Whilst giving your presentation, it is important to use the right tonality. Here are three tonalities to practise:

• Secrecy and scarcity
• Certainty
• Disarming

Anchoring the tonalities

The easiest way to practise using these tonalities is to actually feel them and create an anchor. An anchor is a term used in neuro-linguistic programming (NLP). For more on anchors, see my post at ChangeAndAchieve.com (LINK).
For instance, think of a time when you were certain. As an example maybe when you absolutely knew that you were going to win a sale and you did. Think of that time. Recall all the feelings and anchor them. This means adopt the same body language or create a gesture, like pumping your fist into your palm.

How to create an anchor

Here is the step-by-step process for creating a resource anchor.

Whenever you make a sale or even just book an appointment, close your eyes and make two fists.
Associate with the feelings for ten seconds, including mental images. Intensify the feelings.
Get a smell anchor. You could use a fragrance in your office. Every time you make the sale take a sniff. Try to get four anchors –

• Auditory (it could be ringing a bell.
• Kinaesthetic (make a fist)
• Olfactory (smell the fragrance)
• Visual (look at a motivational poster)

Repeat this three times ONLY when you close a sale. This will lock the anchor in place.
Then only use the anchor as a resource when you really need it, for instance just before a presentation. Don’t just do it for phone calls, as this will dilute it. Save it for that special occasion, when you need to be at your best.
Use Gestures for anchoring the tonalities

Identify one gesture that creates support for each tonality, for example for certainty, slap the back of your hand into the other hand.
Do an anchor for the other tonalities: scarcity (a sideways glance as if you are checking if someone is listening) and disarming (raise your palms facing away).

Presentation: The Basic Structure of a Pitch

Before we start, always remember that a pitch or script is always a work in progress, as you should always be testing and improving your delivery and the words.

1. Less is more, when making a presentation. For example, “Good morning this is Mike Holden” would be better as “Morning, Mike Holden Here”. Then the body of your presentation should be bookended by:
   “… This should be the perfect fit for you” and “Believe me you won’t be sorry”. In between these two statements, the body of your presentation should be no more than one page of A4 long.
2. Once you have hand-written your presentation script out, read it through and tweak it a hundred times to make it flow naturally and sound casual. (Tip – take it with you to pull out when you have a spare couple of minutes, for instance if you are waiting in a reception room). Remove any unnecessary words and sentences. Shorten words like “it is” to “its”.
3. Paint a picture using comparisons and metaphors. This is crucial. People like to hear stories as it helps them to picture themselves using your product in their mind.
4. Link your goods or service to a trustworthy figure. Are there any industry leaders in your company, who may have used your product or service? Are there any famous people who have endorsed your company? Has your company dealt with any household named companies before?
5. In the last paragraph create some urgency, but remember to stay ethical. E.g. “the reason I’m calling now is…” or “we’ve just got this new”…
6. Use a soft close within the presentation, followed by “sound fair enough?” Price might not have been mentioned yet, but it could be. This should be no more than 1 to 1.5 minutes and no more.

The power of presupposition

A presupposition is a term used in NLP, which describes a statement, which pre-supposes something. For example “When you start this program and start earning more money…” This pre-supposes that the prospect will earn more money if they start the program.

Embrace the power of No

The sale begins with “no” and here are some of the reasons they will say no:
The don’t love your product
The don’t love you
They don’t love your company
They haven’t resolved their limiting buying beliefs.
The three tens
We have discussed the three tens before, but here they are again. They are the conditions you need to fulfil at ten out of ten before your prospect will buy:

First they need to love your product
Then they need to love you
Finally they need to love your company

The art of boxing someone in (ethically)

Imagine that your prospect is standing in a box. In Jordan Belfort’s model, you want to box him in by building solid walls around him metaphorically. The four walls represent:
A cast iron logical case.
A cast iron emotional case.
You dismantle his limiting beliefs around buying.
You reach and surpass his action threshold for taking action.
If you do this whilst showing you care, with the correct tonality and you will make the sale. Otherwise, the prospect will hang up the phone or end the meeting.

The art of looping.

