A Sales Master Class - Gary May & Steve Mills

This is an incredible opportunity that may not come round again. Gary and Steve are so well respected within their field that they've been asked to talk at the National Neuro-Lingiustic Programming (NLP) conference.
Why is sales important? It sounds like a silly question but here's what knowledge of selling helps you achieve: "make friends quickly and easily; increase your popularity; win people to your way of thinking; enable you to win new clients and customers; become a better speaker and a more entertaining conversationalist; and, arouse enthusiasm among your colleagues".

Role Programming

1. Stand and look worried...
2. Attendant asks: "Can I help you?"
3. 
   
   You reply: "Well, I was down the road at your competitor's place. Their sales assistant didn't:
   
   1. Listen to what I really wanted,
   2. Show me the best stuff available
   3. Offer me a competitive deal
   So yes, you can help me. Thank you."
   
   

Stopping people from remembering

• Just say:"It's as simple as that" at the end of your point and the majority of listeners will completely forget what you were talking about!
• Another great lie that does the same thing "so you can see, it's not rocket science". Both of these work in print too!

Selling more

• Be Determined -> more leads = more sales
• 
  
  Brain is Lazy
  
  • Give people a question
  • Give them examples of your preferred answers
  • They will be lazy and in many cases will agree.
  
  

Powerful Words

• "Believe">"think" – it's difficult to challenge a belief. Think implies insecurity.
• "Superior" – the most effective words compare to everyone they are unilateral but, of course, unspecific and therefore not provable
• "The" – makes everything after it more important and reduces the status of any competition.
• "Because" – often the use of this word will be reason enough! The reason is not important, just that there is one. Remember the photocopier story.
• "ly" – words like exceedingly, probably and sustainably give any opponent less grounds to argue and sometimes imply a long story of greatness.
• 
  
  "s" – words ending in s are more powerful by moving from future to present:
  
  • Will transform -> transforms
  • Will enable -> enables
  
  

Increasing your authority

• TONE OF VOICE – going down at the end of a sentence is interpreted as a command in European culture. Up indicates a question and therefore uncertainty.
• LOOKING THE PART – people attribute your importance and knowledge to your clothing, hair and manner.

Mind Reading

• "I suppose you're wondering..." – will have many people supposing.
• "I don't know if you have considered..."
• "I know what you're thinking..."

Perceived Secret Knowledge

• 
  
  The authority of a statement is altered by its exclusivity
  
  • "I shouldn't really be telling you this but..."
  • "I've only got a couple of these left..."
  • "Please don't tell anyone else about this"
  
  
• Face to face contact is much stronger than information learnt over the phone
• Published content on a reputable site is useful
• 
  
  Overheard knowledge is 2.8x as effective in persuasion
  
  • "I've heard they're going to be dropping the price tomorrow"
  
  

Increasing the urgency to make a buying decision

• Limited Time
• Limited Numbers is not very effective
• Limited Price for a short time is the most effective
• Following the herd – "Everyone else is going"

Affiliation

Gary and Steve will offer a substantial sum of money for any work that you can line them up with. Check out their website: http://www.saqqaragroup.co.uk/

Further Reading

Dave Lakhani -> Manipulation