What You'll Learn: - How to Use Psychology to Win Negotiations - The Advantages of Neural Linguistic Patterns of Persuasion - How to Increase your Close Rate - Exercises You can Use to Practice Building Rapport

1. Sales Strategies And The Use
Of Psychology And Neural
Linguistics In Negotiating Deals
Sales Hacker Webinar
Sales Engagement Partners

2. Agenda
Sales Skills: Using Psychology In
Negotiation
Gaining the advantage using Neural
Linguistic Patterns of Persuasion
Increasing Close Rate
Best Practices and Implementation

3. Who We Are:

4. Psychological What????
ØWhat does it all mean?
ØHow does this even apply to me?
ØWhy should you care?
ØI’ve heard it all before!
4

5. What is Sales Psychology?

6. brief history

7. Psychological Selling What does it
mean?
Have you ever noticed that when best friends
get together, they tend to act and even sound
alike? It’s often described as ‘chemistry’ or ‘a
positive vibe’, but there’s a simple evolutionary
mechanism behind the phenomenon.

10. Instant Rapport

11. Engaging the Client Using the Psychology
of Persuasion
ØMirror
ØMatch
ØFollow

12. “
”
Mirror and Match
Non Verbal Gestures

13. Posture

14. Follow
Mirror
Compliment the
clients behavior by
mimicking
Match Match the Clients
non Verbal Cues
Follow Get the Client to
follow your lead by
matching Non
Verbal Cues

15. The Power of
Silence
ØStrategy of dead air
ØFocus all your attention on the
client
ØThe less you say the lesser the
possibility of seeming foolish
ØChoose your words carefully. They
can never be taken back
ØCan backfire if not used properly
ØThe ability to gather information
15

16. ØThe physical cues
ØVocal inflection
ØEye movement
ØPersonal demeanor
ØBe mindful of the cues you are
projecting
Beyond the Words
16

17. Facial Expressions
Humans have 53 facial muscles that contribute to a wide range of possible expressions

18. Teaching
People How
to Treat You
ØAct like royalty get treated like royalty
ØArrogance breeds dissonance
ØDoormats DO NOT get past the door

19. Use standard industry analysis frameworks (PEST, strategy canvas, There are many things which could be a key
challenge. Pick the main one, then communicate the challenge succinctly.
Client Background Engage With The Client In Their World
Challenge
Solution & benefits
A way to communicate team goals as
well as a passionate mission statement
for any project initiative.

20. Analyze Facial
Expressions
Brow Furrowed
or smooth?
Blink Rate 15 per min
Jaw Tense or
Squared

21. Mastering Seduction Mirror, Match, and
follow

22. The Impact of Technology
Sales
Demographics
Motivating
Clients to take
Action
Communicating
from the inside
out

23. Driving Sales Results
Malcom Gladwell’s, The
Tipping Point.
Understanding What Drives
Individuals To Purchase
Mapping The Golden
Circle & Tailoring It To
Your Business Model
The Wright Brothers:
Learning From Failures,
Passion And Innovation
The Law of Diffusion of
Innovation: Reshape
Central Message
Processing
Ways To Communicate
Team Goals As A
Passionate Mission
Statement

24. Reversing the Napoleon Complex
ØWhat is the Napoleon
Complex?
ØWays in which these
behaviors hinder your ability
to close the deal

25. WWND?
What Would Napoleon Do?
ØSplit wars into winnable
battles
ØUse speed to dazzle your
adversary
ØAdapt to changing
conditions
ØSee the end result

26. Reverse
Napoleon
ØDon’t believe in your own
genius
ØBe a general not an emperor
ØSuccess today does not mean
success tomorrow
ØTiming is everything
ØStop trying to invade Russia!

27. Call to Action
Ground Conversations in NLP by
using the techniques of
ØMirror and Matching
ØRemoving Cell Phones from the
Picture
ØListening with Empathy using
Physical Cues

29. Not Everyone is a fan of Pavlov

30. Practice

31. Assignment: Get Others to Follow
You

32. Questions?