Overcoming Sales Objections With A Great New Development Of NLP Future Pacing Techniques
Stephen Craine
January 28, 2009
Working with a hypnotherapist, and using my experience of NLP and sales management, we´ve developed this new and unique way of overcoming sales objections.
It´s based on a technique used by therapist and life coaches called future pacing. Take a look and consider if it will work for you. If you like it pass it around to colleagues and staff, ask them for their opinions. Most of all see how you can develop and improve the idea to increase your sales.
Now you´re probably asking yourself if you should carry on reading this page. You´re about to make a choice, click off the page or carry on and see what you can gain. It´s a decision process, a choice you make, just like the one your buyers make as you try and sell to them.
Think about, how you make that choice, and how do your customers make their choices. To make your choice you look ahead into the future and predict the consequences of your decision. Just like your customers. You see pictures and talk to yourself.
You might think:
If I read this will I gain anything?
Is this just a sales pitch to get me to buy something?
Well it´s not, so that´s one objection out of the way
I don´t know if I can be bothered
I want to make more money and this article could have that one sales objection technique I need that will make a difference to my sales results, and my income.
This is where your customers can start forming objections. The aim is to change the negative consequences the customer sees internally that cause sales objections. You will be working with the buyer´s internal map of future reality, because that´s where the objection is formed.
What we are trying to achieve?
This is an overview of the ideas and selling techniques we have developed so far. They are currently being tested and refined by my working sales teams and the results are looking great.
Our aim is to offer you:
A fast working effective sales objection technique
A concept that you can easily build and adapt for your sales pitch
A way to overcome sales objections that makes use of your current sales skills and sales training.
Always be wary of any sales training that tells you to forget what you know and start afresh.
The sales training I give my sales teams, on how to overcome objections, gives them a structure. It´s a process that handles the objection with really effective techniques, but also allows them to add, develop, and use their sales knowledge and experience. It could be something you could add to what you already do. You can find more information at Sales and Training Solutions on How to Overcome Sales Objections.
Why the sales objection happens
A prospect can raise a sales objection because they predict certain consequences of buying.
They see the future. They see what happens, and how they could feel, after they have bought your product, and they don´t like it. They can see something negative. They present this negative view of the future as an objection. What people see in their imagination can be real. It can also be completely made up, a fantasy or a nightmare. But in both cases it will feel real to them.
As a buyer considers buying your product they start to get pictures of what will happen. They hear self talk. When this happens some of them get feelings, thoughts and emotions about the future consequences of their actions related to the purchase.
For example
A buyer raising objections about price could be thinking of:
Buying and then seeing the same product cheaper elsewhere
Picturing themselves feeling bad about spending the money
The product not living up to their expectations or your sales pitch
What goes on in the buyer´s mind
And how can you change it
These inner pictures, sounds, and feelings, will be affected by past experiences, current beliefs, and information that has been taken in and processed in the buyer´s unique mind. The pictures, sounds, and feelings, form the predictions the buyer makes. They experience their prediction of the consequences of choosing to buy from you. If those predictions are negative you get objections. If they are positive you see them move into a buying state and closing the sale is easy.
What other disciplines can give us
In therapy, motivational training, and the world of NLP, the client is lead through this process to view the consequences of their actions. Someone with a habit may be guided through their predicted future and see, hear, and feel, the impact their habit will have on them, and their life. A good coach or therapist will make this future pacing appear, sound, and feel, real to the client.
Then they will be guided through a different future, a future where they took different actions, and made better choices. The client or buyer sees, hears, and feels, a positive future that happens because they dropped their habit, or changed their negative actions. The mind struggles to differentiate between real and imagined. A good sales person, coach, or therapist, makes this Future Pacing feel real.
So how do we make use of this future pacing?
A buyer throws you an objection and says, ´It´s too expensive.´
Using the Future Pacing technique you can lead them through the consequences of having that belief. You can get them to see, hear, and feel, what will happen if they buy a cheaper model. Guide them through the consequences of trying to save a few pennies now. Show them the benefits of investing that little bit extra and how they will be rewarded in the future. Take their imagination and show them a future where they have made a positive choice and bought your high value product.
This is selling the benefits of the product, but on a whole new level. It´s a far cry from, ´The product has this feature, so it will do this for you madam.´...
You help the buyer see, hear, and feel, the future they will have, related to your product and their decision to buy from you today.
