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Sales Training Tips:

Sales Training - How to Use Reframing to Boost Sales Performance

You have certainly thrown your technical sales book in the trash. If you have not done so, it is high time you did. Sales practice shows that the traditional technical methods cannot be applied to every prospect customer with the same success.

The logical question is where to look for effective methods for selling. I suggest taking a look at the NLP and covert hypnosis sales book. You will find a lot of effective selling techniques that can be individually modified for influencing any prospect in line with his/her personality, emotions and needs.

Now I will show you how to use one of the most effective NLP and covert hypnosis sales book methods. It is called reframing. You can use it in any part of the sales process in questioning, overcoming objections and in closing.

Reframing is exactly what it says it is. Your task is to set the belief or the thinking pattern of the prospect in the context, in which you desire.

During the questioning stage of the process, you are trying to identify the prospect's needs. You can readily use reframing to get to the bottom of the person's desires and beliefs. This will help you influence him more effectively in later stages of the selling process.

The best way to indentify the prospect's true desires and needs is to simply ask, "Why?" Of course, you may not want to do it in such a straightforward manner. There are much more subtle ways to do this.

Let's say that the prospect is looking for a larger car than his previous one. The salesperson can readily ask, "In understand what you are looking for. May I ask why having a big car is so important to you?"

If the prospect answers that now he has two kids to take to school every morning, you can readily use this in your sales presentation to influence him.

If you follow the rules of the NLP and covert hypnosis sales book, you will certainly be able to reframe any objection.

In some cases, even one word can change the prospect's beliefs. If you start referring to the price as an investment, you can readily convince the prospect that the bigger investment means greater returns. This will automatically counter his objection about the high price.

You can use this one of the sales book techniques in a more direct way. Let's say that the prospect is unhappy about the color of the product.

You can use a hypnotic line, such as, "It is not about the color of the product. The important thing is that the product is how this color affects its functionality. The unit is easier to clean and to maintain. Furthermore, it is elegant and can match your elegant interior perfectly."

Alternatively, you can use the NLP and covert hypnosis sales book agreement technique. Using the example with the color, you can say, "I agree the color is not perfect, but the other features (you can mention them) of the product are perfect. They will give you such and such benefits."

By agreeing with the prospect, you are automatically setting his thinking patter on another subject, the other features, in this case.

You can readily use this NLP and covert hypnosis sales book method for closing sales. The trick is to reframe the decision the prospect has to make. You have to assume that he has already decided to buy, so you have to ask him another question to focus his mind on.

One of the best ways to do this is to give the person a choice between two options at the end of the selling process. You can ask him whether he wants the product in black or white. You can ask whether he wants to pay by cash or using a credit card.

In general, you can ask any question that supposes the person has already decided to buy.

Reframing is not difficult to use, provided that you can come up with creative tactics. It is best not to use ready scripts, but to come up with the reframe on the spot.

Now you know how to use a powerful method form the NLP and covert hypnosis sales book. The more you learn the better salesperson you will become. Expanding your knowledge can only bring you more profit.

Source: Marc Savage link

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