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Cold calls can sometimes be difficult for a sales person. They are cold calling upon a potential client that may be irritated for the call, and then they need to try to sell them a product or service that the customer may or may not feel that they need.
The good news is that there are cold calling techniques that can send conversion rates through the roof - a gift from those in hypnosis and NLP.
Hypnosis can be used on a phone call and does not require a licensed hypnotherapist to perform. It does not require that the person be put into a deep trance state, in fact the techniques bypass the conscious mind altogether and speak to the unconscious mind.
It is the unconscious mind that responds to suggestions and through the use of what is called covert hypnosis; the person does not even realize that you are using it on them.
The power of suggestion is used through phrasing and rapport building. Some of these techniques are cross over techniques to NLP, which stands for Neurolinguistic programming.
These techniques create warmth and mutual regard in cold calls, while taking the fear out of talking to strangers.
Normally hypnosis requires that a person be in a quiet environment and the hypnotist must help the client achieve deep states of consciousness.
This is unnecessary with covert hypnosis. Covert hypnosis can be used in any cold call, because the use of certain words and word combinations convince the client covertly to purchase.
By using words in this specific way, you can overcome sales resistance and make sales to a person who would otherwise just hang up.
One of the first things, that a person making cold calls needs to do, is to develop a positive attitude and positive outlook in order to have a significant impact on potential clients during a cold call.
The words that are spoken are not enough; the sales person must be able to deliver them in a hypnotic way that will be able to move people through convert hypnosis.
Some people suggest that using NLP or covert hypnosis techniques can be unethical used during a cold call.
It's absolutely true that these are very powerful tools and when used in the right way --- it's very effect, and you must also realize that any tool in unethical or wrong hands can be used for negative aims.
Covert hypnosis does give you the ability to change the behaviors and the opinion of others, but you cannot really force them to do something that they do not want to do.
Ultimately, there is an inner survival mechanism that stops everyone from doing anything that would threaten their survival.
Still, you can use NLP and covert hypnosis by utilizing selected words, body language, special gestures you can lead the cold call in a particular direction.
The other objective is to convince the prospective client to change their mind concerning a decision.
Rapport building is one of the key techniques used in covert hypnosis and NLP. To build a rapport with a person you've just met takes work. It does not happen in an instant and the process may be different for each person.
The sales person must learn how to mirror their client on the phone. They will use NLP techniques such as mimicking their mannerisms, tone of voice and choice of words.
The goal is to appear 'more like' the client. This creates trust and rapport. When this occurs, the prospective client begins to slowly lower their armor and the more communication, the more opportunities to convince, and weave a sense of agreement.
In a cold call rapport is really a two way process. There is a bridge that is built and it forms a clear and strong flow of communication between the salesperson and the prospective client.
A salesperson will find that using NLP rapport building will reduce resistance to what you are saying and the prospective client's response will be more in tune harmonic to your needs.
This two-way process is built on the premise of mutual respect between the sales person and prospect on the other end of the line. Sales increase - because it shows you care about the prospect who you are talking to and you respect what they are saying, thinking and believing.
Keep in mind that the basis of good communication is 55 % body physiology and 38% tone of voice. Much communication occurs beyond what our conscious mind is aware of. It is in connecting with the person's unconscious mind that true bonds are formed.
NLP and covert hypnosis helps you overcome challenges with cold calls and increase the number of sales because the prospect can be lead into the sale and have less resistance than imaginable leading to amazingly easy closes.
The more you think about what you read here the more you obviously wan to learn even more.
About this Author
For the absolute best information on sales techniques, tips tricks and best strategies for maximizing your closed sales visit Marc The Sales Techniques Guy's website at http://www.salestechniquesblog.com. Here you will find the best information specifically for entrepreneurs like yourself!
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