How to use NLP (Neuro Linguistic Programming) to manage your mind, boost your motivation and deal with the negative effects of rejection on sales. Every day you are faced with new challenging situations. To be successful, deal with rejection and sales objections. It’s all part of the job. But even the best salespeople can start to feel the negative impacts of these experiences. How can you come out of a sales call, where you’ve been faced with a multitude of stressful and negative situations, and arrive at the next appointment highly motivated?
There is a technique, adapted from NLP, that will help you do exactly that.
But first, what is NLP?
NLP (Neuro-Linguistic Programming) began as an alternative form of psychotherapy in the mid-1970s. The two co-founders, Richard Bandler and John Grinder, observed human behavior and tried to find the rules and programs of action and linguistic communication. Now NLP has become a valuable tool for all areas of personal development, communication and interaction. He adapts perfectly to the world of sales.
How to use NLP to change your mind
You’ve walked out of the sales appointment from hell. Everything that could go wrong did go wrong. You made mistakes, we all do. Your company had defrauded the customer and you didn’t know it. They raised objection after objection and you didn’t have the answers. No relationship was established, you and the client could not find any common ground.
You have a little time before your next date, so how do you shake off the negatives and get back to your wittier self? This is the NLP technique I use with my sales team and private clients.
Entering an internally focused state of tranquility
Find a quiet place where no one will bother you. She takes a deep breath, closes her eyes, and begins to see the end of the last sales appointment. She endures that final frame of the end of the match. She does it as if she had run a video of the situation and stopped it right at the final frame.
reframe the picture
As you look at the image, start to drain the color from it. We all see internal images differently. Its will be something about the image that gives it definition. Often this is proportional to the bad feelings we get from the experience.
This is how you use NLP to make changes in your feelings about the past. Whatever stands out, like color, contours, tones, take it down. Even if it’s already black and white, drain the color so it turns gray. Think about watching a TV and lowering the brightness and contrast.
now make it fun
Rewind your internal sales quote video at a faster than normal speed and watch everything backwards. There’s something fun about watching people go backwards in a movie. Watch them eat their own words, listen to the sounds at high speed and backwards. Watch the fun rides as they roll backwards at high speed. You can’t take the people in the photos seriously anymore, not even yourself.
When you have reached the beginning of the internal movie, start playing it forward. Still at a faster speed than normal. Now you are the director and you can make it as funny and ridiculous as you want. You saw the people from the movie, yes, including you. Strip them naked if that makes you laugh more. Add some of your own colours. Red noses, clown shoes, wobbly legs, have fun, play forward, add some circus music and try not to laugh as much as you can.
How do you now feel about that sales appointment now?
If you have learned to use NLP to deal with the negative effect of experiences, you should feel completely different about the sales appointment. You will have reframed your point of view and you will have erased the false feelings of the past from your memory banks.
In sales, you could be faced with the same experiences many times a week. Rejection, problems, your boss, difficult clients, let down by other people. Now you can eliminate the negative impact of these situations. You understand the importance of motivation, and now you have a tool to erase the future effects of any situation.
Some people ask why I don’t delete the negative sales quote photos. The answer is that you can’t try to erase memories without concentrating on them. It’s the same as trying to give up something. You cannot think about quitting without thinking about smoking. This NLP technique changes the effects of memory. Reframe the experience.
Now make it wonderfully positive
The final step in how to use NLP to deal with negative sales quotes is to let it work in a positive way for you.
Start your internal images over. This time, see yourself going through a similar situation in the future. Perhaps with the same client, or how you see your next appointment. Run the movie at normal speed. Use a slower speed if you want to highlight the big positives you feel. You are in full control of the visuals and all aspects of point of view, lighting, sound, and script.
Make this the best sales appointment you’ve ever had. With everything positive in your film, you get a massive burst of positive feelings. A wave of confidence, a glow of success. Take your time, do the scenes exactly how you want them to happen.
put it into action
Now go to the next sales call with the same feelings of motivation and confidence on your mind. You can’t win them all. But this technical motivation will put you in the best possible state to use your sales skills to the best of your ability.
