Hypnosis is the way to improve your sales and how you see yourself. If your sales aren’t what you want them to be and you want to improve them and significantly increase your income, you’ve got to make some changes in not only how you function as a sales person – but how you see yourself as a sales person. Otherwise, your sales and income will continue pretty much as they have been in the past. You need to make permanent behavioral change. Hypnosis is one of the best kept secrets of high performing sales professionals and is also used extensively in sports. If you’re reading this article, you’ve already tried the conventional methods. You’ve read the positive sales and self help books. You’ve went to countless workshops and sales meetings that were going to get you organized and really moving. You’ve bought and listened to the cds. Why were the long term effects of these efforts, minimal if not nonexistent?
The common denominator is that all of these approaches attempted to make permanent behavioral change in the conscious mind – not the subconscious mind. That can’t be done. Permanent behavioral can only occur in the subconscious mind. That’s where you’ll find your personality (how you relate with the world), your habits, moods, feelings, emotions, and memory banks. That’s also where we find the cognitive maps – kind of like our auto pilot. The only way for us to access our subconscious mind deliberately, is through hypnosis, as hypnosis is the bridge to the subconscious mind.
I’m a behavioral therapist in Atlanta Georgia that uses hypnotherapy. I’m board certified in both medical and clinical hypnosis. I’ve been working with sales people for over twenty five years – enabling them to make permanent behavioral changes that resulted in real, measurable increases in their sales and most importantly, their income.
How many of you when you were a little boy or a little girl dreamed of being in sales? Right. That’s what I thought. Many that are in sales feel as though it was something that they settled for, as nothing else was available at the time. Many half jokingly say, “I didn’t selected sales – it selected me.” What does that mean? A doctor wouldn’t say that. Nor would a dentist or an architect. That kind of response is at cross purposes to a salesperson believing that what they do is worthwhile.
Last year I was speaking to group of about 700 real estate sales people. I found it interesting that none of these “sales people” wanted to admit that they were in sales! They’d call refer to themselves as associates, consultants, partners, advisers… anything, anything… but a sales person. It didn’t seem to me like they had a good opinion of what they did for a living. My impression was they didn’t appear to be proud of it! Sales is not talking people into buying what they don’t want. Allow me to give you the Bob Crow definition of sales. Sales…is acquainting people with what is good!
Whether I’m traveling around the country putting on The 10% Edge or A Day Off The Race seminars, delivering keynote speeches, riding in an elevator or standing in line somewhere, I always ask someone that’s standing nearby this simple question. “Are you buying or selling today? Most at first look confused that a stranger would be speaking to them, but some will say, “I’m selling!’ – some will say “I’m buying.” And some say “neither”. I chide the people that say neither and tell them “we’re all either selling or buying everyday!” Many people don’t understand that when they’re on a job interview – they’re selling. When they’re in a meeting trying to convince others to see their point of view – they’re selling! Many that are in sales don’t understand how important their subconscious view of what they do is, and how it affects their performance. Let me share with you a story about the importance of sales in a business.
After WWII, many military pilots came home and started flying schools. They’d buy a Piper Cub, get some space at a small airport, string a banner between two telephone poles that advertised Learn to Fly and then they’d wait. They’d wait for someone to drive by that wanted to learn how to fly and take them up for a flying lesson and then they would land and wait… they’d wait for someone else to drive by that wanted to learn how to fly. If someone else would stop by, they’d repeat the process. They spent much more time waiting for customers to appear than they did giving flying lessons.
Two other men came home from WWII with a different approach. They pooled their army pay and bought five small planes and hired pilots as instructors. Their business grew, prospered and flourished. Soon they became dealers for selling planes, selling parts, radios, fixing the motors, selling gas and whatever else was related to flying. The business was worth several million dollars when the sold it. How did they do it? Since neither of them knew how to fly, that turned out to be what made them successful. They tended to the sales side of their business! They spent their time getting customers. They went to colleges, junior colleges and trade schools and sold the concept that “airlines were the coming thing, and those that knew how to fly would have a chance to get on with the airline, and make lots of money. Again, sales and getting customers is the most important part of any business.
I appear from time to time on radio and television shows. I once was a guest on a television program where the studio audience could ask me questions. One woman stood up and asked, “What about blank” – she then named a very famous afternoon TV hostess. She continued, “Why can’t she keep her weight off after she loses it?” The TV personality had a history of losing 70 pounds and regaining them. She’d then go on another diet – lose 65 or 70 pounds only to regain it. And repeat the process again and again. Some had estimated through the years that she had probably lost and regained close to 600 pounds until finally she just gave up. It was an excellent question because: we cannot perform in a manner that is inconsistent with how our subconscious mind sees ourselves. My answer to the questioner was – This woman’s subconscious mind saw her as a heavy person, and when she lost her weight – her subconscious mind corrected for the perceived error and allowed her to sabotage herself, thereby regaining weight.
Does that have anything to do with sales? Yes. Just as the TV Hostess would never have believed that she’d been self sabotaging herself for years, neither does the sales person that’s not performing at the top of their game. He or she just goes on “beating themselves up”. If your subconscious mind sees you as an average sales person – you will in fact perform as an average sales person, and no amount of visualizing success in your conscious mind, no amount of reading positive books or listening to motivational speeches can change that. Those efforts only work with the conscious mind, but that’s not where the problem lies.
Any permanent behavioral change that you wish to make, and that includes how you see yourself, can only be made in the subconscious mind. Hypnosis is the bridge to the subconscious mind. If you want to make some positive permanent behavioral changes in your life, give me a call.
