EDMONTON, AB Jun 29, 2015/ Troy Media/ – “If I fail, I am dead,” thought Bill who sold insurance.
Bill’s mind was busy recalling the criticism he heard from the age of five. The reproaches carried into his adult life where he literally froze at times when making sales presentations to clients.
“It’s a form of resistance,” says neuropsychologist and internationally licensed NLP trainer Anita Kozlowski. “People do what they do because of feelings they have.” Neurolinguistic programming is a branch of life sciences that deals with behaviour and how we learn.
Recommended treatments to losing a deal
Here are three reasons that account for losing a deal, combined with Anita’s recommended treatments – and a few best practices from social selling.
- Fear of rejection. Any of these self-doubts sound familiar?
- I will make a fool of myself
- I will blow it
- I don’t know what to say
In order for these narratives to take shape, sales people imagine themselves smaller and less significant than the buyer. The buyer has all the power and they are at the mercy of the buyer’s decision.
Anita’s help: To alleviate the problem of losing a deal, a lot of things need to change. First, the individual must find what the master trainer calls the “subconscious I am”.
Stay with me because this is esoteric stuff.
Next, she says we need to alter our internal dialogue, the accompanying imagery, and the feelings that emerge. Anita wants you to, “Get out of your own way,” and she’s got strategies to help.
Social selling tip: We see poor introductions in social networks all the time, especially LinkedIn for business. Contacts often rely on the LinkedIn default message that reads: “I’d like to add you to my professional network on LinkedIn.” Instead, take time to read a prospect’s profile, find an intriguing descriptor, and refer to that detail in your introductory conversation.
- Fear of Success. Any of these lines sound familiar?
- I may not be able to stay on top, so I better avoid getting there;
- What’s left for me after achieving all my success?
- I may have to work long hours and miss out on my family time or other things I love doing.
Anita’s help: In this case, a sales person does not have clearly defined goals or a goal-setting strategy; a powerful “why” needs to be applied. Someone who perceives the “road to get there” as painful needs to be shown how small, manageable steps can be used to accomplish the most complex task.
Social selling: Dig deeper into finding the greater good around your product or service, that is, the benefits for all or most members of a given community. For example, selling a home equipped with eco-friendly designs contributes to a safer world . . . or updated software leads to happier, less stressed employees better able to manage their workload.
- Not closing the deal. People fail to close the sale for three reasons:
- Fear of rejection
- Afraid of taking advantage of the customer and feeling guilty
- Not feeling worthy of success
These people master the art of projecting the awful thing that is going to happen. They effectively created a movie in their mind – with a bad ending. The feeling of failure is fully present, the images vivid and the feeling of despair well accessed. Anita says, “Changing the script of your mind is as easy as changing a movie script.”
Anita’s help: Redirecting attention to the customer is a more effective strategy than replaying internal movies of the mind. Besides, it takes adequate planning to feel bad.
Social selling: Aim for authenticity in your dealings. This means being honest, inclusive, refreshingly to the point, insightful and occasionally, a little edgy. Clarity is captivating – it makes us want to follow your parade.
In the case of Bill? Anita tells me they worked to change his self-perception by setting powerful goals supported by a strong WHY, and role playing interactions with various clients.
Bill became a top producer in his company.
Communications strategist Sharon MacLean owned and published a print business magazine for 21 years. She now works to assist clients in digital marketing.