Inspired Selling: New Oceans
Inspired Selling: New Oceans
with
NLP
Putting Purpose, Passion and Performance back into selling
INSPIRED SELLING with NLP i
NEW OCEANS
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NEW OCEANS New Oceans House 39 Jennings Road St Albans, Herts, AL1 4NX, UK Tel: (44) (0)1727 869782 www.new-oceans.co.uk [email protected] INSPIRED SELLING with NLP iv
CONTENTS
INTRODUCTION 7 Basic Questions To Ask Yourself 8 Qualities of a Sales Person 8 Qualities of a Sales Manager 6 Applications of NLP For Sales 7 Beliefs of Great Communicators 9 Skills For Good Communicators 7 Steps to Supreme Communication 7 Steps To Creating Compelling Goals/Outcomes 5 Secrets To Reading Peoples Minds 7 Ways For Behavioural Flexibility 5 Ways To Change Your State 7 Steps To Anchoring States 4 Wisdom Perspectives 7 Steps To Dealing With Difficult People 7 Levels Of Rapport 7x3 Presuppositions for Inspired Selling 7 Key People Patterns - Meta Programs 3 Communication Secrets 7 More People Patterns 6 Meta Programs & Sales Tips 5 Meta Programs & Negotiating Tips 7 Sales Skills To Improve Upon 5 Presenter Skills 5 Pillars of NLP 7 NLP Presuppositions An NLP Sampler About New Oceans Notes 1 2 3 4 5 7 8 9 10 12 13 14 15 16 17 18 20 23 25 29 31 34 37 39 40 42 44 45
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Introduction
So you're in Sales: and not just IN sales, youre pretty damned good at it! Yet you still sense that you could be even better, if you only knew what was the difference that would make the difference. This little book of the 'Magic 7 Sales Tips' for success addresses that challenge, and gives you the 'how' that will take you from being a contender to being a champion in your workscape and workscope. Here you will discover how to enhance your performance in meetings, negotiations, and presentations; influence, lead, empower, and motivate others; enhance your personal effectiveness in communicating, and in managing, other people; create compelling goals; access your personal state of excellence, and achieve a resourceful state in clients, customers, and colleagues; gather specific high quality information from people and use it to achieve outcomes; and develop your creativity and flexibility. We'll help you dare to make your targets and your dreams reality, to be a champion. And champions, as Muhammad Ali said, "aren't made in gyms. They are made from something deep inside - a desire, a dream, a vision!". He also said, "My toughest opponent has always been me!". So whatever has been holding you back, preventing you from achieving your full potential, the change must start from inside you. Remember - whatever you're selling, ultimately it's YOU the customer is buying! So let's begin with our first 7 + or - 2 list..................
4. Why should people buy from me? 5. What is the single biggest limiting stereotype my prospects have about my service? 6. What can I do to put it right? 7. If I now write just one compelling sentence about why my clients should buy from me instead of someone else, what will I write?
1. Rapport
Rapport is the most important ingredient in any successful business relationship. Without rapport, your client, colleague or business partner will often feel annoyed, pressured, mistrusting, not listened to or simply put off. NLP teaches how to quickly build rapport with anyone to establish a positive ongoing business relationship, bypassing the first and biggest obstacle faced by most salespeople. By matching the speed and tone of voice, language structure and body language used by a client, rapport is built quickly and maintained easily. Rapport allows the development of trusting, ongoing, win/win relationships.
2. Representational Systems
Of the three major communication styles (based on the Visual, Auditory and Kinaesthetic representational systems), most people use one style more heavily and more naturally than the other two. As an NLP-trained salesperson, youll be able to assess which style a client is most comfortable with and adjust your own style to match it. This produces a profound improvement in communication effectiveness and the level of rapport with the client.
predominantly kinaesthetic person would benefit most from a hands-on trial or testdrive. You can also discover a clients frames of reference to better understand their decision-making process. For example, a client with an external frame of reference will probably need to talk to a satisfied client or talk their decision over with someone else. If a client has an internal frame of reference, youll be able to detect this and know that they wont need to consult a third party to make their decision, because they trust their own judgement.
