Sales:

Organized sales technique

It’s simpler than it sounds. This makes sales and persuasion natural and friendly.

Reconnaissance: Opening your senses to receive what your environment offers

Analysis: Understanding the prospect’s model of the world

Power Centers: Locating the prospect’s key motivators

Infiltration: Engaging the prospect’s emotions

Delivery: Moving the prospect to act as a customer and buy!

We can appear to the prospective client as a friendly person, as someone who’s on their side, someone that they can identify with. It’s said that people buy from people that know, like and trust, that they know, like, and trust; and so you might as well be one of those folks.

This is a program that I put together from the basic NLP skills, there obviously     are other programs, but this is one that I used the military acronym for, so that it would be easier to remember so that people could at any time during their sales presentation, or during a conversation, they could reference back to what it was that they needed to be doing in a structured way, and stay up with what was going on.

So I did this because a lot of times folks get into a persuasion situation and they layout some information, but they fail to really connect with the other person, and when they do connect, they often don’t know how to engage them on an emotional level, they don’t know how to push the buy buttons inside of them, how to get that emotional response that they need, and then there are other tools that are often overlooked too, language tools and other kinds of persuasion tools that often get overlooked, because people are so busy working on the content of what they’re going to say, working on the actual presentation that they’re going to use, that they’re not adding the little touches that are going to help people to decide in an easy and clear way, so we’re going to talk about those things also.

So the first thing that we need is we need a mission. So anytime in NLP, when you’re working with someone on something, you have to know where you’re gonna go. What’s the outcome? What’s the desired result? Now not every time in sales is the desired result a purchase. At least the desired result of any particular meeting, sometimes these things happen in stages. Sometimes the first meeting will be about setting up another meeting, and the next meeting will be about presenting the ideas and in some sales situations, such as high ticket items, real estate, things like that, often there are subsequent meetings to that, before the final paperwork is signed and things are negotiated.

So we have to know the outcome of each individual stage that we’re in, if we’re in a complex situation. If we’re simply talking to someone directly, who may pay cash out of their pocket right at the moment, then we know that the outcome is to complete the transaction, but otherwise it could be almost anything. So we’re going to look at how that works, and then what we’re going to do is we’re going to give you the opportunity to envision yourself having all the tools that you might need as you go into a sales situation and or persuasion situation, and having those things available to you and being able to assess them and be able to pull them out.

So what we want you to be able to do is to leave here with a better understanding of the types of things that need to be involved in in any of these meetings, so that you can do what you need to do, in an easy way, so that’s the basic idea.

We have reconnaissance, and reconnaissance is obviously just gathering information, so you wouldn’t think necessarily in a sales presentation that this would be important, some folks think that a sales presentation is all about giving information, that it’s all about putting information out there to get someone to buy something, but really, in a more effective way, the salesmen who can connect with the person is going to do a lot better. If the person feels comfortable with them, if they can put them at ease right away and do that sort of thing, then they’re going to be more comfortable, and to do that we’re going to need more information about them, we’re going to need to observe them, we’re going to need to understand what’s going on.

The next thing that we’ll do is the analysis. So we get the information, we open up -we’ve opened up our senses to them, and this is really basically about sensory acuity.

The next thing that we do is we analyze the information that we’re getting in, so what information are we getting in? How can we structure our presentation to fit in their model of the world?

And then we’re going to dig a little bit deeper, we’re going to go into the power centers, what are the things that are about them that really motivate them? How does that really, how does it happen? What kinds of words and kinds of experiences are they responding best to?

And then the infiltration, the infiltration is where we actually engage them emotionally, in the process of envisioning themselves with the product or service, envisioning themselves without the product or service, or get them to, or get them -take them down so that they understand how painful life can be, because they obviously are looking to improve something in their life, or they wouldn’t be talking to someone that’s going to sell something. There’s something that they want to improve, so we’ll talk to them about what happens if they don’t improve, and what might happen if they do approve, and if they improve in the way that you’re suggesting then obviously that’s going to be good for both of you.

And then there’s the delivery, now the delivery piece is the actual, all the actual close complainants, and other -other aspects can go into the delivery, and usually do, this is where we cover things like hypnotic language and other kinds of tools that we can use to actually finish off the process, to put a polish on it.

