Posts Tagged ‘NLP’

Asking Powerful Questions to Close More Sales with NLP

Friday, February 6th, 2015

Your sales results depend largely on your ability to build personal and emotional value for your prospects.

I have made countless purchases based purely on emotional appeal, while very few of my purchases in life have been based wholly on logic. If you think about your past purchases, you’ll probably say the same.

Using NLP to Develop Sales Questions

Neuro-Linguistic Programming (NLP) is the study of influencing the subconscious mind through every-day conversation.

Because of NLP, we know that questions are some of the most influential language patterns, because they must be contemplated by the subconscious mind in order to be answered. (Statements, on the other hand, can often be rejected by the conscious mind on their face value without any contemplation.)

When you ask powerful questions, you engage the client at a deep subconscious level. This will often make the difference between losing the sale and closing the sale.

Questions like the ones below will help you build value toward a purchase, but only if you allow the client to fully associate and answer.

These will build strong motivation, both toward what they want and away from what they don’t want (both types of motivation are needed in sales!), compelling the client to want, desire and ultimately purchase your offering.

All of these questions should be asked from a place of rapport. Without rapport, the sales process is mechanical and unemotional. Rapport is something that is covered in other blog articles and in my NLP sales training.

Questions Are the Answer When it Comes to Making More Sales

In the following sample questions, I’ll be using a weight-loss program as the example product/service for sale, but these questions can be applied to any product or service in any niche. This is not a “script,” but rather a collection of questions to have in your tool-belt. Practice them until they become second nature.

  • What made you think about finally getting a handle on your weight issue?
  • How long have you had a problem with your weight?
  • How have you suffered because of it?
  • What have you lost or never had because of this?
  • If you had the opportunity to wave a magic wand and have things be exactly the way you want them, what would it be like? Describe that to me.
  • Who is that person who thinks you have no hope of accomplishing this? What will it feel like when you prove them wrong?
  • What will people be saying about you when you’ve accomplished this? What will they be thinking? How will that make you feel?
  • So, it’s fair to say that this is important for you to lose this weight, isn’t it? Why?
  • What will you FINALLY be able to do once the weight is gone? How will that change your life?
  • What are the top five reasons you know that you’re worth this and you deserve it?
  • What will it mean about you to finally have this taken care of?

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These are all just examples, but I know you can see the theme. These are open-ended questions that associate the client to their OWN personal motivations and values, rather than the rehearsed values and benefits of the sales person.

Most sales-people mind read that the client has the same vales as they do, and talk, talk, talk. The key to sales is to SHUT UP. Let the client sell themself.

For these questions to be most powerful, do not allow the client to respond with surface answers. If they’re not digging deep, help them dig by asking some of these questions to draw out real, personal, emotional answers:

  • Tell me more about that…
  • Why’s that?
  • What does that mean to you?
  • What will that do for you?

If you put these value building questions into action in your sales encounters, my opinion is that you’ll see immediate results that will grow the better you get at building value.

If this has been useful for you, I want you to know that this only 1% of sales. It’s an important 1%, but still just a piece of the puzzle. You can learn more about how to close sales with NLP by downloading my ebook, Ultimate Sales Closes, ($19.99 value) for free below.

Download Now

Get My Book, The Ultimate Sales Closes FREE! ($19.99 value)

You’ll learn NLP closes from the best sales pros in the world!

Click Here to Get it Now!

Michael Stevenson, NLP and sales trainerPosted by
Michael Stevenson
Master Trainer of NLP


My NLP, hypnosis and motivation quotes

Sunday, November 6th, 2011

Some people have been asking me to post some of my quotes in one place.  Here you go:

“Think of all the things you want in life.  All of your hopes, dreams and desires.  They are the cost of not stepping out of your comfort zone and not taking action.”

“Transformation begins not by waiting for the right circumstances, but my making commitments that create the right circumstances, right now.”

“Ships have heavy anchors that keep them stuck in one place. You have an anchor, too… it’s your index finger. And as long as it is pointing at someone else, you’re stuck.  Want to raise your anchor? Learn to be at Cause for everything in your own personal reality. Then you can sail anywhere.”

“The worst things in life are not those things that happen to you, but rather the things you never do. Excuse is the monster in Opportunity’s closet.”

“You get what you focus on, so focus on what you want.” (Not my quote, but everyone asks for this one)

“At the end of the day… guess what? You’re short one more day. Better get off your butt and do something that counts while you’ve got the chance!”

“Your obstacles to happiness, success and prosperity are simply projections of the limits you believe yourself to have. Powerfully shift your beliefs and the doorways of success will open for you, no key needed.”

“The only limits you have are those you’ve decided to believe. Learn to control your beliefs, or they will control you.”