4. Values /Outcomes/Motivation
Using NLP techniques, you can elicit a clients values (whats important to them) and then link your product or service back to these values. This is the single most important step that convinces a person to agree or buy. This approach is also highly effective in non-sales negotiations. People are motivated in different ways and by different things. The two main ways we are motivated are: towards a goal or result that we want to achieve (e.g. winning an award, earning a bonus) away from a situation or thing we dont want (e.g. having no money, losing our job) Having our motivations out of balance will lead to inconsistent performance: peaks and troughs in sales results. New Oceans NLP provides a number of skills to assess and adjust motivations in order to produce better and more consistent sales results.
5. Beliefs
With NLP you can uncover the hidden beliefs that salespeople have, some of which may be sabotaging their results and success (e.g. the market is down and its affecting everyone in this business, no one will ever buy from me, cold calling never works). Powerful belief change techniques enable salespeople to replace such limiting beliefs with positive, empowering ones that will deliver an immediate, measurable increase in sales results. As they replace their limiting beliefs, salespeople become much more positive and motivated towards their goals.
6. State Management
Any successful person in business or sales will confirm that they must be in an empowered, positive, resourceful state to achieve their goals. NLP teaches us how to identify and access the most resourceful states easily, so that the process is almost automatic. This will greatly reduce the number of bad days you experience and fast-track your success.
People who are skilled at influencing others usually do some or all of the following:
1.
STATE: Get themselves in the best possible emotional and mental state.
invites the attention of those around them.
2. BELIEFS: Believe that they can get their point of view across in a way that
3.
4. PACE: Match subtly the other persons body language in a respectful way.
5.
ACUITY: Sense the kind of words that the other person is using in his or her conversation. ACUITY: Read the signals that tell them they have achieved rapport. VALUES: Identify what is important to the other person in the way that he or she makes decisions. LEAD: Recognise when they have a strong enough connection with the other
person to take a lead in the conversation in a way that he or she will accept.
5. STATE: Put yourself - and your client - in a state of optimum resourcefulness to sell and helping your customer to be in the best emotional state to buy
This means being physically and mentally alert and optimally congruent. (Anchoring)
7. HAVE CONGRUENCE
Be congruent. Be true, to yourself and others.
P O S IT IV E O W N IT W H AT,
W H E R E, W H EN
E E R R
V ID E N C E
C O LO G Y E S O U R C E S O U TE
C u rre n t S ta te
D e s ire d S ta te
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5 Secrets to Reading Peoples Minds Sensory Acuity - The Body Cannot Keep A Secret
BODY: Different body postures are associated with accessing of different senses.
V A K Body Leaning back Straight Leaning forward Heads and shoulders Up or rounded Head cocked, Shoulders back Down Breathing Shallow, Short Diaphragmatic Deep, Abdominal
ACCESSING CUES: - breathing patterns and non-verbal vocal cues are clues.
V A K Squinted eyes Knitted brow Hands at breast/heart Voice: High pitch, faster tempo Voice: Fluctuating tone and fast tempo Voice: Deep, with slower tempo
MUSIC (VOICE):
V A K Voice: High pitch, faster tempo Voice: Fluctuating tone and fast tempo Voice: Deep, with slower tempo
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Role Model
Think of someone who for you is a wonderful example of the way you want to feel. They can be living or dead, fictional or real. Imagine that they are in the room with you. Step into their world in your mind. What does the world look like through their eyes? What does it feel like to talk the way they talk? What does it feel like to use your body the way they use their body?
7 STEPS TO ANCHORING
Decide what feeling will be accessed with an anchor, then ask: 1. Remember a time when you felt totally (the feeling). 2. As you step back into that time, see again everything that was going on around you, and hear again whatever sounds you could hear around you, and reexperience that feeling of total (the feeling). 3. As that feeling builds to a peak, set the anchor by pressing on a knuckle for a few seconds. 4. Break that mental state by thinking about something completely different. 5. Repeat the process from step 1, using the same memory and the same anchor spot twice more. 6. When the anchor has been set three times, test it by pressing the anchor spot. 7. Notice the result. You will know you have got it right when you experience the feeling without having to re-access the memory to which it was attached.
