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Increase Your Sales By 30%+
In a recent survey, sales managers said that most salespeople leave 30% - 50% of their sales behind. This happens because they are weak in just one area of the sales process. For example, if they can't get enough appointments, it does not matter how good they are at closing. Their overall results are going to be weak. Salespeople know what they need to change but seldom follow through. What stops them is not a lack of skills. It is a mental block that they need to breakthrough.
This training teaches you neuroscience techniques to breakthrough any mental block! You will also learn how to access peak states of performance so you are fearless in any selling situation. This is not sales training it is mind training!
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Certificate of completion.
|Section 1: Introduction|
|Section 2: Accessing Greatness: Anchoring|
Imagine how much more effective you would be if you could decide how you wanted to feel in any situation. If the situation called for you to be powerful you could switch it on instantly. Not wishing but authentically feeling powerful in an instant so you can be masterful in that situation.
Anchoring is based on the scientific research of Dr.Pavlov’s experiments with dogs. Dr. Pavlov proved that a conditioned response could be installed in dogs as well as humans. In fact this is a normal ability in human beings. In this lesson you will learn how to anchor so “hot-wire” any feeling so you can instantly call it up.
Accessing Greatness: Step by Step Instructions
|Section 3: The Sales Zone|
THE SALES ZONE
The Sales Zone is what you felt on the best ever sales day you ever had. This technique shows you how you can instantly access this exact feeling (body chemistry) in any sales situation. This technique (Stacking Anchors) can change your sales career.
Stacking Anchors is a powerful extension to Anchoring (lesson 1). Anchoring allows you to access any emotion that you have experienced in the past. If you’ve ever felt powerful, even if it was for a minute and it was 20 years ago, anchoring allows you to instantly access it again wherever and whenever you desire. Stacking Anchors allows you to choose several emotions that you can trigger simultaneously. In essence, Stacking Anchors allows you to create designer emotions that are ideal for the situation at hand.
Let’s say you are going to visit a really challenging client that loves to go on-and-on about trivial issues. You need to be powerful and incredibly patient during this meeting in order win the sale. With Anchoring you would have to remember a particular time when you felt both powerful and patient at the same time. If you have never experienced these two feeling together you can’t anchor something you have never felt before. This is where Stacking Anchors shines.
Stacking Anchors allows you to anchor two or more feelings on the same trigger. Using the example above, you can access a particular time you felt powerful and anchor it to a trigger. Then you can anchor a particular time when you felt incredibly patient and anchor it to the same trigger. When you activate the trigger both feeling engage simultaneously allowing you to feel powerful and incredibly patient at the same time.
- See more at: http://www.productivitycubed.com/shopping/no-fear-selling/#sthash.yRLtY00S.dpuf
Stacking Anchors: Step By Step
|Section 4: Changing Unwanted Behaviors: Collapsing Anchors|
In order to get better results we have to change the way we behave and react in challenging situations. Challenging situations automatically invoke uncomfortable feelings and negative thoughts that sabotage our success. If a salesperson starts to feel fear or anxiety they can’t follow the sales process wholeheartedly. Negative feelins are a recipe for failure. This technique is called Collapsing Anchors.
Collapsing Anchors reprograms the neurology of a salesperson so the instant they feel a negative feeling it is automatically replaced with a more powerful positive feeling like:
The big idea here is to have your neurology use the “bad feeling” to automatically trigger a powerful “good feeling” that allows you to succeed.
Emboldened with this new powerful feeling they can successfully execute any task they wish. Collapsing Anchors is a critical tool for sales success.
Collapsing Anchors: Step By Step
|Section 5: Supercharged Change To Make Cold Calls And More: Chaining Anchors|
In sales and in life, certain tasks generate intense negative feelings and thoughts that keep a salesperson stuck in failure. A common scenario is when preparing to make cold calls. The feelings you experience can ruin your performance or even cause you to not even make them at all.