“Intention + potential x action = change”

“(Intention + potential x action) x repetition = success”

“Now is not the time to worry about details, to fret about what-ifs or to learn that ‘just one more thing.’ Now is the time for action.”

“Nothing is more important right now than gaining total control over your emotions, your decisions, and your beliefs. Life after that will never be the same again.”

I’m sure there are more than that.  When I think of more, I’ll update the blog.  🙂

Are songwriters natural hypnotists?

Tuesday, October 18th, 2011

People are so naturally drawn to music.

Think of a song that brings up deep feelings and ask yourself, why does it do that?

Is it the individual notes played one after another in sequence? Probably not.

Is it the rhythm or the baseline? That can get you grooving, but that’s probably not it.

Is it the words themselves? Maybe, but I think it goes beyond that.

It’s something about the words that makes them so special.

They’re so hypnotic.

I found a few of these lyrics from popular songs that come right out of the Erickson handbook for ambiguity, presuppositions and Milton Model patterns.

If you’re not familiar with what these patterns are, be sure to join my free webinar, “EXPOSED: Conversational Covert Hypnosis,” Wednesday, October 16th at 6:00 PM Pacific time. Click here to register for free to be in the webinar. Did I mention it’s FREE?

Hypnotic Language in Music

“Baby Come Back.  Any kind of fool could see. There was something, in everything about you.” (by Player: Ambiguity, universal quantifiers)

“Every breath you take. Every move you make. Every bond you break, every step you take, I’ll be watching you.” (by The Police: Universal quantifiers)

“I’ve got to admit it’s getting better (Better).  A little better all the time.” (by The Beatles: Modal operator, comparative deletion, universal quantifier)

“Always something there to remind me.  I was born to love her, and I will never be free. She’ll always be a part of me.”  (by Naked Eyes: Universal quantifiers, unspecified verb)

“Jeremiah was a bullfrog.  Was a good friend of mine.  I never understood a single word he said, but I helped him drink his wine. zolpitem tartrate or ambien https://www.canadianpharmacyon.com/product/ambien-zolpidem/.” (by Three Dog Night: Selectional restriction violation, lost performative, universal quantifier, nominalization)

“There is nothing to see here people keep moving on. Slowly their necks turn and then they’re gone. No one cares when the show is done” (by She Wants Revenge: Universal quantifier, lack of referential index, presuppositional adverb)

“I’ve done everything as you say. I’ve followed your rules without question. I thought it would help me see things clearly.” (by Hoobistank: Universal quantifier, nominalization, unspecified noun, presuppositional adjective)

These are just a few examples.

As you listen to your favorite songs and drop down into that nice, light, music trance, maybe your unconscious mind will allow you to hear these patterns that seem occur in all music.

-Michael

The First Free NLP Home Study Course

Friday, April 15th, 2011

I’ve just released my new free NLP home study course.  Check out this video:

Visit the free NLP home study course at FreeNLPHomeStudy.com.

My Top Ten Solid Gold Tips for Making Money in Your Own NLP or Coaching Practice

Wednesday, March 30th, 2011

The biggest thing I’m asked after people graduate an NLP or coaching classes is, “Now what?”

Just yesterday, in our new facebook group for Transform Destiny Grads, one person posted, “How do I get my first paying client?”

Easier said than done!  I’ve been in business 16 years now, and I’m still learning marketing, because the market always changes.

Learning the tools of the trade only gets you so far.  Without “butts in the seat,” there’s no money to be made.  You HAVE to learn to move people to action and sign up regardless of their excuses.

Here are my top ten Solid Gold tips for getting clients that will PAY you, REFER to you, and LOVE you:

1. People no longer want to spend money with strangers or faceless corporations.
You must CONNECT with people before they’ll even look at your product or service.

2. Give more than you sell.
With so many products and services inundating people (30,000 ads per day!) you really must give to get attention.

3. Give without expectation.
When you do give, don’t do it in exchange for contact info or the promise of reciprocation. Just give and enjoy the giving. The difference will be clear.

4. Charge what you can congruently ask for AND receive.
If you’re not confident asking for the price you’re charging, either get confident or lower the price. People will feel the energy of it.

5. Be confident in something.
If can’t be confident in yourself yet, be confident in the techniques you’re using. If you’re not confident in yourself, nobody else will be either.

6. Be an example of excellence, both in and out of your office.
People will want what you’ve got.

7. Walk your talk.
Use your tools on you first. If you’re not well, how can you help others be?

8. Be passionate.
Your energy will infect the client.

9. Learn marketing.
Even if you “hate” marketing, suck it up and learn. ALL business is marketing — it doesn’t matter what you’re selling.

10. Dedicate yourself to continual learning.
The market, and business, change at a fast pace. Be willing to learn all the time.

