Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Increase Sales With NLP: Secrets of Psychology Selling
    Increase Sales With NLP: Secrets of Psychology Selling
    Increase Sales With NLP: Secrets of Psychology Selling
    Ebook169 pages3 hours

    Increase Sales With NLP: Secrets of Psychology Selling

    By Jacky Lim and Dr Elgin Ong

    5/5

    ()

    Read preview

    About this ebook

    Maximize your sales performance today with the psychology selling secrets and equip yourself with the critical selling skills.

    â ¢ What is NLP?
    â ¢ Why is NLP so important for you?
    â ¢ How to sell effectively with NLP?

    "This is a brilliant book about NLP and psychology selling! The content is clear, concise and highly valuable. This book is a MUST read for every sales people. I strongly recommend this book to everyone. Two thumbs up!"

    Aervin Tan, Managing Director, MediaOne Business Group Pte Ltd

    This is a book which everybody should own. It serves as a good reminder to all sales professional. It is easy to follow and understand. An excellent book for those new to NLP.
    Heidi Chow, Sales Manager, Walton International

    Have you ever gotten an over abundance of value in return for the small investment you had made? Well this book is just that! Jacky and Elgin has compiled and written such an excellent piece that as a fervent NLP Practitioner myself, I dare say this is the only NLP guide anyone will ever need. Clear, concise and straight to the point. As an extremely slow reader myself, I can grasp the concepts instantly without having to do a second or third read. A real time-saver! I sincerely recommend this book to anyone who is truly serious about learning NLP

    Desmond Aw, Business Analyst, OMRON Asia Pacific

    This book open my eyes to a whole new strategy in winning customers in today's business world. It teaches step by step approach to understanding NLP and applying it on your work and businesses. Don't miss this excellent guide for securing sales and maintaining victory in your business!

    Sharon Tan, Project Director, Crown Leadership International Group
    LanguageEnglish
    PublishereBookIt.com
    Release dateApr 26, 2016
    ISBN9781456626280
    Increase Sales With NLP: Secrets of Psychology Selling

    Related to Increase Sales With NLP

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Revolutionise The Way You Sell And Influence People

      Jan 21, 2021

      Jim Huse has a background in sales, psychology and business improvement and his popular 2010 book Revolutionise the way you work now has a companion title: Revolutionise the way you sell and influence people. “Selling and influencing is part of our e

      1 min read

    • Article

      Sell Like a Human

      Mar 29, 2017

      Sell Like a Human
      1 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      The Execution Trap

      Nov 2, 2016

      An obvious fact and one that is well-known to every executive tasked with growing revenue in their organisations is that it’s not getting any easier. And that is before we even begin to feel the potential impacts of Brexit, a Trump administration and

      2 min read

    • Article

      The Thinksales Approach

      Jun 17, 2018

      The Thinksales Approach
      1 min read

    • Article

      Editor's

      Jul 11, 2019

      Everyone’s rushing around trying to make sure they’re across everything – so as not to be left behind in this age of rapid change. This issue looks at it all, from mentoring, to education, to skills, career progression, leadership and everything in b

      2 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Goal Achiever

      Nov 2, 2016

      Goal Achiever
      2 min read

    • Article

      30 Ingredients To Success

      Jul 3, 2019

      The managing director of Prima Group and independent director of Caring Pharmacy Group—honoured with a Global Leadership Award for Leadership Excellence in Pharmaceutical Supplies 2017 The country manager of AmorePacific Malaysia has expanded multip

      7 min read

    • Article

      Nurture: We’re Only Doing Half The Job Right

      Jul 11, 2019

      One dictionary’s definition of nurture is “to care for or protect (something or someone) while they are growing.” I just love the word. It immediately makes me feel warm, a sense of responsibility and a feeling of community. It makes me think of ho