Now I teach these things in these steps, because it makes sense that way, but the reality is that someone who is successful at selling will be doing all of these things all of the time. One of the basic rules of selling is “always be closing” the ABC’s of selling, so you don’t have to go and “hold on a second, I haven’t done the first step with you yet, and don’t get your checkbook out, I’m going to have to go through a few things. So we don’t want to do that. We want to be able to go directly into delivery, if that’s what it comes to, and just bypass all these things. So if somebody comes up and says, say for instance, “I want to buy this item here.” There’s no need to explain to them the pluses or minuses of that item or some other item in comparison, you simply sell them the item that they’ve got, they’ve got money in their hand, they walk in, they want to buy something, let them but it, don’t talk them out of it, because more often than not a salesperson can talk themselves out of a sale, even after the person has made the decision that they want to buy, so too much information is never really a good thing. Just enough information, delivered in the right way, is a much better way to sell.

So the reconnaissance piece is about opening the -our senses. It’s about sensory acuity, it’s about being able to see every movement that the person makes, every twitch, every nod of the head, every little movement, because as they go from state of mind to state of mind, as they move from sceptical to curious to interested, to buying, let’s just say that that’s the pattern that they’re following, each of those moves is going to have some sort of distinctions from the other, and they may go back and forth through these different things, but it helps if you’re able to follow along with someone and I’m not suggesting that we try and interpret every move that they make, but it’s important to note that when they do make a move, that that is their neurology shifting around, as their neurology is shifting around their attitudes, their opinions, their perceptions are shifting around also. So we can follow sometimes, someone’s state of mind as they move through a buying process, making a decision to buy, and when we are doing that then we have a much better idea of what to place where and how to do those things.

Black Ops sales includes some training and some work in sensory acuity. Now I suggest that you practice sensory acuity all the time. Always be aware of the world that you’re in. Always be that extra awakened person in the room. We can’t all necessarily be the smartest person in the room, but we can be the most awake. We can be the most aware, aware of our environment, aware of what’s happening inside of us, all these different things. So what the -in the art of war, I remember the author’s name, Sun Tzu, he writes to know yourself and then know your enemy, so these are the two main things. So knowing yourself obviously is something that we would hope that you have going into this, however many people don’t, so knowing yourself is something that we work out, in Success Vector we teach it in a number of different ways, we have NLP classes, we have other types of things that we do that can help a person get to know themselves better.

We can do that, and we’re just assuming that that’s the first thing, in here what we’re doing is we’re focusing in knowing the enemy, so -well it’s not really the enemy, but, you know, the partner, because in a sales situation, there is a sort of a -there is a process that takes place, before anything is decided, no different than a war in many ways, and you know, so we just want to be able to play this game, we want to be able to follow the things along as best as we can, and the more effective we are at doing that, then obviously the more we’re going to sell, the better it’s going to be for everyone, so to get the reconnaissance up, to get the sensory acuity up, I’ll give you the tip -well one tip now that you can do, and you can do it anytime, it’s called five points of awareness, so what you can do is you can focus your eyes just passed the wall ahead of you, like if you pick a spot on the wall and then look about a foot beyond that, then as you’re doing that you can pick a spot to the left and to the right and hold your fingers out so that you can see how far your peripheral vision can stretch, once you can get your peripheral vision stretched then you can do the same thing, top and bottom, so now we’ve got five points of awareness, and if we’re – are this aware when we’re having a conversation with someone, we’re going to become a lot more aware of what is going on with them.

Now I can see when I do this type of of vision enhancement, when I envision this for myself in front of a room like this, I can see every movement that everyone makes in the room, so I can follow and track everybody and what’s going on with them, and I don’t necessarily -It’s not a mind reading process, I don’t know every single thought that someone’s having, but I can generally tell when their state is shifting, I can generally tell when they’re going from more receptive to less receptive, say for instance, or from less receptive into more receptive, and I can follow them in a variety of different ways.

So this just being aware is more than most people have going into anything, so this particular piece is very, very valuable, most folks are not aware of the world that they’re in, they often try and shut down the awareness of the world that they’re in, and so when we approach it from the opposite side, when we take the person in, when we perceive them and who they are in their entirety, then we can really begin to be in touch with them, because then we get the information that we need in order to do a good analysis.

