As a Clinical Hypnotherapist, I have helped many salesmen go from average to excellent. Sales is all about the subconscious mind. When I was in high school, I sold Kirby vacuum cleaners door to door, and I noticed something very interesting: everyone had the same basic sales presentation, and yet some of us (like me!) were making excellent money, and others were making next to nothing. What is the difference?

The Devil is in the Details

The details of our sales presentations were the only things that differedand sometimes those details are minuteeven undetectable. They might occur on the subconscious level or the salesman, or they might be things that the salesman consciously does in order to influence the subconscious mind of their prospective client. The point is that, if you have a proven sales presentation, the difference between being excellent and being a failure is all up to you, and the details of your delivery of the presentation.

Before I give you these three ways to improve your sales presentation, I want to talk, just briefly, about the details that the salesman isnt even aware of. These details are a result of the salesmans subconscious belief that he can sell; that he can be persuasive. Ive helped many salesmen improve their selling skills just with a little bit of hypnosis and self-hypnosis coaching. If you are serious about improving your selling abilities, get help through hypnosis for the really small details, and incorporate these three simple techniques into your presentation. Youll be able to take the results to the bank.

1. Group your benefits into sets of three. The human mind likes sets of three; it is kind of uncanny. Im not sure why, but the human mind will pay more attention to three things than it will to two or four. In my vacuum selling presentation, I might choose to discuss the cleaning power, convenience and durability of the vacuum, making sure to include those words in the same sentence. That way, Ill hit my potential customer with three benefits at once, and their subconscious mind will take note and be interested. Thats why Im giving you three suggestions here and not two or four.

2. Excite the imagination of your prospects by invoking all of the senses and using vivid descriptions. The decision to purchase something is influenced profoundly by the subconscious mind, and the imagination is intimately related to the subconscious. You might say something to the effect of, As you hear the vacuum start up you can feel its tremendous cleaning power as you see the dirt being sucked from the carpet and smell the fresh scent of the clean room. In that sentence, I invoked four senses. My prospective customer is very likely to be in tune with one of those, and the others will just help to increase the power of my words to influence his or her imagination.

3. Nod your headat the appropriate time. Many salesmen know about this trick, but misunderstand it and use it the wrong way. When someone nods their head, it has a subconscious effect on the other person in the conversation. Most salesmen dont understand what this effect is, and they misuse it. When another person nods their head, they are giving their approvaloffering their agreement. The subconscious mind thinks that agreement and approval is being offered because of what its feeling. If you have a customer who is irritated, and you nod your head as youre talking to them, theyre just going to become more irritated. On the other hand, if you have a customer who is happy and excited, and you nod your head, they are likely to become happier and more excited. When you ask for the sale, be sure your customer is in the right frame of mind, and reinforce that good frame of mind with a nod. Youll be pleased with the results.

If you incorporate these three tips into your sales presentations, youll be able to take the results to the bank. Im certain that youll enjoy that. If you make becoming a better salesman an obsession, you will take even more to the bank. The next step to becoming a better salesman is to work on your own subconscious, by seeing a hypnotherapist and/or using self-hypnosis. Youll be able to affect the subconscious changes in yourself that are necessary to make you an elite salesmanand you can be very, very elite. Congratulations in advance on the excellent progress I know you will make when you use these techniques and work on your own subconscious mind.