To conquer this kind of change a more powerful tool is needed. Chaining Anchors reprograms the neurology of a salesperson in small emotionally intense steps but the impact on sales performance is massive. The end result of this process is a new neural pathway that automatically invokes power and passion so you can accomplish any task.
Chaining Anchors is a game changer for the sales professional.
Cold calling can reduce a grown man to tears. It is a great example of an activity that generates an intense negative feeling that stops salespeople from successfully cold calling. Chaining Anchors quickly transforms the emotional response from dread to passion.
Chaining Anchors emotional path
The big idea here is to have your neurology use the “bad feeling” (trigger) to automatically generate a massively powerful “good feeling” response that guarantees success.
Chaining Anchors: Step By Step
|Section 6: Letting Go Of The Past: Changing Submodalities|
There is a lot of research that shows a correlation between past failures negatively impacting future attempts in the same endeavor. Failures build upon themselves until salespeople won’t even go near the activity.
Letting Go Of Past Events is a tool that will allow a salesperson to learn from past events and completely let them go so they can attack the challenging activity with a blank slate. The past has no influence on future attempts.
It’s as simple as using the pictures in your head to create the change. But this isn’t like the visualization techniques that you have to use daily. It only takes minutes to create permanent change.
Changing Submodalities: Step By Step
|Section 7: Making A Behavior Change: Visual Swish|
Forty percent of the human brain is designed to store and process visual information. This tool allows salespeople to utilize this immense processing capability to literally rewire the sales brain so salespeople can change their behavior and become much more successful.
Every significant event from our past has a picture that our brain generates to represents it. The attributes that our brain assigns to that picture (size, brightness, focus,…) determine how we feel about it. Those feelings determine the results we get when we attempt that behavior in the future. This tool teaches you how to replace to old behavior with a new behavior that will give you much better results.
Visual Swish: Step By Step
|Section 8: Reduce Hesitation & Doubt By Resolving Inner Conflict: Parts Integration|
In many situations people are of two minds. Part of them knows they will be successful and the other part says, “Who are you kidding?” or “If you only had a MBA you could sell more”. If a salesperson wants to call on really large accounts and they find themselves shying away from actually doing it they may have an internal conflict that is sabotaging them.
This technique quickly identifies and resolves the conflict so a salesperson can execute the task wholeheartedly without any reservation. Salespeople go from being stuck to getting fabulous results.
Parts Integration: Step By Step
|Section 9: Replace A Limiting Belief With A Powerful One: Belief Change|
At the heart of all human behaviors are the beliefs that drive them. We all have anywhere from 50,000 to 100,000 beliefs that define who we are. These beliefs filter the way we see the world, they dictate how we react in any given situation. Most of these beliefs support us and allow us to do amazingly powerful things. But some of these beliefs are negative. Negative beliefs limit your sales success.
As salespeople we know what needs be done to be successful. Unfortunately, knowing what needs to be done and actually doing it are two different things. If you are not doing the right behaviors in a particular situation (cold calling, closing the sale, caving in on price,…) there might be a negative belief blocking you.
This powerful tool will allow you to replace a negative belief with a positive belief. This process takes less than one hour to do. If you want to change your life you need to master how to change beliefs.
Belief Change: Step By Step
This is what sets me apart from other sales consultants and trainers:
This combination of business savvy coupled with neuroscience gives me the unique ability to create quick and lasting change that delivers immediate breakthroughs for individuals, leaders, salespeople and management teams.
Check out my LinkedIn profile.
Umar Hameed founded Productivity Cubed in 2003. Umar is a highly sought after speaker who has captivated audiences in 12 countries. Umar says, “It’s the results that count, everything else is just talk. All too often people mistake doing for accomplishing”.
In Umar’s diverse career he has launched 4 companies, been a radio show host and runs the Baltimore Washington Institute of NLP. Of special note, in 1995 Umar gave a technology briefing to the Whitehouse.
Umar just finished his book, IdeaCution: The fasted way to develop great ideas and bring teams together to make them a reality. You can always see what Umar is up to by visiting his blog or his Youtube Channel.