27 Feb 2018

Sales Coaching, Sales Mindset, Sales Training 0 Comment
Asking sales questions using the neurological levels model
We have previously explored the neurological levels model as a way of developing rapport with our prospects. However, it can also be used as a questioning model that allows you to ask questions that truly motivate your prospect into taking action. This is particularly useful when you are using a particularly emotional sales approach. The neurological levels model allows us to identify...
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08 Feb 2018

Sales Mindset 0 Comment
Sales Mindset and Beliefs
If you watch the start line of the Olympic 100m final, you can probably tell who is going to win before the starter fires his pistol. There is an air of confidence about the soon-to-be-champion that sets him or her apart from the competition. If this is true for the worlds’ best, just think how big this difference would be with the average athlete. Of course, physical ability plays a ...
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08 Feb 2018

Sales Coaching, Sales Training 0 Comment
6 Step Reframe - Objection Handling
The 6 Step Reframe pattern in NLP is used to communicate directly with parts of the unconscious mind that have a positive intention whilst simultaneously having a negative impact on the individual’s behaviour. Once the positive intention of that part is identified, a more holistic and ecological form of expression can be identified. With objections, we have a similar situation. As sal...
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08 Feb 2018

Sales Management, Sales Prospecting 0 Comment
Salespeople Make More Sales Calls
One of the biggest frustrations I hear coming from sales managers is that they want their sales team to make more sales calls. Even though more calls does not necessarily mean more sales, sales activity is often the limiting factor in terms of end results and productivity. So why don’t salespeople just make more sales calls? After all, its their job, it is what they are employed to do...
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02 Feb 2018

Sales Coaching, Sales Training 0 Comment
Neurological Levels Rapport
The neurological levels model is adapted from the original model created by Robert Dilts. The model proposes that the level of neurology involved is greater at the top (identity) than at the bottom (environment). Keep in mind that making a change in your behaviour or environment will not necessarily impact your identity. However, change your identity or values, and you will see massive s...
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01 Feb 2018

Sales Coaching, Sales Training 0 Comment
Ultimate Negotiation Formula
When you get to near the end of the sales process, this is where the Ultimate Negotiation Formula is essential. At the end of the deal, and sometimes even after the deal has been agreed, your prospect will likely want to negotiate. It is only right that your prospect should want to get the best possible deal and get the most for their money, but as a salesperson, you need to be aware ...
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01 Feb 2018

Sales Coaching, Sales Training 0 Comment
NLP Presuppositions for Salespeople
If you are going to communicate with congruence and integrity, it is vital that the thoughts going on in the back of your mind do not conflict with the words that are coming out of your mouth. As you will discover later, the belief in what you are saying communicates far more information than the words themselves, so developing a strong set of supporting beliefs is a way to generate sign...
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16 Aug 2017

Sales Coaching, Sales Prospecting, Sales Training 0 Comment
Let’s face it, cold calling is one of the best ways to get in front of new customers. Businesses have been using this technique for years with huge amounts of success. The film Pursuit Of Happiness show us what can happen if you get good at cold calling. So why do so many people still suck at cold calling? It happened to me again today. I had a call from someone who it would appear do...
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11 Aug 2017

Sales Coaching, Sales Management, Sales Prospecting 0 Comment
Get Over Rejection In Sales
Learning how to get over rejection in sales is one of the most challenging elements of the job, especially for new salespeople. The very nature of the job means that you are going to hear ‘no’ more than most people, and all of that negativity can have an impact on a person’s confidence. Unless you can find a way to get past the feeling of rejection, your sales career is going to be cut s...
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11 Aug 2017

Sales Prospecting, Sales Training 0 Comment
Gatekeepers and Objections
One of the biggest challenges salespeople have is the eternal battle of good versus gatekeeper. No matter how prepared you are, how strong your product offering or how much benefit you can provide for this particular prospect, there will often be a gatekeeper standing between you and the decision maker. By the description many sales people give about gatekeepers, you would think G...
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