Change of Mind Hypnosis
MEMO to Sales People:
"Success Is Much Easier Than You Thought"
earned by sales people. It is also reported that 80% of the commissions paid
are earned by 20% of the workers. This, of course, seems unfair. If two sales
people working for the same firm and selling the same product or service
spend the same amount of time working, why should one earn four times the
amount of the other?
There are countless valid reasons, of course. But, the most important will
involve the two M's: 1) Motivation and 2) Method.
Sales professionals must be able to generate and maintain motivation.
Without it, all the sales training courses in the world will not produce
success. With motivation enhanced, sales training takes on meaning and
positive results ensue.
Motivation, to be effective, requires positive self-esteem and
self-confidence, which can be greatly enhanced through hypnotism. As these
basic qualities are developed, hypnosis focuses on method, which entails
learning to plan, set goals, deal with mind-set, and prepare for progress and
Goal-setting is in itself a skill requiring deep understanding of step-by-step
advancement. Few people know how to set goals; few people are aware of
various types of goals and the inter-relationship between them. A career in
sales, to be successful, requires a self-starter attitude. Hypnotism can prove
highly effective in producing the mind-set necessary for sales success.
There are two major types of goals, accomplishment goals and activity goals.
Accomplishment goals deal with where a sales person wants to go with a
career. Activity goals deal with how such a person gets there. Without activity
goals, accomplishment goals are usually worthless. They can be nothing but
dreams, totally without the essential of accountability.
Self-hypnosis, competently learned from a qualified source of instruction, is
an ideal place to begin. Deep relaxation, accompanied by exploration of the
inner self, can help develop understanding of personal capabilities and
potential, which are necessary to the establishment of realistic
accomplishment goals. Realistic evaluation of desires is important. For
example, a statement like, "I want to have a million dollars," does not create
an accomplishment goal. On the other hand, a new sales person might
decide, "I want to earn $50,000 this year." This could be a realistic
Having looked within to determine an accomplishment goal which is within
reason in view of the capabilities of the goal-setter and the constraints of his
position, it becomes necessary to determine the steps and sequences
necessary to achieve the objective. For a real estate sales person, as an
example, it might be helpful to work backwards. What dollar amount of sales
would be necessary to generate commissions received of $50,000?
Considering the average price of homes sold, how many home sales must be
closed to achieve the objective? Again dealing with averages, how many
homes must be shown to reach the necessary number of sales; how many
prospective buyers must be contacted to show the number of homes
required; how many telephone calls must be made to generate the necessary
number of prospects? Now, the sales person has a road map showing the
direction to the goal and what is necessary to achieve the objective.
At this time, having done the research, the sales person is in a position to
determine the activity goals. Having established that a specific number of
telephone calls per day must be made, the motivation to accomplish that
specific activity goal must be generated. Hypnotism may be selected as the
appropriate means of stimulating the motivation and creating the self-esteem
and confidence necessary to move forward. Conditioning against
discouragement likewise may be advisable.
Activity goals, obviously, are the steps necessary to move toward the
accomplishment goal. In the real estate example, a certain number of
contacts per day are necessary to produce one prospective buyer. In listing
properties, like-wise, the law of averages indicates that a specific number of
contacts are necessary to generate a listing. Turn downs and rejections are
frequents, which is why motivation and self-confidence are essential
elements success. Sales people who look at rejection as nothing more than a
necessary step toward the next acceptance will join the 20% group of higher
learners. Those who see the rejection as a defeat discouraging future effort,
will be in the larger 80% group of poor to mediocre producers.
The importance of attitude is evident. The occurrence of rejection is
inevitable. That is why true sales competency is the highest paid profession
in the world.
It demands control of the self by the self, which is a rare asset. The hidden
secret, however, is that all the essentials necessary to sales success can be
acquired. Those who suffer from low self-esteem due to past failures or poor
performances can turn around, regain their senses of self-worth, and achieve
the success available to them. Those who lack self-confidence, who find it
difficult to dial a telephone or knock on a door, can bolster their confidence,
achieve a memorable success and build on it. Those who lack motivation and
just can't get moving, and those who keep creating duties which justify the
postponement of what they know they should be doing, can change both
habits and attitudes.
Hypnosis can deliver the specific kick in that portion of the anatomy where it
is most needed. And those who, after perhaps repeated exposure to sales
training courses, never seem to put their training to use or follow the
guidance provided by top sales pros, can come to life and demonstrate
shining examples of professional techniques. They simply must be prepared
to learn before being subjected to the training experiences. Hypnotism can
accomplish these goals.
This information was researched by the NGH educational faculty and is
distributed as a public information service by its members.
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All information on this site is of a general nature and is furnished for your knowledge and understanding only.
This information is not to be taken as medical or other health advice pertaining to your specific health and medical condition(s).
Please consult a medical professional for medical advice.
This site is owned by: Rose Woodruff, WA State Registered, Certified Consulting Hypnotist, Certified Health Coach, Life Coach & Trainer
located at: 9330 Vancouver Mall Dr Ste 207, Vancouver, Washington 98662, Clark County (360) 356-4986
She serves all of the SW Washington and Portland Metro Areas as well as online clients.