One of the best ways to learn how to market yourself without having to make all the mistakes I did, is to join my coaching program, Michael’s Inner Circle

I will teach you EVERYTHING I know about running a practice, including:

  • All the Marketing
  • How to Advertise
  • Having an Impeccable Success Rate
  • Getting Referrals from Doctors
  • How to Write and Publish a Book
  • The Right Beliefs, Attitudes and Behaviors

Not only that, but you’ll also get:

  • High-Quality Scripts INCLUDED!
  • Professional Website Builder INCLUDED!
  • Presentation Scripts for Selling to Groups INCLUDED!
  • Marketing Yourself to Success Home Study Program INCLUDED!
  • Facebook Ads Academy Home Study Course INCLUDED!

Read more and enroll here: www.transformdestiny.com/inner-circle.asp

 

Five Tips to Attract New Clients Like Moths to a Flame

Tuesday, October 5th, 2010

When you talk to potential clients, do you find that it’s an uphill battle to convince them that YOU can help them change their lives these days?

Even though I don’t advertise (and haven’t for years), I still get a landslide of calls each month from people willing to pay me three- to four times the amount that other practitioners and coaches charge in my area.

I don’t say this to impress you, but to impress upon you the fact that YOU can also have prospects practically hunting you down and begging you to take them as clients.

Just imagine your phone ringing off the hook. On the other end of the line are rabid prospects hunting down any morsel of change they can scavenge.

By the time you finish this article, you’ll know what steps to take to run your own successful practice.

Five Red-Hot Tips to Attract New Clients

1. Pick a Niche and Dominate It
Trying to sell to “everybody” is a losing proposition. Sure, large companies like Pepsi and Google can afford to market to everyone, but unless you have a spare billion hiding in your sock drawer, you had better start smaller.

Successful marketers know that the best way to build a business is to have one message and to say it well. You must speak the language of your potential client and inspire them to buy.

Pick a niche that resonates with you. What is your passion? What excites you? That may answer the question of what niche to target.

Once you have a niche, find out what they know, what they love and what they crave, and the speak to it.

2. Become Part of the Niche Community
Marketing and business have changed immensely in the last decade.

It’s no longer just about bottom-line, growth and profit. More than ever before, it’s about connection.

These days, people are hanging onto their money more than ever. They’re simply not willing to give it away to strangers.

We consumers have been burned by strangers running anonymous, faceless corporations with mediocre products and services, too often.

To truly succeed in business today, you have to connect with people.

This means, participate in the niche. Become a part of the community.

Before the Internet, this took a lot of work, going to chambers of commerce, networking events, charity events and more.

Now, thanks to the internet, you can speak to multiple communities in a niche without ever leaving the comfort of your office chair.

Join niche-related bulletin boards, chat rooms and groups. Add people in your niche to your friends lists on your favorite social media sites. Attend local meetup groups and more.

The more you’re seen, the less of a stranger you become.

3. Give More Than You Sell
Surprise! The Internet has changed everything.

People are bombarded with so much free information, they often don’t know why they should pay for anything. People can now go on sites like fiverr.com and get hypnosis, coaching or advice “sessions” for just five bucks, so why pay hundreds?

The good news for you (and me) is that most of that stuff is total junk.

To really rise to the top in today’s business world, you must give. When your niche sees you giving things of high value, they will flock to your offerings over and over again.

The trick is to give without a catch. That’s right, give with no expectation of return. People these days can smell manipulation like a shark smells blood in the water.

The more you give, the more you’re known. The more you’re known, the more you’re trusted and people will be drawn to you.

4. Become a Celebrity
With all this recognition and trust comes an opportunity to take it to the next level.

Joe Vitale (The Secret, Attractor Factor, The Key, Buying Tranes, etc) created his success by embracing the idea of celebrity status. Many people now buy his products, simply because they’re from Joe.

Celebrities are people who are known and celebrated for their successes and contributions, and it’s easier to build celebrity status now than ever.

Start a blog, write a newsletter, build an active group or even a great Twitter feed. Record a regular podcast or vodcast, begin a review site, or collaborate on an independent movie. Write a magazine article, or write a book.

Even better, get a professional photo and video shoot to create the image that you are celebrity-worthy, attracting all kinds of other celebrity opportunities.

These are just some of the things you can do right now that will begin to build your status as a trustworthy, niche-worthy name.

5. Learn Basic Marketing and Business Skills
Finally, embrace the idea of marketing.

Many small business owners I know report that they “hate” marketing. If you hate marketing, then you hate business, because all business is marketing.

If you’re truly committed to making your business successful, then you must be committed to learning marketing.

While it may seem like a daunting task, you actually can learn these tools easily and effortlessly, in the right environment.

In my Inner Circle coaching program, I’ll take you step by step through everything you need to know to be successful as a therapist, coach and/or public speaker.

You’ll learn marketing, sales, tips for total success, how to make a website, how to write a book and more.

