Sales 201: How to Use Neuro-linguistic Programming to Get More Contracts Signed

In today’s episode, we’re diving into the world of neuro-linguistic programming, and how we can use it to become better salespeople. Whether you’re having face-to-face conversations with your clients or texting and emailing them, these techniques will help turn these conversations and leads into more contracts and closings. 

Neuro-linguistic programming is a way for us to understand brain language and learn how to communicate more effectively. Jeff will teach you how to build rapport by tweaking how we speak to our clients, and making sure we’re in tune with them. 

You’ll also learn:

• How to ask motivating questions and dial in on what consumers care about 
• The 5 rules of objection handling 
• Why clients keep tuning you out (and how to change it)

 

Quotes 

The difference between a con artist and a great salesperson is intent. -Jeff Glover 

Agreeance statements bypass cognitive resistance by agreeing with some portion of the client’s position. -Jeff Glover 

When you start off an agreeing sentence, they tune in. When you argue, they tune out. -Jeff Glover 

 

Key Points 

1. At our core, we all have the desire to look good and be right. Instead of consciously operating from a place of righteousness and unconsciously making people wrong, what would happen if you focused on helping your clients look good and be right? A key component to agreement is finding common ground through questions and really listening to their answers. 
2. Common statements of agreement we can use:
   • Of course.
   • You’re right.
   • I know.
   • Yes!
   • Sure.
   • Exactly!
   • Absolutely.
   • Right!
3. Embedded commands are a technique for planting a thought within the mind of another person beneath their conscious awareness, and powerful pauses help our communication land more effectively.