Now the analysis piece, here we’re using some really, really basic NLP tools, we’re using some basic rapport building tools, so we have to pay attention to certain things that they’re doing, it’s helpful to understand whether or not they’re speaking in a language -using verbs or nouns, that are visual, auditory, or kinesthetic in nature, so we can begin to match these things so that we can appear to them as someone who is familiar. When -there’s a show on effects, and the new season is about to start, but at any rate it’s called the American’s, and it’s based on a true story, it’s based on a couple that lived in, I think Philadelphia or something like this, and they were spies for the Russians, and they lived – they lived in the US for, you know, 25/30 years, or something like this, raised a family, just completely under the radar, no one would ever know that they were there, and the way that they did this is by blending in, they took on the characteristics of the people around them, they took on the characteristics of the American’s, they had the, they had – you know, they got rid of their accent, they other things, they had kids, they enrolled the kids in school, they had a whole -you know, a whole life where they participated in civic things and did other kinds of things and this show is a very interesting show, but at any rate, that’s the way that we want to be when we’re selling something to someone, we don’t need to come off as “Oh look, we’re from a place that you’ve never met, we’re somebody that you can’t relate to.

So we want to have whatever tools we can to help ourselves blend in, if we were in a foreign country we would dress the way that the foreign -the people dress there. People when they come here to do business, often in -well this has kind of happened everywhere, but a lot of business people just wear suits all the time, you know but so that’s just kind of infiltrated, but that’s because everybody wants to fit in, they want to be seen as the same, they want to be seen as able to do business. If a country was trying to do business with the US when the US was a huge power, well it’s still a huge power, but at any rate, and they dressed in a way that was like second rate, that wouldn’t work, so they dressed in suits, they mimicked the style of dress of the most powerful country, and that’s the way everything went, and that’s still that way now. Japanese businessmen pretty much dress like westerners as well as many others in many other countries, so that influence has been felt, so this is what we want to do, we don’t want to come to the sales presentation looking as though we belonged on a river raft, unless we’re selling river raft supplies.

So the analysis gives us the ability to see what it is that the other folk are doing, understand the types of ways that they express themselves, the types of ways that they process information, and we’re going to look at all that.

Now power centers are something else. So power centers are the words that they associate with some of their peak experiences and we get to power centers by saying things like if you, you know, “What was your favorite vacation? Do you travel much? What’s your favorite vacation, or have you ever -what’s the most fun thing you did this year?” or something like this. We’ll talk to them about that and we’ll listen to the way that they describe it, and if they say that it was awesome, we’ll remember that it was awesome. My trick for remembering that, by the way, is to tie a string around the word and hang it up so that it’s just hanging there. I have a visual way of remembering those things because I get lost in the words sometimes, so I’ll tie the word, you know, I’ll tie a string around the word and I’ll hang it from the ceiling of my mind, I can take them down when I’m done, but at any rate, that’s one way of doing it, so if they say it’s fantastic, that’s fantastic is a word for them that they have attached a lot of their good feelings. Once we know those kinds of things, then we can bring those words up at the proper times. We want to tell them that our product is fantastic when they’re just about to, you know, go over the hump, which we’re going to get to here in a minute.

But the basic idea behind this is to turn on certain awareness’s and skills in ourselves when we’re sitting down to do business with someone else. One of the most important things for us is to be focused on the outside world, not to be internally trying to review our script, or critique how our sales process is going in the moment, but rather to have all of that stuff prepared in advance, to know these skills in advance, know the mission, know the outcome, have our unconscious mind engaged in achieving the outcome, and allow ourselves to just focus on the other person, taking in the information that they’re presenting, asking them the questions that we need that might lead us to a better understanding of them, and then presenting them with an option that is going to meet their needs, and more than their needs, it should meet their desires, so when we’re talking about someone’s desire, let’s say for instance somebody goes into the car lot to buy a new car, the guy is there and he’s like -the salesman comes up and says, “What are you looking for?” He says, “Oh, the wife says I have to get something safe, so I guess I just need a safe car.” And the salesman is listening to this, and he’s like, “Oh, yeah, sure I can show you some safe cars. Come on out here and let’s take a look at some safe cars.” So they go out and he’s going, “Yeah, this has got the crash safety rating of this, and this has got the crash safety rating of that.” And he’s like, “Yeah.” You come back in the office and he sits down, and he says, “You know what, I’m curious about something though, I understand that you need a safe car, but you look to me like maybe you got, you know, something else that you really want.” He says, “Well I want something that goes fast, but my wife says that I have to have something that’s safe.”