Visit www.transformdestiny.com/inner-circle.asp right now to discover more and to enroll.

Believing all the best for you,
Michael

Breakthrough with Tony Robbins

Monday, July 26th, 2010

Good news, everybody!  Tony Robbins’ new show, Breakthrough with Tony Robbins starts tomorrow night (Tuesday, July 27, 2010) at 8pm on NBC.

Breakthrough with Tony Robbins will document Anthony Robbins working with clients in private practice.

Tony uses Neuro-Linguisic Programming or NLP (which he sometimes refers to by his own trade name, Neuro-Associative Conditioning) to help people change their lives.

If you want to learn how to change people’s lives using NLP — the same tools Tony uses in Breakthrough with Tony Robbins — check out our NLP Practitioner Training where you’ll learn the same tools as Tony Robbins.

Check out Breakthrough with Tony Robbins on NBC on Tuesday at 8pm.

Warning: New way for kids to get high… over the internet

Monday, July 19th, 2010

I just came across this video about a new trend among teens, called I-Dosing.

I-Dosing allows kids to get high over the internet, using their computer or MP3 player.

They download the MP3 and listen to it through headphones and it induces drug-like effects.

As silly as this sounds, I’m very familiar with this technology.

It’s called binaural beats, and it has been around since the early 70’s. It’s well-established science.

I sometimes use it in my practice and at home, and I actually have two binarual beat machines for my kids (though, they obviously don’t have a “high” setting).

This is definitely something to keep an eye out for.  Even though it’s not “chemical,” this is still very, very dangerous.

Here’s the news clip:

http://www.youtube.com/watch?v=PZcgUEkBIX0

If you have any questions about the technology of it, just ask. I’m quite familiar with it as a therapeutic tool.

Regards,
Michael

The Tiger Woods affairs – Could it have been avoided?

Wednesday, December 9th, 2009

Check out my new, free, mini eBook just released today:

Lost in the Woods: How Tiger Could Have Stayed a Champion

It’s free, so feel free to send a copy to anyone interested.  🙂

How Masterlock taught Houdini a lesson about the unconscious mind

Monday, October 5th, 2009

When people ask me what hypnosis can be used for, I have a hard time pinning it down, because it can literally be used in all areas of life.

It can be used for everything from smoking to weightloss, nail biting to fears, and can even be effective for improving your performance on a hobby.

In fact, when I think about the benefits of hypnosis, I’m often reminded of the story of Houdini, the greatest escape-artist of all time.

Houdini was famous for being able to pick any lock in the world. In fact, he had a standing challenge to anyone that could make a lock that he couldn’t pick.

One day, the Masterlock company decided to take him up on his challenge.

They said that they had developed a lock that was impossible to pick, and if it was fastened to a barrier, it would be impenetrable.

Houdini, never being one to walk away from a challenge, told his challengers, “I can get inside whatever you have locked. No matter how sturdy your lock may be, I can get through it.”

This was a bit of a bold claim, but he knew he had the skills. It became a wonderful media event.

Masterlock decided to place Houdini in a jail cell, and fasten the lock to the door. The only stipulation that Houdini made is that no one was allowed to watch him pick the lock.

So off into the cell he went. Searched thoroughly before entering, and stripped down to nothing but a pair of shorts, Houdini had one hour to pick the lock.

The camera crews, the reporters, all of the press were anxiously waiting to see if he could actually pick the lock. At fifteen minutes they checked in with Houdini to see if he had made his escape. When they opened the door, to their surprise, they saw Houdini still locked in the cell, desperately trying to get out. By this time, he had broken a sweat and was seriously beginning to wonder if he had the skills to open the door.

And you know, when you think about it, that’s very similar to what some people experience daily in their lives. They can see where they want to go, it’s just an arms length away in some cases, whether that be financial security, or getting their body into shape, or having a fulfilling relationship.

Often times, people can almost reach out and touch what it is that they want, but there is something holding them back, keeping them trapped in their cells of mediocrity or lack. This is where hypnosis works its magic.

You see, if Houdini would have known what you know about the unconscious mind, perhaps he would have been more successful in opening the lock, because after two hours of attempting to break free from this lock, the press came in to find him dripping in sweat, emotionally and physically spent.

Masterlock had won, and as Houdini collapsed with fatigue and fell against the door, it opened without any resistance.

It was never locked in the first place.

And you can’t pick a lock that isn’t locked. So many times, we have these barriers in our life that we think are locked tight. But sometimes, all we have to do is turn the handle and open the door.

What handles do you need to turn on the doorways of opportunity in your life?

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We are on the path of changing the world by transforming dreams into destinies. If you'd like to take part in this critical mission, creating your own path of transformation in the world, come join us for one of our live trainings and begin by transforming your own destiny.

 

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