A couple of years back we had a participant - Jonathan (name changed for privacy purposes), in the NLP Practitioner Program, who worked in area of Sales. He was not doing as well as he would have liked and wanted to get better at his ability to sell and produce better results.
His intention of participating in the NLP Practitioner program was to learn some NLP skills and strategies, which he was told was very effective in "Convincing People”.
During the training, while doing an activity to understand the influence of our Beliefs and Perceptions on our behaviours, we asked him to think about a sales situation and asked him to be aware of what he felt. We asked him “How do you see yourself in that situation?” and “How do you perceive the other person?"
As he became aware of his internal representations, he was shocked to see that in his mind, the other person looked much better and bigger than him and he looked very small and insignificant.
Many people tend to have similar internal representations, when they are struggling to communicate with certain people. It could be their boss, a colleague, a senior person in the organisation or even people who speak with a certain tone and look a certain way.
During the intervention, he had shared that he was taught to get a customer to buy at all costs, even if it meant that he had to "tweak the facts” and make extravagant promises. He stated that he felt extremely uncomfortable selling this way.
We did three things:
1.Shift his perception of himself using submodalites.
2.Shift his perception of the other person.
3.Asked him to imagine himself being confident and selling in a way that was in alignment with his values.
The result was incredible!
On the last day of the course, he shared that he effortlessly closed a sale the previous day with a so called “difficult client” (That is how he used to address him before).
About a year after the course, he walked in to our office and shared with us that he had increased his sales results by at least 3 times every month and in one particular month, he achieved more than 4 times the target. And the best part was that he achieved his results without having to resort to any "Sales Tactics” that he had been taught. He was now selling with alignment!
Most people think that learning tactics and strategies (external behaviours) will give them better results and while we do think that skills are important, as we can see from Jonathan’s experience, it is even more important to develop the "inner game” - the game of our perceptions, values, beliefs and intention.
Transform your inner game and transform not just selling, but almost every area of your life!