So the salesman now knows that the guy is going to buy a fast car if he shows him one that also meets the criteria of being safe, so he’s going to have to buy what his wife says he needs, because they’ve got the kind, they’ve got to be safe, but if he says to him, “Look, we’ve got a car here that’s got a nice fast engine in it, and it’s geared for speed, but it’s got one of the best crash safety ratings ever, and I think this might be the one that you’re really interested in.”

So now he’s selling him a much more expensive car, but that’s gonna satisfy what he really needs. If he just showed him a safe car, he might say, “Yeah, that’s nice, but I think I’ll go down the street and see what other safe cars exist in the world.” But if he meets his needs, if he gets that emotional involvement from him, then he’s selling him the car, and that’s what the bottom line is, it’s what almost everything done in car lots os geared towards, you know, towards getting the person to buy into the experience of having the car and how wonderful it’s going to be. That’s why they do even the new puppy test, which is they say, “Well you go ahead and take it home for a couple days, you know, go ahead and drive it, see what you think, come back and we’ll sign the papers then.”  Because you know you don’t want to go back to your old beat up car after you’re driving a new car around for a few days, even if it’s not necessarily the perfect car, it’s still better than the other one, and why not buy it.”

So there’s lots of ways to move over these obstacles, but here in -in here what we’re doing is we’re gathering all the information about the person, as much information as we can, and this goes on all the time, so this is an important thing to note, it’s not necessarily step by step, you should be completely open to what’s happening in front of you, what’s happening in the room, as you analyze and keep up with what’s going on, and connecting to the person about the things that are emotionally going to help you to persuade them.

So for instance you want to know what’s important to them in their lives, and that’s a great question to ask, “So tell me about yourself, what’s important?” You know. “What kind of thinks are important to you? What do you got going on, what’s the best thing happening in your life?” Those kinds of things because you want them to have a good feeling, you want them to feel good about talking to you, feel good about the process, plus you want to know what these things are, and when they tell you something it’s always okay to ask another question. They say, “Oh you know what blah blah blah blah blah, I just got, or just had my first child, or second child, or eighteenth child.” Whatever it was, and you go, “Wow, that’s great! You know, tell me about it, what’s the best thing about having all those kids?” And you just talk to them because obviously this is something that they’re interested in, they’re going to start telling you, but you’re not listening for the same things that most people are listening for. You’re listening for clues to how they think, you’re listening for what their model of the world is, and how you can touch them in those places that are most meaningful to them. Not just, “Oh yeah, that’s great” There’s certain advantages to like somebody says, “Oh yeah we just went on a skiing trip.” Think, “Oh, yeah ski, it’s great. That’s rapport building, that is a way of saying, “Hey, I’m a friendly, I’m not you know, we’re doing the same kinds of things as a hobby.” But when you ask them what’s the best thing about skiing, and they say, “It’s the thrill, it’s that excitement of you know, when you get off the lift and you’re standing over and you’re ready to go down the hill, it’s that -that feeling that comes over, it’s just exhilarating.”

Let’s just say they use the words “exhilarating”, “excitement”, and whatever the first one was that I did, because when I say it myself, I don’t remember as easily as when I listen, but I think it’s “fantastic”, so now I know, I can say “exhilarating”, I can say “thrill”, and I can say “fantastic”, so we can -when it’s time for me to lift them out of the -when it’s time for me to go through into the delivery, I’m going to remember what was in their power centers, I’m going to remember what kinds of words they use to frame their best experiences, because why not frame their best experiences, the experience of buying this new car, or this subscription to, I don’t know what, Catskills quarterly, let’s just say, so when it’s time for -when it’s time for them to do that, we want to, you know, reflect on their peak experiences, because they’ve been doing without this service or product for so long, I’m sure that there’s been problems, so we’re going to lift them out of the hole that we help them create, and when we do, we’ll feed them the most positive experiences that we can, as they learn that the way to avoid the hole altogether is through buying your product or service.

So it’s a normal sales process in many ways, this is often what people do, most of the time it’s done very subtly, it’s not done in an over way, and I’m not suggesting that we you know come at them with a quiz or anything like that, but know what kind of information you’re looking for, and know that conversationally it’s easy to get that information. People are giving us the keys to the kingdom all the time, they’re constantly telling us what is important to them in ways that they may not even understand, but when you listen literally, you begin to understand a little bit more about them, sometimes more about them than they understand about themselves. So this is obviously helpful in selling, imagine if you knew what motivated people just by having a conversation with them, and you could present your ideas to them in their motivation fashion, in the style that they already think and use, as opposed to coming at them with -and it may be the same exact product, just marketed two different ways, this marketing technique and the sale process is personal, and so you’re going to tailor what you’re presenting to them to meet their needs.

