatever way you take the notes make sure that you can read what you write. Keep a list of ideas that can be implemented but remember to not implement all at the same time. If something doesn’t work for you after a few attempts keep the notes but stop using the new strategy, tactic or script.

 

How to sell more by implementing what you have learned

Take some time to go back through your notes and put a priority on the items from what you have learned. If at all possible figure out where you will put what you learned into use. They key here is to look at what you have learned and figure out how you can make the information work for you.

 

How to sell by knowing what to use

When you attend sales courses, read books, listen to cd’s, watch dvd’s or do anything else when it comes to sales training there is plenty to learn. Now just like a mechanic has a great deal of tools people who persuade others for their livelihood develop libraries of information and possible items that can be used to influenced others to your way of thinking. Its your job to learn when to use what you have learned and that happens with time and patience. There is only so much you can do with scripting and role play. Being live out in the field makes all of the difference.

 

Just remember know that it takes time to learn what to add to a sales presentation and doing too much can cause a catastrophe.

 

Learning the science of influence can take your sales ability to the next level, here is the best place to learn.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more by avoiding these common sales mistakes.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares how to sell more by avoiding these common sales mistakes :video credit  

How to sell more make your client a hero

How to sell more make your client a hero: If you work for a business you are a salesperson you may have heard the term “make your client the hero”. This expression doesn’t help you if you don’t know how to help the situation.

 

Making your client the hero may be as easy as making the process or the buying situation easy for them.

 

One of the challenges for buyers of any product is that they do not want to look dumb or they do not want to do anything in the eyes of their peers that would cause them to look like they made a bad decision.

 [youtube]http://www.youtube.com/watch?v=Bf0kSboSYqw&feature=youtu.be[/youtube]

Salespeople can make their client the hero

If you are in sales one of the best ways to make your buyers look smart and ultimately look like a hero buy making your explanations easy to understand.

 

Now this idea of making your products or services easy to understand may cause you to believe that you are already doing this but chances are you are not making your explanations easy for a buyer to understand especially if you are in a technical industry.

 

The best explanations are the ones that are short and do not have a ton of technical terms. It is a good idea to remember that most people in the United States have less than a 8th grade reading and comprehension level and if you trigger the thought that makes them look dumb they may shut down and you would not even know why.

 

If you are explaining something and you lost the man or the woman they are not listening to what you are saying they are just hoping you will stop soon so that they can tell you “I wanna think about it” or “no”.  

 

Ways to make your client the hero

You can make your client the hero by practicing the ways that you explain terms or ideas for you product or service to a few people who are not in your industry, if they have questions or concerns you will need to refine the script.

 

If you have some sort of brochure you would want to do the same thing, showing people from outside your industry what you have will answer so many questions of why someone chooses you over another person or not.

 

A huge thing to remember is that you are in your industry and have heard the terms and ideas probably a million times. The person who is new may have some “silly” or “dumb” questions that you get all day long. Part of your job is to answer those “silly” or “dumb” questions like it was the first time that you heard them. If you act put off by having to answer the same question over and over again you will have to leave civilization as you know it. Even if you go to work in a drive up window you would have to ask the same question over and over again and that would be “you want to upsize your meal for a quarter more”? Ok so you want to be a Rockstar? You would have to sing the same songs over and over again.

 

Remember make everything that you do with your clients and potential clients as easy as possible and they will repay you when they don’t have to look dumb by buying your product and or services.

 

One last thought if you think this idea is too simple. Chances are your competition doesn’t even take a look at this idea look at their product or literature in the same way. Just know if it’s complicated and not easy to understand you are miles ahead. Make your process really easy and you will be good to go by making your “client the hero” and they can make a good decision.  

 

So you want to persuade and influence people better? You will need a understanding of how people think and you can get it here:

 

As always I would like to thank you in advance for your comments and or questions about making your client the hero!

 

Scott Sylvan Bell

 

Now go implement!

