Sales Training Workshops:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training workshops well as the development of customized sales systems and sales workshops for Fortune 1000 companies across United States and Canada.

Are you one of the many corporations now focusing on core sales activities while implementing SalesForce.com while outsourcing non-core functions in response to intense competition?

If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

For free, no obligation information on how we can help you with your sales training needs please contact us today.

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Sales Training Workshops: How to Incorporate NLP in Sales

If you are thinking of ways of improving your sales force, you may want to introduce new procedures to your sales training process to improve the efficiency of your employees. Introducing the concept of Neurolinguistic programming or NLP can be very beneficial for your business.

However, not many businesses recognize just how powerful this technique is, as it involves, to some extent, hypnosis. NLP is the process of influencing the thought patterns and actions of people through interpersonal communication.
Conversational hypnosis is a very controversial approach to sales training, especially since people often view hypnosis in a negative light. It is important to note, however, that conversational hypnosis is not meant to harm people by manipulating their actions.

It is actually more of a suggestive technique for the purpose of making sales, as opposed to completely manipulating people into doing something that they would not otherwise do without influence. The secret to a good sales tactic is not manipulation but rather being able to suggest something without making your customers feel as if you are interfering with them.

NLP has been used as a method in psychotherapy for the treatment of depression and anxiety disorder. The key to conversational hypnosis is being able to target the subconscious in order to trigger certain human needs that the conscious mind tries to deny.

Most sale strategies feed on these needs in order to increase sales. It is these desires that you should target to be able to sell the products and services to your customers.
If you plan to incorporate conversational hypnosis to the sales training process, you will have to focus on rapport building. Building and fostering customer relationships is important in the sales process, as it makes your customers feel as if you understand their wants and needs.

Empathy is a crucial factor in NLP that needs to be established before the method can work properly. You have to send a desirable message to your customers so that you won't end up alienating them.

Listening is also an important aspect of conversational hypnosis. During the first phase, you have to learn how to listen to your customers concerns, as this will give you a good grasp of your customer's character.

One you are able to fully establish what kind of person you are talking to, you can act according to the kind of system he/she believes in. This is a necessary approach in sales training that should not be taken for granted.

The main aspect that makes conversational hypnosis a powerful and dangerous tool if abused, is being able to change a person's viewpoints by challenging his primary views. You have to be able to create some sort of confusion so that the person you are talking to will begin to question his views.

Once this is established, you can properly make suggestions. Sales training should be governed by the suggestive process, rather than the manipulative aspect of hypnosis.
Everyone has a critical factor and it is this factor that a good salesperson must try to evade. Since the critical factor is governed by the conscious mind, it can be rather tricky to get around it. However, by targeting the subconscious mind and making the person question his views, you can easily bypass the critical factor. This is when you can start pitching in your sales tactic.

Conversational hypnosis, if incorporated properly into the sales training process, can increase your profits. However, not everyone is capable of this kind of approach to sales, which is precisely why it has yet to be explored.

While conversational hypnosis remains a very controversial approach, it is important to keep in mind that there is a lot of good that can come out of it, not only for your business but also for your customers. It is important to regulate its use at the risk of abuse.

Source: Marc Savage link

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