      4 min read

    • Article

      Muse

      Oct 18, 2022

      Muse
      5 min read

    • Article

      Helping Empower Women

      Dec 17, 2019

      Helping Empower Women
      5 min read

    • Article

      Visionary, Servant Leadership

      Dec 1, 2017

      DESIGNATION: Executive Head: Sales and Service, Business Banking COMPANY: Nedbank Limited SALES FORCE SIZE: • Number of sales people: 425 general and 167 specialist sales and sales management people, managed through a matrix management and direct

      2 min read

    • Article

      Anna Melissa Nava

      Apr 1, 2022

      Anna Melissa Nava
      2 min read

    • Article

      8 Skills To Achieve Success

      Aug 25, 2022

      8 Skills To Achieve Success
      5 min read

    • Article

      Championing The Practice Of Professional Marketing

      Sep 16, 2018

      A big thanks to all the judges who give up their time and brainpower, and our new convener of judges, Michael Friedberg. On the theme of showcasing, we speak to a group of innovative MA member marketers about what matters most. Data, technology and c

      13 min read

    • Article

      To Market, To Market!

      Oct 18, 2022

      To Market, To Market!
      4 min read

    • Article

      Millionaire Secrets

      Nov 12, 2021

      Millionaire Secrets
      2 min read

    • Article

      Millionaire Secrets

      Nov 12, 2021

      Millionaire Secrets
      2 min read

    • Article

      The Experts Speak

      May 10, 2022

      The Experts Speak
      3 min read

    • Article

      8 Side Hustles to Consider This Summer 2021

      Jun 24, 2021

      “Side Hustle” has become quite the buzzword as of late. Granted, people have had a lot of time in the last year and a half to sit inside, potentially sidelined from their 9-to-5 due to the pandemic. This time and freedom have helped people turn their

      6 min read

    • Article

      Millionaire Secrets

      Nov 12, 2021

      Millionaire Secrets
      2 min read

    • Article

      Millionaire Secrets

      Nov 12, 2021

      Millionaire Secrets
      2 min read

    • Article

      Secrets Of Success

      Mar 24, 2021

      How many times have you read that agencies are dead, that they’re being replaced by in-house creative departments run by clients themselves? Although this may be true, I believe the future for agencies is a world of rainbows and unicorns. Let me expl

      3 min read

    Related categories

    Reviews for Increase Sales With NLP

    5/5

    2 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Increase Sales With NLP - Jacky Lim

      Authors

      Chapter 1

      Selling Through NLP

      Do you ‘sell’?

      It is essential that everyone masters the art of selling, as selling is required in most situations. For example, management consultants ‘sell’ solutions to their clients, employees ‘sell’ themselves during interviews, business owners ‘sell’ their products to their customers, some entrepreneurs ‘sell’ their established business to investors during the acquisition negotiation process, inventors ‘sell’ their new ideas, researchers ‘sell’ their new theories, franchisors ‘sell’ their brand concept to franchisees and the list continues. In short, whether you like it or not, we are all sales people.

      The selling approach is ever-changing for a variety of reasons, such as alterations in the market, customer behaviour, lifestyle, technology and even social networking. Thus, this book has been specifically written to help you acquire tools to ‘sell’ more effectively in modern society.

      You see, gone are the days when ‘selling’ required you to be just a ‘sweet talker’. As consumers today are becoming increasingly well-informed and educated, they are also spoilt for choice , since fast-paced technology has made many products and services more easily available and accessible than at any other time in history. People will also need to know if you truly have their interests at heart when selling your products.

      So, in this book, we will touch on various aspects of the selling process, including areas such as state management, goal-setting, negotiating, presenting and closing the deal. You will also learn about one of the most powerful and proven sets of tools that countless sales achievers have used over the last 30 years to improve their sales performance and influence their ability - Neuro-Linguistic Programming (NLP) Moreover, you also have the opportunity to learn from a sales achiever on how he managed to build his business from zero to millions in a highly competitive, yet rewarding, property market.

      So what is NLP?