 

Video credit for– How to sell more make your client a hero – Persuasion expert Scott Sylvan Bell

How to sell more using persuasive power of negotiating

 

How to sell more using persuasive power of negotiating: Most objections lead to negotiation when it comes to sales. This becomes sales tip becomes more important the longer that a person would like to be in a sales career.

 

Sure there are plenty of books that you can read and courses that you can take but what if there was an easier way to learn the art of haggling?

 

If you want to be more effective why not watch people who have had to make deals for years on just about any type of property?   The reason that most sales people do not sale more product or service is because they don’t know the next step to keep them in the deal or because they don’t know how to effectively select discounts or items to throw in or take away.

 [youtube]http://www.youtube.com/watch?v=T6Gaa1hZ5lA&feature=youtu.be[/youtube]

The skill of selling more and negotiating better does take some time to learn in real life. Yes you can go to courses or you can watch shows like:

  • ·         Pawn Stars
  • ·         Hard Core Pawn
  • ·         American Pickers

 

Any of these cable shows can help you become more effective at bargaining or haggling for the sale or even to get your counterpart talking a little.

 

One of the items you will want to watch for is the body language of the buyer and the seller and even the phrases or questions that they use. Phrases in themselves are not all that magical but the words or the phrases that you pick up can keep you in the game for one more round. Frustration comes from not knowing the next step and some of the phrases used can help you in the future. If you hear or see something that you like keep a journal so that you can massage it into something you can use for your industry.

 

Remember most sales people stall out because they don’t know how to effectively implement getting to the next step. In most instances getting past the first objection is realizing that it may be time to see if the objection is about the numbers. Most sales people stop at “I wanna think about it” becasue they dont know the next step. 

 

Knowing why people tell you that they want to think about it would reveal that some people just want a better deal but are afraid to ask and they salesguy or the salesgirl who offers the discount or something else to sweeten the deal through negotiation may just get it.

 

How to sell more by learning how to negotiate better

Learning how and when to talk is an art that can’t really be learned from reading about it is something that you have to do in real life but by watching shows that can help you see how to negotiate better you will learn a few things:

  • ·         The first offer is hardly ever the best offer, this is true for most services and or industries
  • ·         It usually goes three rounds or volleys to get to the meat of the negotiation before someone says yes or no
  • ·         Once an offer is made keep quiet and let the other person answer, some people just talk too much and don’t know when to stop and it costs them.  
  • ·         Once you reach an agreement always “shake” on it, it gives an end to the negotiation and seals the deal for most people.

 

Negotiation and selling more works on hope

If you watch veteran product negotiators work with someone while they haggle they always put the seller in the hot seat when they are selling a product.

 

The question that they use is “how much were you hoping for”?

 

The word “hope” means that whatever is being asked for is not what number will be reached, it also says to the seller that they aren’t going to get what they wanted.

 

Now the question is how can you use that bit of information?

 

When someone wants a discount from you for your product or service you can ask them: “How much were you hoping for”? This is an effective line because it puts all of the pressure on them and it reveals their position.  

 

Now the best way for all of this negotiating to work if you are selling or buying is to set a commitment to the possible discount or upgrade.

 

Understand that if you were to put sales into a mathematical formula it works out to be an if then statement.

 

If I do this for you, then will you buy it?

If X then Y.

 

Once the buying or selling question is asked it is best to let the other person answer the hoping for question.  Remember to get a commitment up front before they answer. “If I can get the number to $_____ we are doing business right”? is one way that this commitment can be addressed.   

 

In all in order to persuade others to purchase your product or service you will have to learn how to work with others unless you are in an industry or have a service that doesn’t need negotiation even then it would be good for you to know the necessities to get better at working deals out.

 

In order to persuade others you must understand the science of influence:

 

I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

How to sell more using persuasive power of negotiating video by persuasion expert Scott Sylvan Bell

How to sell more using easy persuasive questions

How to sell more: Many times the most basic steps in the sales process are missed and that is what caused the sale be lost. Yes it is as easy and simple as the basics. You were probably hoping that the issue would be difficult.