Looping is a skill where the prospect says no. So you loop back in the conversation and re-establish the three tens. Then you try again. During the sales conversation, you keep repeating this so that you box him in and you make the sale.

The first Ten – the product

People will not buy if they’re not convinced that the product or service is the best thing since sliced bread. So the first ten is to get them to believe that the product is the best thing since sliced bread. Here is an example script:

“Now getting started is easy, it’s just a matter of some basic information along with you card details and I can reserve you a seat at next month’s training. And believe me Bob if you do even half as well as the other people who have gone through this programme, you are going to be very, very impressed. Sound fair enough?”

Answer – sounds good, let me think about it. (The first no).
What you want to do here is deflect this.

“I hear what you are saying, but let me ask you a question. Money aside, does the idea make sense to you, do you like the idea?”
Yeah its sounds pretty good.

(Match his tonality – if he is at level 6 enthusiasm you be at six, then start going up the level to lead him) “Exactly…”

You want to enter the world of your prospect where he is, then raise it and he will follow.

In the script, get him to the spot, a pre-planned question with an obvious positive answer. He will answer in a state of certainty. Then anchor this and take it back into the product to get your first ten.
Next you future pace the prospect’s success.
“Once you sing up you’ll start making real money follow what I’m saying?”
Yes

The second ten – you

Sell yourself by creating an example – a metaphor. For example if you are a stockbroker, your prospect won’t know you or trust you if it’s a first call, so you ask them if they’d bought before and knew you would they buy. If yes, reintroduce yourself to them and re-sell yourself. After that, you come to the third ten.

The third ten – your company

Give them a name and face for your company. Tell them the owner’s origin story, how he formed the company. Make them honest and ethical. Script this.
Now they still probably won’t order yet, they might say that they need to consult with their lawyer.
“I hear what you’re saying, but let me say this- the true beauty of this program…” (The second deflection.)
Now give them a third presentation with all the good stuff in that you have saved and tailor it to his objection. For example, he might say he needs to consult his wife, so mention this in the close:
“When you make the first £x thousand, go and buy your wife something – sound fair enough?”
THEN DON’T SPEAK

Tipping the scales from negative to positive.

“What’s the worst that could happen; let’s say I’m wrong…” “The up side is…all I ask is this –just give me one shot and believe me if you get half of the benefit of xyz you will be amazed. Believe me the only problem you will have is I didn’t call you last year and got you started then. Sound fair enough?”
They may get uncomfortable at this point because he is getting boxed in.
The next loop is very tight. You re-sell the company; you re-sell yourself again in two lines, then say:
“What exactly do you have to talk to your partner about?”
Let him speak.

The post The Presentation – The Power of the Three Ten’s appeared first on Mike Holden Sales.

How to use Collapsing Anchors to Change a Bad Habit

One way to change a negative emotion is to use a technique from Neuro Linguistic Programming and Hypnosis called Collapsing Anchors. In this post, I show you exactly how you can do this yourself.

What are anchors?

Anchors are sensory triggers that become associated with certain states or responses. For instance, you see a red light at the traffic lights and you stop the car. It is automatic. Therefore an anchor is the process of when a stimulus causes a response.
Anchors are useful, nay essential because they help us build associations and habits. Anchors can be visual, like the traffic lights or they can be auditory (a siren) or kinaesthetic (a tap on the shoulder).

Why is collapsing anchors useful?

Anchors are not permanent although it might seem like they are. There is a process in therapy called collapsing anchors, where you can break the association and even cause new resourceful anchors.

How are anchors caused?

Anchors can be caused in many ways, such as building up a habit. So again think of the traffic lights, the very first time you drove a car, you would have to think – red light – stop. Now as a seasoned driver this is automatic.
Anchors can also be caused when an event or stimulus is linked to a strong emotion. For instance a certain song can evoke a pleasant memory such as your wedding day. If the emotion is strong enough the anchor can be very powerful. An example could be a child who is hugged when they fell over and banged their head. They might unconsciously associate being hugged with physical pain and mental upset.