Developing this technique, to give sales people a reliable way to overcome objections, is a work in progress. You can see more sales training and developments on this idea at Overcoming Sales Objections. All the sales training you'll see there has been proven in real sales situations and is used everyday by the sales teams I manage and train.
It´s based on a technique used by therapist and life coaches called future pacing. Take a look and consider if it will work for you. If you like it pass it around to colleagues and staff, ask them for their opinions. Most of all see how you can develop and improve the idea to increase your sales.
Now you´re probably asking yourself if you should carry on reading this page. You´re about to make a choice, click off the page or carry on and see what you can gain. It´s a decision process, a choice you make, just like the one your buyers make as you try and sell to them.
Think about, how you make that choice, and how do your customers make their choices. To make your choice you look ahead into the future and predict the consequences of your decision. Just like your customers. You see pictures and talk to yourself.
You might think:
If I read this will I gain anything?
Is this just a sales pitch to get me to buy something?
Well it´s not, so that´s one objection out of the way
I don´t know if I can be bothered
I want to make more money and this article could have that one sales objection technique I need that will make a difference to my sales results, and my income.
This is where your customers can start forming objections. The aim is to change the negative consequences the customer sees internally that cause sales objections. You will be working with the buyer´s internal map of future reality, because that´s where the objection is formed.
What we are trying to achieve?
This is an overview of the ideas and selling techniques we have developed so far. They are currently being tested and refined by my working sales teams and the results are looking great.
Our aim is to offer you:
A fast working effective sales objection technique
A concept that you can easily build and adapt for your sales pitch
A way to overcome sales objections that makes use of your current sales skills and sales training.
Always be wary of any sales training that tells you to forget what you know and start afresh.
The sales training I give my sales teams, on how to overcome objections, gives them a structure. It´s a process that handles the objection with really effective techniques, but also allows them to add, develop, and use their sales knowledge and experience. It could be something you could add to what you already do. You can find more information at Sales and Training Solutions on How to Overcome Sales Objections.
Why the sales objection happens
A prospect can raise a sales objection because they predict certain consequences of buying.
They see the future. They see what happens, and how they could feel, after they have bought your product, and they don´t like it. They can see something negative. They present this negative view of the future as an objection. What people see in their imagination can be real. It can also be completely made up, a fantasy or a nightmare. But in both cases it will feel real to them.
As a buyer considers buying your product they start to get pictures of what will happen. They hear self talk. When this happens some of them get feelings, thoughts and emotions about the future consequences of their actions related to the purchase.
For example
A buyer raising objections about price could be thinking of:
Buying and then seeing the same product cheaper elsewhere
Picturing themselves feeling bad about spending the money
The product not living up to their expectations or your sales pitch
What goes on in the buyer´s mind
And how can you change it
These inner pictures, sounds, and feelings, will be affected by past experiences, current beliefs, and information that has been taken in and processed in the buyer´s unique mind. The pictures, sounds, and feelings, form the predictions the buyer makes. They experience their prediction of the consequences of choosing to buy from you. If those predictions are negative you get objections. If they are positive you see them move into a buying state and closing the sale is easy.
What other disciplines can give us
In therapy, motivational training, and the world of NLP, the client is lead through this process to view the consequences of their actions. Someone with a habit may be guided through their predicted future and see, hear, and feel, the impact their habit will have on them, and their life. A good coach or therapist will make this future pacing appear, sound, and feel, real to the client.
Then they will be guided through a different future, a future where they took different actions, and made better choices. The client or buyer sees, hears, and feels, a positive future that happens because they dropped their habit, or changed their negative actions. The mind struggles to differentiate between real and imagined. A good sales person, coach, or therapist, makes this Future Pacing feel real.
So how do we make use of this future pacing?
A buyer throws you an objection and says, ´It´s too expensive.´
Using the Future Pacing technique you can lead them through the consequences of having that belief. You can get them to see, hear, and feel, what will happen if they buy a cheaper model. Guide them through the consequences of trying to save a few pennies now. Show them the benefits of investing that little bit extra and how they will be rewarded in the future. Take their imagination and show them a future where they have made a positive choice and bought your high value product.
This is selling the benefits of the product, but on a whole new level. It´s a far cry from, ´The product has this feature, so it will do this for you madam.´...
You help the buyer see, hear, and feel, the future they will have, related to your product and their decision to buy from you today.
Developing this technique, to give sales people a reliable way to overcome objections, is a work in progress. You can see more sales training and developments on this idea at Overcoming Sales Objections. All the sales training you'll see there has been proven in real sales situations and is used everyday by the sales teams I manage and train.
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