 

The sales rejection did not happen because the salesperson didn’t know the crazy close technique that was taught by the last sales trainer that showed up last month, it wasn’t because the salesperson didn’t have enough glossy beautiful presentation material… nope.

 

Most sales are lost because the basics sales fundamentals are not followed consistently.

 

Now one of the things that kids do very well is mimicking the sibling or friend that they want to annoy. If you use this next sales tip the wrong way you will get the same exact effect and you will still get told no. Used correctly you can get your potential client to open up to you and then answer questions so that you can know what to do to help them.

 

Persuasive selling skills building blocks
How to sell more by building your sales techniques

 

One of the basic sales techniques that you can use is to rephrase what the person is asking you in a way that shows that you are listening but also shows respect. Now this can also be used when rephrasing a question. A few examples would be:

  • ·         Just to make sure that we are on the same page here is what I understand that you are asking me is….?
  • ·         What you are looking for in this widget is to have it the special gadget…..?
  • ·         If I understand you correctly you have had these issues with your current situation….?
  • ·         You say that this feature of the widget is important to you because it will help you…..?

 

Yes you are correct this is not earth shattering news nor is it some new persuasive selling skill or technique from a world renown influence expert who charged millions of dollars to get. What this sales techniques or strategy is essentially is a good way to keep talking and moving forward while clarifying the whole way through that you and your potential client are on the same page.

 

There is a sales hazard just like with any sales technique and that is either using the questions too much or without not enough variation. If it seems like a sales tactic then there is extra resistance built into the call on the part of the potential buyer.

 

You will have to practice using this persuasive selling technique because when it is done wrong it will cost you.

 

It is better to make sure that you have designed or found something that will work for the person or the people that you are with before you roll your idea and or pricing out only to find out what you spent your time on was not what the person or the group was looking for.

 

 

Selling technique strategies for increasing sales
Fundamental sales skills and abiltties include basic questioing asking

 

Taking the time to learn how to communicate better through the sales process is what will make you a better salesperson before going and spending a ton of money on all sorts of scientifically proven ways from a sales guru. You must master all of the basics before you try the advanced stuff.

 

As always I would like to thank yo in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Toys 3D by Idea go, Arrange Bricks by renjith krishnan

How to sell: know your persuasive skills

How to sell: Sometimes you just don’t get it, even if you are the best with persuasive selling skills or abilities

 

In business or sales you may have:

  • ·         The best product
  • ·         The best service
  • ·         The best reputation
  • ·         The best warranties and guaranties
  • ·         The best installers
  • ·         The best delivery
  • ·         The best persuasive selling skills
  • ·         The best non-verbal skills
  • ·         Know how to read minds
  • ·         The best closing skills

 

There is sometimes where you are the best and work for the best and still you lose. This is perfectly fine and normal for any salesperson. There is no way for you to win every job. There will also be times where you have to deal with hack job companies or services that will say whatever possible to get the job even if they lie. Sometimes you will even do everything right and still get played by a potential client who is just using you and your information as a pawn or gambit to get a better price.

 

It is important for you to know how good you are and to be able to walk away from a loss knowing you will get the next sale.

 

You may even get cancellations after you have done all of your hard work and this can be for many reasons. Yes this means you don’t get paid and the other guy does.

 

Once again it is important for you to know that this is normal and is part of business.

 

The next guy lies about you, he thrashes your product or service and then he lies about you more. It hurts, it sucks and then you know you have the ability to sell and persuade better and that you don’t have to resort to the same tactics.

 

It sucks to lose sales when you know what you have to offer. It sucks even more when you lose to dirty tactics especially when you do things right.

 

Your job is to make notes after every call of what you did right, what you did wrong or how you would change your process and lastly what you learned from your call. Focus on what you did right and not on what you did wrong. You will notice from your sales journal that you win more than when you lose and you will have something to look at when sales are not going well.