The Process of Collapsing Anchors

Someone might have an unresourceful anchor, whereby they comfort eat, when they watch TV. You could remove this anchor, so that they no longer feel the need to eat and watch TV. This could help them to lose weight.
With performance-fear like public speaking you could even use collapsing anchors, here’s how:-

How to use collapsing anchors to cure the fear of public speaking

Do you have a fear of public speaking, but have to give presentations for your career. Don’t worry you are not the only one, apparently this is one of the biggest fears of adults. People who can hold an audience’s attention and deliver a credible presentation, tend to do well in business. So, how would you feel if we could cure your stage freight quickly and permanently? Well here is how you can do it. Read this through a few times, so you get an idea of how to do it.

Preparation

1. Think of a time when you felt confident and proud. One example could be when you received a professional qualification. Write it down so you can remember. This is resourceful anchor number one.
2. Think of a time when you felt relaxed. It could be when you were on holiday. Write it down so you can remember. This is positive anchor number two.
3. Think of a time when you felt really in control. Perhaps after a break up with a partner, you were finally independent. Write it down so you can remember. This is anchor number three.
4. The negative anchor in this case is making the presentation or delivering the speech. This is anchor number four.
Anchor number four must have less emotion attached to it than all the other three put together. This means that all the positive emotions from 1,2 and 3 must be greater than the negative emotion of number 4. If you feel that the negative emotion attached to the fear of making the speech is more than the other three put together, then go ahead and write down some other positive memories.

Anchor each emotion

5. Now you will go through each emotion, one by one to anchor it. So first get relaxed and make sure you won’t be disturbed. You will need to be sat down in an upright position.
6. Think of the time you when really felt confident and proud, but this time close your eyes and imagine that you are actually there. Make all the sights, sounds and feelings come flooding back. As you are at the peak of the emotion press on your left thigh above the knee. Now break your state by opening your eyes and moving about.
7. Next, get into your relaxed position again. Think of the time you when really relaxed, but this time close your eyes and imagine you are actually there. Make all the sights, sounds and feelings come flooding back. As you are at the peak of the emotion press on your left thigh above the knee in the same spot as before. Then break your state by opening your eyes and moving about.
8. Then get into your relaxed position again and think of the time you were really in control. Again, close your eyes and imagine you are actually there. Make all the sights, sounds and feelings come flooding back. As you are at the peak of the emotion press on your left thigh above the knee, again in the same spot as before. Then break your state by opening your eyes and moving about. If you need more than three positive anchors, then repeat the process for each of your positive memories. Otherwise move on to step 9.

Collapsing the Negative Emotion

9. Now, think of the negative thoughts e.g. making a presentation. Get negative. Think about everything that could possibly go wrong and how embarrassed you might be. Once these negative feelings are at their height, anchor the feeling by touching your right thigh above the knee. Then break your state by opening your eyes and moving about.
10. The next step is important. Get in your relaxed trance state and this time just fire off both anchors by touching both spots on the right and left thigh at exactly the same time.
For a second or so you will feel weird, as your neurological system tries to make sense of having two opposing feelings going on at the same time. It is impossible for you to have a positive and negative emotions at the exact same time. Your nervous system will therefore choose the most powerful emotion to feel.
If you have done parts six to eight properly, your dominant feeling will be positive and therefore this will prevail. Not only will you have destroyed the negative feelings associated with making a presentation, but also you will have a new positive emotion attached to public speaking.

Future resource

11. One final stage is to keep this positive anchor as a future resource.
Get into a trance state one last time and fire off your positive anchor on your left thigh. Then mentally notice that the feeling is concentrated in this one spot. Now mentally move the feeling up your leg and torso and down your left arm, whilst keeping the positive feelings. Move the feeling down into your fingers and pinch your thumb and forefinger together.
Now whenever you need this positive emotion you can access it at any time by pinching your thumb and forefinger together. Also, whenever you experience intense positive feelings, you can reinforce and strengthen your positive anchor by pinching your thumb and forefinger together.

You can read more about resourceful anchors in the book The NLP Workbook.

Until next time…

The post How to use Collapsing Anchors to Change a Bad Habit appeared first on Mike Holden Sales.