What Can I Do With A Music Degree Prospects.Ac.Uk How to Use NLP to Deal With Rejection in Sales

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How to Use NLP to Deal With Rejection in Sales

How to use NLP (Neuro Linguistic Programming) to manage your mind, boost your motivation and deal with the negative effects of sales procrastination. Every day you face new challenging situations. To be successful you face rejection and sales objections. It’s all part of the job. But even the best salespeople can begin to feel the negative effects of these experiences. How can you get out of a sales call, where you faced a lot of stressful and negative situations, and go into the next meeting at the peak of motivation?

There is a technique, adapted from NLP, that will help you do just that.

But first, what is NLP?

NLP (Neuro Linguistic Programming) began as an alternative form of psychotherapy in the mid-seventies. The two co-founders, Richard Bandler and John Grinder, studied human behavior and tried to find the rules and plans of actions and linguistic communication. Now NLP has become a valuable tool for all areas of personal development, communication and interaction. It fits the world of sales perfectly.

How to use NLP to change your mind

You got out of the sales appointment from hell. Everything that could go wrong did. You made mistakes, we all do. The customer was let down by your company and you didn’t know. They came with objection after objection and you didn’t have the answers. No rapport was built, you and the client found no common denominator.

You have some time before your next meeting, so how do you shake off the negativity, and get back to your most resourceful self? This is the NLP technique I use with my sales team, and with my individual clients.

Enter an inner focused quiet state

Find a quiet place where you will not be disturbed. Take a deep breath, close your eyes and start seeing the end of the last sales meeting. Hold the last frame of the end of the session. Make it as if you played a video of the situation and stopped it right at the final frame.

Reframes the image

When you look at the picture you will start draining the color from it. We all see internal images differently. They will be something in the image that gives it definition. Often this is in proportion to the bad feelings we get from the experience.

Here’s how to use NLP to make changes to your feelings about the past. Everything that stands out, such as color, contours, shades, shade it straight. Even if it’s already black and white, drain the color so it turns gray. Think of watching TV and turning down the brightness and contrast.

Now make it funny

Rewind your internal video of the sales meeting at higher speed than normal, and watch the whole thing in reverse. There’s something funny about watching people walk backwards in a movie. To see them eat their words, hear the sounds at high speed and upside down. Watch the funny trips as they go backwards quickly. You just can’t take the people in the pictures seriously anymore, including you.

When you’ve reached the beginning of the internal movie, start playing it forward. still at a higher speed than usual. Now you are the director, and you can make it as funny and ridiculous as you want. Dress up the people in the movie, yes including you. Strip them if it makes you laugh more. Add some colors of your own. Red noses, clown shoes, wobbly legs, have some fun, play it forward, add some circus music, and try not to laugh as much as you can.

How do you feel about that sales meeting now?

If you have learned how to use NLP to deal with the negative impact of experiences, you should feel completely different about the sales meeting. Reframe your perspective and erase the false feelings of the past from your memory banks.

In sales you can deal with the same experiences many times each week. Rejection, problems, your boss, difficult customers, disappointment by other people. Now you can remove 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 don’t I just delete the images of the negative sales appointment. The answer is, you can’t try to erase memories without focusing on them. It’s the same as trying to give something up. You can’t think about quitting smoking without thinking about smoking. This NLP technique changes the effects of memory. It reframes the experience.

Now make it incredibly positive

The final step in how to use NLP to deal with negative sales meetings is to let it work in a positive way for you.

Start your internal images again. This time see yourself entering a similar situation in the future. Maybe with the same client, or how you see your next meeting. Play the movie at normal speed. Use a slower speed if you want to emphasize the big benefits you feel. You are in full control of the images and all aspects of point of view, lighting, sound and script.

Make it the best sales meeting you’ve ever had. With everything positive in your film you get a huge burst of positive feeling. A wave of self-confidence, a glow of success. Take your time, make the scenes exactly as you want them to happen.

Put it into action

Now go to the next sales call with those same feelings of motivation and confidence running through your mind. You can’t win them all. But this motivational technique will put you in the best possible position to use your sales skills to the best advantage.

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