 

Many times you win, sometimes you lose in sales. Sometimes you can lose really big and it hurts.

 

What will really cause you to lose is when you switch over to the dark side of sales and decide to use the same type of underhanded sales tactics to increase your sales.

 

It may be tempting to do the wrong thing to get that next sale. It may be very tempting to do the wrong thing to get the paycheck or to meet the numbers for the next time period.

 

There is a disadvantage to the dark side of sales:

 

You will always get caught with your hand in the cookie jar at the wrong moment, and that is the time where the television crew jumps out with the well-known guy who puts your face on the news. Sure that may not happen in your industry, but what if it could?

 

Persuasive selling skills and techniques can only take you so far and then you need to know in your gut and in your head you are good enough to get back up and sell again.

 

For you to learn how to sell more or keep your sales up know that everything that happens in your industry happens in other industries. The grass may be greener on the other side and it all tastes the same.

 

Just remember to do the right thing even if you know you may lose in the short term.

 

As always I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell: What is not a persuasive sales skill

How to sell more: There are many things that you can do to increase your persuasive selling sales skills. There are also plenty of things that you should not do that actually hurts you as a salesperson.

There is a phenomenon in the selling world where sales people

  • · Enter into a natural or unnatural sales slump
  • · They get in a bad habit of discussion their competition in a bad way
  • · Learn a new sales tactic or sales strategy and they take it to the extreme

When sales people hit a sales slump there is a whole list of things that they do wrong in order to hopefully increase their sales. In many instances the quick fixes that they use that are supposed to help out their sales skills end up costing them more because they get so far off their beaten path that they previously used they have a tough time coming back.

Now everyone has competition

Not every competitor is bad while not every competitor is good either.

As a huge sales mistake or way to cause sales failure salespeople will start trash talking the competition. This may raise flags in the eyes of your client or potential client. Some buyers are staright put off by another company “stooping as low to say things that are bad”.

Some sales training tells salespeople to trash talk on their competitors or their products. This can get new and old timers into some trouble.

Now there are some ways to get around saying not so nice things about other companies without outright saying that they have problems. A few ideas:

  • · I don’t want to say that the specific product is built “cheap” but it does have some drawbacks
  • · My mother said if I don’t have anything nice to say, don’t say anything at all
  • · I don’t think that your design criteria will allow you to use that product or service
  • · The concern is the future challenges that you may have with the warranty documentation

Just about anything along those lines will help you without outright saying something bad.

There is a point where people want to see how bad the product or service is live and in person. When you talk trash you can either create too much curiosity about a product and or service or you can just turn the client or potential client off from your actions.

Learn how to sell more with persuasive sales skills
Persuasive sales skills can show you how to sell more

Your actions can actually do the reverse of what you though and promote the other company.

What you do not say does echo somewhat in the subconscious mind. You job as a metaphor is to just crack the door of curiosity not slam it all of the way open. You will not want to feed words into the mind of the buyer instead you say what you need to say and then back off the subject. You have made your point.

One major problem with salespeople is that they feel that in order to use persuasive sales skills they should rehash the subject over and over again. That would be the equivalent of slamming the door open instead of cracking it open.

Remember sales persuasion happens in the silence.

If you had to spell this out as a formula you would use one of the previous lines above such as:

You: “I don’t really want to say the product is cheap, but it does have some significant challenges when it comes to design quality”. (That’s it then pause and keep your mouth shut. Yes it can be hard but your job is to get the other person to think. Give them time to have some mental reaction).

Buyer: “Well I don’t really want a product or service that is going to have significant challenges”.

You: (sit in silence for a second and move on) “Now one of the things you were probably curious about was the guarantee on this widget” (You have changed the subject and they say that they have concerns so leave it alone. There is a danger point where sales people want to revisit the issue but you are smart and you know to let it go. Be smart let it go unless they bring it back up)

Buyer: “Yes I am curious about how you have structured your guarantees”

You have done your job of cracking the door without slamming it or the competition. You have built reasonable doubt about whatever your competitor has to offer or is doing without really saying anything bad. There is a danger point for you whatever you are saying must be true.