      NLP is a powerful human change technology that encompasses the three most influential components involved in producing human experience: neurology, language and programming. It is the study of human excellence and the language of our brain to understand how human beings make sense of their experience and interact with others.

      It all began in the early 1970s, when Richard Bandler, then a mathematics student at the University of California, Santa Cruz, met linguistics professor, John Grinder. Together, they were intrigued by the outstanding achievements that three therapists were enjoying; first Fritz Perls (psychology), then Virginia Satir (family therapy) and finally Milton Erickson (hypnotherapy). Each of these three therapists was extremely successful in their own particular method of helping their clients make dramatic, positive changes in their lives. Thus, the burning question that consumed Bandler and Grinder was ‘What is their secret recipe for success?’

      As they began to intensively study the work of the three therapists, Bandler and Grinder generated ideas and insights, which they went on to share, and they then tested their techniques out on friends. In fact, many of these people, who included Robert Dilts, Judith DeLozier, Leslie Cameron Bandler, David Gordon etc. would later become co-developers of NLP in their own right.

      However, it did not just end there. While it is usual to try to understand and study human excellence by getting practitioners to formulate their theories in many fields of endeavour, the developers of NLP decided to take a step further to elicit the strategies (how) that many other successful individuals use to achieve excellence.

      Both Bandler and Grinder were keen to study the performance, behaviour and quality that are achieved by impressive individuals, since they presupposed that these patterns of excellence can be replicated. Thus, this was how NLP later became termed, by many, the modelling of human excellence.

      Over recent decades, NLP has emerged as one of the world’s leading human change technologies, consisting of a set of principles and techniques that help people to rapidly overcome negative behaviours, take control of their emotional states, influence others with ease and essentially achieve remarkable results in every area of their lives. These tools often produce transformations that appear to happen quite dramatically from the perspective of efficiency and effectiveness.

      NLP in selling

      Generally, there are three areas that NLP may render useful in selling. These include:

      a)Managing priorities. To be an effective worker and salesperson, it’s important for you to learn how to manage your priorities. If you have ever complained about the lack of time for anything you do in life, it can often be attributed to not managing your priorities effectively.

      For most people, the challenge is that they do not really know what they want in life. Thus, everything may seem ‘important’ to them, leading them to lose the much-needed focus to succeed in whatever they do. By understanding what you truly value in life and setting a clear goal, you have already won half the battle.

      In addition, many people do not seem able to distinguish between something that is important in their life and something that is urgent. You see, anything that we do in our life can either be classified as an important only, urgent only, both important and urgent, or neither important nor urgent, task. However, the majority of people tend to spend most of their time tackling only the urgent matters, which they mistake for things that are important.

      Ultimately, people who are adept at managing their priorities tend to be more productive at the workplace or in anything they do. They tend to be more capable of ‘managing their time’.

      b)Managing state. A world-renowned motivational speaker once said of state management, ‘It is rarely your capability but the state that you are in which determines the results you get in life.’ Nothing is further from the truth.

      It is your state (mental/emotional state) that ultimately drives your behaviour. When we are in a lousy state, our world just seems to fall apart and we may find it a challenge to get even some of the simplest things done. On the other hand, we tend to achieve our goals or complete our tasks with relative ease whenever we are in a positive, resourceful state. This may also be termed the physiology and psychology of excellence.

      Thus, state management may be defined as the ability to quickly move from a negative to a positive state. In fact, I would deem it the most important skill to master in NLP, since your state will profoundly affect the way you behave and the results you eventually obtain. Unless we first learn to manage our states effectively, we will not be able to influence others effectively. In this book, you will learn many powerful techniques to help you more effectively manage your state and develop a positive mental attitude towards your work, thereby improving your self-esteem.

      c)Managing people. Finally, the quality of our relationships with other people has a huge impact on the quality of our lives. We are living in an interconnected world, so it is impossible for people not to influence one another. In order to achieve our goals, there’s a need to get others to help us or to leverage other peoples’ skills, talents, networks etc. This will not be possible unless you first learn to effectively manage and influence others.

