Using Neuro-Linguistic Programming (NLP) in B2B Sales

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• The NLP method 🧠 

• Outbound sequencing masterclass 📺️ 

• Moving objections to a call 📞 

• Being too helpful is hurting your sales 👀 

• Sales jobs & a meme 😂

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Using NPL To Change How Someone Thinks

What if you could hypnotize a prospect into saying yes to whatever you want….

Would it be effective? Yes. Would it be ethical? Probably not.

There’s an old methodology discovered in the 70’s called Neuro-Linguistic Programming (NLP for short), that helps explain why people think and behave the way they do.

It is often used to treat things like anxiety and depression and is associated with hypnosis because it can change the way people think and act.

So… if it’s powerful enough to change people’s behaviors, what if we applied it to sales?

Today, we’re breaking down Neuro-Linguistic Programming (NLP), and how you can start using it in sales. 👇️ 

Master Your Words & Phrases

The specific words and phrases we decide to use can change how someone reacts to a piece of information. Which is why copywriting is an entire profession.

Words can be used as psychological triggers when used correctly.

NLP calls these ‘magic words’ or phrases you can use that evoke a feeling in someone.

Phrases like imagine, picture this, and believe can trigger emotions of inspiration or positivity. While words like guarantee, protected, and proven can make people feel a sense of safety and trust.

By carefully selecting phrases that trigger positive emotions and create a sense of possibility, you can shift how prospects perceive your solution.

Build An Instant Connection

Humans are naturally drawn to people who are similar to them.

And mirroring your prospect's communication style is one of the quickest ways you can accomplish this.

This includes things like:

• Talking at a similar speed.

• Using that same lingo or industry specific words.

• Swearing when they swear. 👀 

This technique creates an unconscious sense of trust and rapport that makes everything easier in your sales cycle.

Anchoring & Linking Emotions

Humans are emotional creatures. This explains why researchers estimate 95% of purchases are made with emotions (and then justified with logic).

If you can link your product or service to positive emotional experiences, you can create an unfair advantage over your competition.

But how do you actually do that? Align your product to how it will help your prospect reach their goals.

Will it help them get a promotion?
Get recognized by their boss?
Make them a bunch of money?

Find a way to link your product to a positive outcome for your prospect, that creates a positive emotion.

Pro tip: NLP isn't supposed to be manipulation (or hypnosis). It's about speedrunning genuine human connection to show how you can solve a prospect’s problems.

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