Self-Hypnosis is an ideal activity for any salesperson to engage in for greater performance and increased sales.
Recently, I was watching Chef Gordon Ramsay’s television program where he helps save restaurants from closing down. During this particular program, he was working with a waitress giving her some tips on how to give better service. His instruction to her was “Remember, this is theatre!”
I found that comment very telling because it showed that waitress that her job was more than just getting orders to the kitchen and food to the table. Her job was to give the customers a pleasant experience while visiting her restaurant and that her attitude orchestrated how that interaction would unfold.
This made me reflect on my own time as a salesperson. When I had completed contact with a client, did the client’s subconscious mind say to them, “Go back and do that again?” ...Did they have a pleasant experience dealing with me? I think like most, I sometimes struck out but when I was mentally prepared, I know I closed more business.
Our jobs as salespeople are more than just being purveyors of information and orders. To be successful in sales, it is important that we give our clients a pleasurable experience dealing with us and our companies. (This is like our own private little theatre).
In setting up our clients for a pleasurable experience, our mental attitude as we approach them is crucial. This is where a short exercise in self-hypnosis can be most useful and is not much different than what a stage performer does to get into character or what a professional athlete does visualizing their upcoming competition.
The Self-Hypnosis Process
Before making that phone call or entering that meeting, take a few moments to practice this exercise.
1. Take a couple of slow deep breaths and allow yourself to relax with eyes closed. See yourself in your own private space where you feel safe and secure. Feel the tension melt out of your muscles and body. Relax your shoulders, neck and facial muscles. In your private place of serenity, visualize your favourite fruit....smell its’ odour.... see its’ colour.... feel its weight and texture in your hand.... taste your fruit in your mouth. (This fruit exercise will help with the relaxation process and is important. Be sure to include it.)
2. Now, visualize yourself in your mind’s eye having a pleasant conversation with this client. See yourself feeling relaxed and friendly. Feel yourself smiling as you talk with your client. Allow these feelings to grow and get stronger.
3. Now, see yourself noticing cues from the client, their facial expressions, body language and their general mood. (This will help knowing and remembering when to close or have a trial close.)
4. Now as you see yourself having this relaxed, friendly visit or conversation with the client, see yourself asking for the commitment that you contacted them for. This will help you get more business. (A lot of salespeople walk away from business because they are too scared to ask for the order or commitment.)
5. Slowly, count 3...2...1 and open your eyes. Immediately make that call or walk into the clients office and get started having a fun time with your client.
Being in sales causes all of us to deal with our emotions on a daily basis and the most successful and experienced salespeople have to deal with them the same as the new salesperson. However, the experienced salesperson just simply uses exercises like this one to get more results.
Remember, “People Buy Products - Not Companies”. The type of experiences we have with our clients play a crucial role in closing more sales. “Our attitude towards life determines life’s attitude toward us” – Earl Nightingale.
Brian Roberts CCHT
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