      In NLP, various tools are available for use in improving people management skills. These include rapport-building skills, which are the foundation for any meaningful interaction between two or more people.

      Rapport is established by showing other people that you accept that their experience is valid for them, through your behaviour and your communication. When you have a rapport with another person, you have the opportunity to enter their map of the world, understand their perspective, and, as a result, enhance the relationship.

      Nonetheless, if building a rapport was all that you did, there would be little you could achieve from the relationship. After you have established rapport with your prospects, you must also study their needs, so that you will be capable of providing them with what they require. In this book, you will pick up strategies to understand an individual’s needs and ‘hot buttons’. In addition, NLP has much to offer in terms of influencing others through the use of techniques such as metaphors and linguistic patterns, as well as via negotiation strategies to obtain the best deal and handle objections with ease.

      So is NLP or this book for you?

      Regardless of whether you are in the selling profession, NLP is for you. NLP is for anyone who is keen to improve their interpersonal skills and communication skills so that they are better able to influence others. NLP is for anyone who wants to achieve their desired results faster and more easily.

      Every situation in life involves an intertwined system of people and a sequence of events, thoughts, feelings, actions and interactions. With NLP, you’ll begin to see and understand the different elements and dynamics in each situation that make up the system. You will start to take responsibility for your own life, and begin responding to the same environment and people in a positive and different way.

      Thus, this is a book for anyone, whether you are a student, a marketing executive, a manager, in human resources, an entrepreneur, a counsellor, a trainer etc. Again, everyone must master the art of ‘selling’, since it is a very important life skill. NLP in selling is a modern sales technique that is applicable to everyone, from people who seriously lack confidence, to highly confident sales experts who are looking forward to replacing their traditional sales techniques with new tools that are far more powerful and efficient.

      So if you are ready, let us continue our journey of increasing our influence and improving our selling skills by first understanding the psychology of selling.

      Chapter 2

      THE PSYCHOLOGY OF SELLING

      Selling is Psychological

      Selling is more psychological than anything else. When a salesperson is capable of mastering the positive psychology of selling, they have already won more than half the battle. Success in selling is largely dependent on an individual’s attitude, beliefs and ability to manage their state, not just selling techniques alone. Very often, it is the quality of your thinking that determines the quality of your life.

      In fact, have you ever encountered a time in your life where everything just seemed to flow nicely? Anything that you did just seemed to be accomplished with superb ease? You had a highly productive day while doing your sales call? On the other hand, has there been another time in your life where nothing you did seemed to go right? It was as if you were under a spell and there was no way you could break out of the negative cycle?

      What’s the difference? You are still the same person who possesses the same resources, skills and capabilities. But why do you produce disappointing results in your work sometimes and enjoy excellent results at other times? The difference lies in the state that you are in.

      What is a state?

      In NLP, a state may be defined as the sum total of how we feel at any given moment, our mood, and our physiology. It may also be termed an emotional or mental state. A state can either be resourceful or unresourceful. It can be positive or negative, useful or limiting. Some examples of states include peace, joy, confidence, motivation, passion, love, fear, feeling overwhelmed, grief, anger etc.

      The majority of our states happen without any conscious direction on our part. We tend to respond to a situation naturally by going into a state, and our states are constantly changing, depending on a variety of factors. For example, when we listen to certain kinds of music, our state may alter. When someone says something nasty to us, we may get into a specific state. We usually do nothing much to control it. Nonetheless, the difference between people who fail to achieve their dreams and people who succeed lies in their ability to put themselves in supportive and resourceful states whenever necessary.

      Managing your state

      With reference to world-renowned success coach Anthony Robbins, ‘Unless we first learn to communicate with ourselves in more empowering ways, we can never communicate effectively with the people around us’. People who have learned to take control of their state are people who have mastered self-communication.

      Perhaps one of the keys to directing your state is

      Enjoying the preview?
      Page 1 of 1