08 Feb 2018

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...

02 Feb 2018

Neurological Levels Rapport
This 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 shifts in the behavi...

01 Feb 2018

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 ...

01 Feb 2018

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...

16 Aug 2017

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...

11 Aug 2017

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...