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In this issue of The Sales Buzz

The Sales Buzz and the Sales-Training-Sales-Tips website give you selling techniques and objection handling skills that I have tried and proven with my working sales teams.

I'm currently working with a clinical hypnotherapist and using my experience of NLP, and sales training, to develop some fantastic new ideas on sales objection techniques.

We are looking for effective tecniques, that are quick to learn and put into action. Ways to learn how to overcome sales objections and incoporate the skills easily into your sales presentations.

There is a technique called Future Pacing that my sales teams are working with and the results are looking great....read on and find out if you could use it...

Overcoming sales objections with NLP Future Pacing techniques

You are probably asking yourself if you should carry on reading this page. You’re about to make a choice. Just like your buyers do when you try and sell to them.

Now think about, how you make that choice, and how do your customers make their choices. To make that choice you look ahead into the future and see the consequences of your decision. Just like your customers. You see pictures and talk to yourself. You might ask...

If I read this will I gain anything.

Is this just a sales pitch to get me to buy something. ...No it’s not...So that’s one objection handled

I don’t know if I can be bothered

I wonder who’s on Facebook right now

I want to make more money and this could have that one sales objection technique I need.

This is where your customers can start forming objections. I’ve worked with a clinical hypnotherapist, and used my experience of sales training and NLP (Neuro Linguistic Programming) to develop selling techniques to handle this type of objection.

Here you’ll find an overview of the ideas and selling techniques we have developed. They are currently being tested and refined by my sales teams and the results are looking great.

Our aim is to offer you sales training, here in this newsletter and on the website, on overcoming objections from a new angle. Sales training that will:

Give you a fast working effective sales objection technique

Show you a concept that you can easily build into your sales pitch

Keep what you have and build on it to become more successful

...Always be wary of sales training that tells you to forget everything you know and start afresh with their selling techniques...

The sales training I give my sales teams on how to overcome objections, gives them a structure. It’s a process that handles the objection with really effective techniques, but also allows them to add and use their sales knowledge and experience.

Take a look and see what you think. It could be something you could add to what you already do. You can find it by clicking Sales and Training Solutions on How to Overcome Sales Objections.

If you are open to new ideas to give you an edge over the competition, read on...

A prospect can raise a sales objection because they predict certain consequences of buying. They see the future. They see what happens after they have bought your product, and they don’t like it. They can see something negative. They present this negative view of the future as an objection.

What people see in their imagination can be real. It can be completely made up, a fantasy or a nightmare.

As a buyer considers buying your product they start to get pictures of what will happen. They hear self talk. When this happens some of them get feelings, thoughts and emotions about the future consequences of their actions related to the purchase.

For example

A buyer raising objections about price could be thinking of:

Buying and seeing the same product cheaper elsewhere

Picturing themselves feeling bad about spending the money

The product not living up to their expectations ...Or your sales pitch...

These inner pictures, sounds, and feelings, will be affected by past experiences, current beliefs, and information that has been taken in and processed in the buyer’s unique mind.

The pictures, sounds, and feelings, form the predictions the buyer makes. The consequences of choosing to buy from you. If those predictions are negative you get objections. If they are positive you see them move into a buying state and closing the sale is easy.

In therapy, motivational training, and the world of NLP, the client is lead through this process to view the consequences of their actions. Someone with a habit may be guided through their predicted future and see, hear, and feel, the impact their habit will have on them, and their life. A good coach or therapist will make this future pacing appear, sound, and feel, real to the client.

Then they will be guided through a different future. A future where they took different actions, and made better choices.

...Are you starting to see where this is leading now ...buyer’s ...choices, actions, consequences ...therapy, training, selling ...they all have a lot in common...

The client or buyer sees, hears, and feels, a positive future that happens because they dropped their habit, or changed their negative actions. The mind struggles to differentiate between real and imagined. A good sales person, coach, or therapist, makes this Future Pacing feel real.

A buyer says, ‘It’s too expensive.’

Using the Future Pacing technique you can lead them through the consequences of having that belief. You can get them to see, hear, and feel, what will happen if they buy a cheaper model. Guide them through the consequences of trying to save a few pennies now.

Then take their imagination through a future after they have made a positive choice and bought your high value product. This is selling the benefits of the product, but on a whole new level.

...It’s a far cry from, ‘The product has this feature, so it will do this for you madam.’...

You help the buyer see, hear, and feel, the future they will have, related to your product and their decision to buy from you today.

The most important action is .... Make sure you read the newsletter next week when we look at putting this new technique into action for you.

Until then it’s important that you read and start to understand how objections are formed on the buyer’s map of reality. Open Overcoming Sales Objections - Defining them on the buyer’s map of reality It will help you get the best results from the sales training on overcoming objections with Future Pacing in the next newsletter

For some time now I've been working with a clinical hypnotherapist to see what we in sales can gain.

In return I have passed sales presentation skills that can make hypontherapy more effective. One of the topics we have been working on is a technique from NLP (Neuro Linguistic Programming) called Future Pacing.

In the next edition of The Sales Buzz we'll look at how you can put Future Pacing into action and convert more sales, and make more money.

In the mean time....

It's important you read Overcoming Sales Objections - Defining them on the buyer’s map of reality. It will prepare you for the next step in using Future Pacing objection techniques and getting the best from the training.

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.