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How to Use NLP to Deal With Rejection in Sales

How to use NLP (Neuro Linguistic Programming) to control your mind, boost your motivation and deal with the negative effects of sales rejection. Every day you face new challenges. In order to succeed, you have to deal with rejection and sales objections. It’s all part of the job. But even the best salespeople can feel the negative effects of these experiences. How do you get out of a sales call where you faced a lot of stressful and negative situations and go into the next meeting feeling motivated?

There is a technique adapted from NLP that helps with exactly this.

But first, what is NLP?

NLP (Neuro Linguistic Programming) started as an alternative form of psychotherapy in the mid-seventies. The two co-founders, Richard Bandler and John Grinder, studied human behavior and tried to find rules and programs for actions and linguistic communication. Now, NLP has become a valuable tool in all areas of personal development and communication and interaction. It fits perfectly into the world of sales.

How to use NLP to change your mind

You’ve come out of the sales meeting from hell. Everything that could go wrong did. You’ve made mistakes, we all have. The customer was let down by your company and you didn’t know it. Excuse after excuse came and you had no answer. No connection was established, you and the customer did not find common ground.

You have a little time until your next appointment, how can you shake off the negativity and get back to your most resourceful self? I use this NLP technique with my sales team and private clients.

Enter an inwardly focused quiet state

Find a quiet place where you won’t be disturbed. Take a deep breath, close your eyes, and start seeing the end of that last sales meeting. Keep the last frame of the end of the meeting. Pretend you took a video of the situation and stopped it right at the last frame.

Reframe the image

As you look at the picture, the color starts to drain from it. We all see internal images differently. There will be something about the image that gives it definition. This is often proportional to the bad feelings from the experience.

Here’s how you can use NLP to change how you feel about the past. Anything that stands out, such as color, outlines, tones, tone it down. Even if it’s already black and white, lower the color to gray. Think of watching TV and turning down the brightness and contrast.

Now make it funny

Rewind the inside video of the sales meeting faster than usual and watch it all in reverse. There’s something funny about watching people move backwards in a movie. Watch them eat their own words, hear the sounds at high speed and back. Watch the funny walks as they speed back. You simply can’t take the people in the pictures seriously anymore, including you.

When you reach the beginning of the inner movie, start playing it forward. Still at a higher than normal speed. Now you are the director and can make it as funny and ridiculous as you want. Dress up the people in the movie, including yourself. Take your clothes off if this makes you laugh more. Add some colors of your own. Red nose, clown shoes, wobbly legs, have fun, play ahead, add some circus music and try not to laugh as much as you can.

How do you feel about the sales meeting now?

Once you’ve learned how to use NLP to deal with negative experiences, you should feel completely different about the sales meeting. You have reframed your perspective and scratched past false feelings from your memory.

In sales, you may encounter the same experiences several times a week. Rejection, problems, your boss, difficult clients, letting others down. Now you can remove the negative impact of these situations. You understand the importance of motivation and now you have a tool to erase the future effects of any situation.

Some people ask why I don’t delete the negative sales meeting pictures. The answer is that you cannot try to erase memories without focusing on them. It’s the same as trying to give something up. You can’t think about quitting smoking without thinking about it. This NLP technique changes the effects of memory. It reframes the experience.

Now make it wonderfully positive

The final step in using NLP to handle negative sales meetings is to let it work for you in a positive way.

Restart the internal images. This time, see if you end up in a similar situation in the future. Maybe with the same client or how you see the next meeting. Play the movie at normal speed. Use a slower speed if you want to highlight the great positives you feel. You are in full control of the images and all aspects of perspective, lighting, sound and script.

Make it the best sales meeting ever. With everything positive in your film, you get huge positive feelings. The wave of confidence, the light of success. Take your time and make the scenes exactly how you want them.

Make it work

Now go to your next sales call with the same motivation and confidence that is in your mind. You can’t win them all. However, this motivational technique will put you in the best possible position to make the most of your sales skills.

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