More and more salespersons are turning towards NLP or Neuro Linguistic Programming for aid in making breakthroughs for their sales.
While some looks at NLP for ways to better build rapport with their prospects, others are actually seeking help on how they can handle and overcome sales objections more effectively.
Several sales gurus mentioned that it usually takes 9 “Nos” to reach a single “Yes” – a “curse” seems to stick onto many salespersons like superglue as long as they can remember.
While some have long “submitted to their fate”, others are determined to prove to the world that getting more “Yeses” is not purely a number game. They understand that they can drastically increase the number of “Yeses” in their sales effort – if they were to utilize the correct tool.
And almost like everything else in this world, success in selling does not lies in the number of “Nos” you get. That’s a self defeating prophecy!! Rather, it is about utilizing the correct tools to turn the “Nos” to “Yeses”.
In NLP, there are various linguistics tools you can use to help turn your clients’ objections into your opportunities. And should you be interested in adding this powerful tool into your collection, read on…
What is Sleight of Mouth?
Sleight of Mouth is actually a system of language patterns developed by Robert Dilts for use in persuasion. Modelling the impeccable argumentative and persuasion skills of Richard Bandler (co-founder of NLP), Dilts was thus able to come up with a total of 14 original patterns of Sleight of Mouth to help salespersons to better handle objections and achieve amazing sales records.
And here are 5 of the 14 patterns:
- Reality strategy: Challenge the belief based on the fact that beliefs arise from certain perceptions.Objection: Taking NLP courses are expensive.Sleight of Mouth: How did you derive with that conclusion? Have you ever invested in an NLP course?
- Meta frame: Challenge the basis behind the belief, rather than the belief.Objection: You are late again, which means you do not love me.Sleight of Mouth: How does being late equate to not loving someone?
- Hierarchy of Criteria: Challenge the belief based on more important criteria, suggesting something more important they should be consideringObjection: Your products are very expensive.Sleight of Mouth: So you would rather sacrifice quality for cost?
- Redefine: Use similar words to say the same thing, ensuring that the implication is changed.Objection: It is against my integrity to do such a thing!Sleight of Mouth:You have too strong an attachment for self. There’s no need for you to tie up your identity with every action you take in life.
- Timeline:Challenge the belief on the basis of how long it holds true.Objection: The Real Estate business is the best business to venture into right now!Sleight of Mouth: Good. Will it still be the best business to venture into next year?
Now you know – selling needn’t be difficult. If someone tells you otherwise, you can be sure that he or she has yet to know about these 14 Sleight of Mouth Patterns – which is definitely good news for you.
“…the Sleight of Mouth is a technique that world-renowned success coach Tony Robbins often does on stage, but never teaches”.
** Sales manager of Robbins Research International
Now that you know about the 14 Sleight of Mouth Language Patterns, shhhhh….. keep them to yourself. You won’t want too many people to know about this, isn’t it?
And if you are keen to learn the complete 14 Sleight of Mouth Language Patterns and other more advanced NLP selling tools, register for your complimentary, no-cost NLP workshop preview now.
There’s nothing to lose but everything to gain for you. Sign up now!
See you soon and happy selling!