Sales Techniques – 3 Effective Techniques for Improving Sales

You have certainly learned a number of purely technical or rather mechanical sales techniques. The problem is that these do not work on everyone. The psychological ones, on the other hand, work like magic.

I have come up with three psychological sales techniques that have been tested and proven to work. These can be used effectively in the NLP sales process. They have applications in Conversational Hypnosis used by Derren Brown [NLP]” href=”http://www.salestechniques.org/sales-techniques/conversational-hypnosis-used-by-derren-brown-nlp/”>conversational hypnosis.

Sales Techniques

Breaking State for Building Rapport

This is one of the less general sales techniques for building rapport, compared to mirror imaging, for instance. However, it is extremely useful, especially for overcoming objections that exist just in the prospect customer‘s mind.

Your task, as the name of the method suggests, is to break the emotional or psychological state the person is in and to replace it with one that can work in your favor.

The key to success in applying this method is to use sensory acuity to the fullest. You should be able to notice any subtle change in the facial expression and look, body language, tone of voice and language of the prospect.

If the signal is positive, such as the person’s eyes lighting up, you are on the right track. If it is negative, however, you have to break this state of mind immediately.

You can do this by making a corresponding action. For example, if the prospect seems to be intimidated by your questions, you can readily give him a minute to take a better look of your product.

Another, usually more effective approach, is to ask what’s wrong. This will really help you build rapport with the person. You can readily say, “It seems to me that (something is wrong). What seems to be the problem?”

This one of the sales techniques literally works like magic.

Creating a Full Picture in the Prospect’s Mind

You are probably thinking that this is a very basic method. This is true, but only to an extent. What most salespersons focus on is creating an image of the product and not of the prospect using and enjoying the product. This is a serious mistake.

So, how do you create that full picture in the prospect’s mind? You have to have prepared for applying this one of the sales techniques first. You need to have built rapport. You need to have identified the prospect customer‘s needs.

The main task here is to connect the product’s benefits to these needs and to make a picture that is as vivid as possible. Connecting the benefits to the needs should not be particularly difficult. Just remember to put the main focus on the desires, beliefs and emotions of the prospect.

It is best to take the person into your picture psychologically, using “imagine” or “what if (you could see yourself using the product now)”.

Then you have to start linking each benefit to the need. It is essential for you to pinpoint the achievement of goals and the effectiveness and positive implications of the achieved results. Again, focus on emotions.

Be descriptive, when applying this one of the sales techniques. Use a lot of adjectives and especially ones that are related to emotions. For instance, “Imagine how relieved you will be, after seeing our product fixing your problem.

Option Close for Closing

This is one of the truly great sales techniques, because it influences the prospect’s mind like magic. Furthermore, it is particularly easy to apply.

What you have to do when closing the sale is to give the prospect a number of options to select from. These can be any alternatives, preferably with minor differences.

For instance, you can offer the product in different colors or with extra features. Similarly, you can offer different kinds of packages or bonuses. Basically, it could be anything.

The important thing is for you to present two or three alternatives. Just make sure you have completed the rest of the sales process, before you present these.

When the prospect has alternatives to select from, his mind is not occupied with the question of whether to buy or not. It is occupied with which of the alternatives to choose.

These sales techniques will certainly help you increase your sales and improve your business. The important thing is to keep learning and diversify your psychological, NLP and covert hypnosis methods to accomplish even greater success.

Sales Techniques – 3 Effective Techniques for Improving Sales

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