If you are in a position where you are up against bidding this may help you create some “bear traps”.

A bear trap is where you have done enough research on the competition and built up enough doubt on their product or service that the potential buyer brings it up in the conversation with the other person or the group. If you were the first to share it, you have the ability to frame the information in a way where the other person has had their thunder stolen.

Persuasive sales skills come from knowing what to do or say along with knowing what not to do or say. Learning how to sell more creates salespeople some challenges of knowing what to implement or not implement. All of your sales abilities will change over time with practice, learning and patience.

Just remember a sales call should not feel awkward and in most instances it should feel comfortable like 2 old friends talking when possible. This sales ability also takes time and effort and to expect it to happen overnight will create sales failure.

Sales tips can teach how to sell more
How to sell more the right way using persuasion

It is commendable that you are on a quest to learn how to sell more. Remember to keep a sales journal of all of the top sales tips that you learn so that you have quick access to special information to implement into your sales strategies.

As always I would like to thank you in advance for your questions or comments.

Now go implement

Scott Sylvan Bell

Photo credit: No Throwing Garbage Warning Sign by tungphoto, Business People In Discussion by Ambro

How to sell more by finding the real buyer

Persuasion and sales normally go hand in hand but there may be a few drawbacks even if you already know how to sell. There are plenty of common mistakes that’s salespeople make every day. One sales mistake that causes many problems is that of not identifying who the real decision maker is.

Buyers or potential clients do not always give up the goods when it comes to answering your questions. Many times buyers want you as a salesperson to give all of your information and they want it for free. Even worse is when the real buyer sends someone to gather the information for them and you have no real input of how the sale will go.

Persuasive sales techniques include asking the tough questions that other sales people are scared to. In order for you to learn how to sell more or even just stay ahead of the competition you must identify who the real buyer is.

Many times sales people will ask “is there anyone else who needs to be involved with making this decision” and they forget to add the hook of “So you are authorized to move forward and there will not be anyone who objects for any reason?” This will keep you from having to overcome sales objections that you didn’t need to. Even if you know all of the sales techniques sand sales strategies backwards and forwards your still have to implement them.

"How to sell" more is sometimes a persuasive sales puzzle
How to sell more can be helped with persuasive sales techniques

Tie downs in sales are common and some of them are: couldn’t you, isn’t it, wouldn’t it be, aren’t and those do work well but if you are asking a question where the answer can later on be weaseled out of you must remember to tie the answer down also. The tie down can confirm the ability to end up with a sale. This question can even go one step further “So you can make a $10,000 decision and you partner will be ok with that?” Now the number that you are using can be more or less than $10,000 you would use whatever number you need to fit your product and or service.

Confirming and defining who the decision maker(s) can do a few things for you:

  • · Stops you from wasting time and resources with people who cannot move forward or even give you a decision.
  • · Does give you a little control by not giving up the goods to someone who isn’t able to help you.
  • · Gets you in front of the decision maker so you can get a “yes” or “no” and ultimately that will end up making you more money.

Sometimes these persuasive selling questions are not comfortable to ask at first but over time they do get easier. For you to learn how to sell more it is imperative that you understand who the real decision maker is. Many times being bold with statements and questions will get people to understand that you are there for business and not a professional visitor or a sales chump to give out free information.

"persuasive sales techniques" show how to sell
Not all sales trainers can teach how to sell more

Identifying the real decision maker is not always easy to do but it can make sales easier over time. Persuasive selling abilities do not make the sales, you do. For you to learn how to sell more it will challenge your patience and sales abilities, be patient.

As always I would like to thank you in advance for your comments and or questions.

Now go implement!

Scott Sylvan Bell

Photo credits:Man Around Puzzles by renjith krishnan, 100 Dollar Bills by Boaz Yiftach