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4 PERSPECTIVES OF WISDOM
Excellence comes from having many choices. Wisdom comes from multiple perspectives.
Second Position: This is the Perceptual Position of an 'other'. It's the walking,
seeing, hearing, feeling, thinking, believing, etc., in another man's shoes. But it needn't be a man or even a human. Second position can be that of a painting or any other object, an animal, a tree, a fictional character, an archetype, a mythical being, even a mathematical principle, an idea, a piece of music, or anything from an atom to the entire Universe, so long as it is represented as 'other' than the 'you' in first position. It can even be another part of your own mind or body. This position can be in direct communication with First Position. That is, if you adopted Second Position, and spoke to yourself in First Position, you would address yourself as 'you'.
Third Position: From third position, you are like an interested, but not directly
involved observer of the other two. It's a useful position for gathering information and noticing relationship dynamics going on between them. In third position, if you were to refer to yourself in first or second position, you'd use third person pronouns such as "he", "she" or "they". A good way to get into this position is by noticing really obvious things, such as the fact that the person in first position is bipedal and has two eyes. If first and second positions are communicating with each other, you might notice that they make funny noises and respond to each other in curious ways. From there you can begin to observe more complex patterns and interactions.
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1st Position
4. From 1st position fully associated (using your own eyes and ears) describe what is going on for you. Your thoughts, feelings, beliefs about the situation and yourself. What is your good intent, and what would that get for you? Use - I, me, us words. What one or more things do you actually like or admire about the other person.
Meta Position
5. From 3rd position notice any 'news of difference' in the situation now that you have more information about your own situation in it. 6. From 2nd position fully associated (step inside the persons skin and adopt their facial expression and use their mannerisms. Imagine what is going on for you (them). (If in doubt, guess.) Describe your thoughts, feelings and beliefs about the situation, yourself and that person in the other chair. What is your good intent and what would that get for you? Accept the one or more things that the other person likes/admires about you. And note one or more things you actually like or admire about the other person. 7. From 3rd position review the situation again and notice any news of difference. Establish what the person in first position could do differently now they have a different understanding of the situation. Generate ideas for new and different behaviour that would be ecological in the situation. (If necessary revisit any of the positions to gather extra information.) 8. From 1st position ask yourself 'Can I do this new behaviour?' Make any necessary adjustments and when ready Future Pace.
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7 Levels OF Rapport
People like people who are like themselves
Rapport is the key to influence. Rapport (and influence) start with acceptance of the other persons point of view (model of the world), their state and their style of communication. To influence you have to be able to appreciate and understand the other persons standpoint. Rapport is the ability to join people where they are in order to build a climate of trust and respect. Rapport is influence and these work both ways: I cannot influence you without being open to influence myself. Rapport is the ability to see eye to eye, to be on the same wavelength and to connect mentally and emotionally. Having rapport does not mean that you have to agree, but that you understand where the other person is coming from. You appreciate and respect what the other person thinks and feels even though it may be at odds with your own thoughts and feelings although you often find that you do share the same opinions and values.
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Sell unto others, the way they want to be sold to. You never get a second chance to make a first impression.
First impressions are important since they are a baseline for future expectations.
The criteria someone used to make a decision in the past is often the same as the one they will use in the present within the same or similar context.
Find out how someone made a similar decision in the past and how it worked out. This can be the key to knowing how that person will make a decision today.
Values and Criteria are what motivate our behaviour and this is the underlying reason why we do something.
The reason we are motivated to do anything is to avoid pain or attain pleasure. Behaviour thus has directionality in that we are motivated to move either toward or away from something based on how that something either satisfies or violates a particular value or criterion. Therefore when you can identify and satisfy someones values or criteria you motivate that person, making it difficult for that person to say NO and making it easy to say YES.
If you always do what youve always done, youll always get what youve always got.
Our greatest instinct is to do what is familiar. Observe the results of your actions. If what you are doing isnt working, then try something else.
The meaning of your communication is the response you get regardless of your intention.
It doesnt matter how hard you try or how noble your intentions are. The effectiveness of your communication should be measured solely by the way someone responds to you.
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