If you’re not selling a product that you believe in, then you probably shouldn’t be worrying about how to sell it, you probably should be looking for another product or service or whatever, but providing it’s something that’s worth their time, and one thing that I often think about is better that they should give me their money and get good value than that they should give it to someone else and be taken advantage of, so I’m always the first choice in where people should shop, and if they want to spend money in other places, that’s fine too, but I know that they’re going to get a good quality product, and it’s going to be something that benefits them in a number of ways when they buy from me, so I might was well be the one that sells them things. So I don’t have any qualms about taking anybody’s money, because everybody is all the better for it. They’re going to get something better than they had before, and my life will be improved in some ways, and so that’s important in my mind in a sales process that I believe in what I’m doing, that I believe in what I’m selling, that I believe that I’m delivering something to these people that is of such value, then their -obviously the prices need to be reasonable, reasonable for the market, let’s just say, because different people buy different kinds of things, but some of those things are important, and if you don’t feel good about what you’re selling then it probably isn’t going to come across as well as if you do, in some ways it’s a little bit challenging to cover all of the material that’s available, like this is just a -obviously a very brief outline, I’ve taught this before in a variety of time schedules, some of them two days long, break it up and teach it over a two day period, and that gives you time to do a lot of the exercises and things, and experience the way it works. What we’re offering next month is a little bit more in depth, it’s like four hours, it won’t obviously be a two day class, but what we can cover in four hours we’ll cover.

Audience member: Have you actually presented this protocol to corporations or companies that have hired you to coach? Have you had the chance to do that yet or?

No -there is a version of it that I did for a gentleman who sells -how do you put that, he sells packages to people that promote local businesses online. So the first recording of it was geared towards if you’re selling internet services to mom and pop stores, so it was all about how to talk to those folks and how to help them to go with the person for their online presence, for whatever it is they’re doing, SEO marketing development, whatever -this guy sells a whole package to this -those folks, and so yes, I’ve done that, but as far as like major corporations, no I haven’t pursued that at all, my real passion is in the personal development field, I love that, I know people need to make a living, and I know that the sales and persuasion part is more than even just that, it’s -there’s a whole bunch of personal development involved than just learning the stuff I’m covering here. In order to -in order to be comfortable for instance doing a reconnaissance, being open to others and understanding the rapport, the way that others are moving and thinking, is all about personal development in some ways, because that’s -a person has to really get to know themselves well to be able to open up to the world around them. The folks that -but at any rate, so that’s my passion, and that’s what I really love, but I know that there’s a need to understand these things and there’s a need to understand the others and how we’re communicating, and that’s what a lot of this is, it’s just communication stuff, but it’s framed in a way that it’s about sales.

What I have done is worked with some individuals, I believe that Mike who comes to a lot of things that we have, I think he said that his sales percentage increased doubled or something like this, he sells engraving machines to industrial folks, and so they’re high ticket items, they’re you know, tens of thousands of dollars, from twenty to fifty thousand for each one of these, so he’s incorporated these techniques and some things that he does on his own that are kind of interesting too, but for instance he’s -he’s got states of mind anchored in certain spots in his office, so if he gets distracted or something like that he just walks around his office and he’s got all these different things anchored in there that he’s -where he’s focused, where he’s had certain state of mind in himself when he does it. That stuff we teach in other areas, so that’s not really part of this process necessarily, because we haven’t gotten into it, but if you incorporate the other things that we teach with this stuff, you start to see how it all works together, but this piece is -and I’ve taught other folks, what we don’t have is uh the testimonial part of our website is not, we haven’t put everything on there, so it’s hard to see and I frankly don’t remember all of the testimonials that we’ve gotten.

Audience member:We did that brain [inaudible] that it was based on this, remember?

Oh, that was for the Rubicon, yeah, Rubicon. Right.

Okay so we’re opening ourselves up, we’re getting in touch with the other person, and we’re understanding some of their deeper motivations, and we get to those things by asking certain questions that are going to lead them to describe things. Now what we do in the infiltration piece, the infiltration piece is where we’re actually gonna flip their -we’re going to flip them emotionally. So there’s a reason why there wanting to buy something, if it’s say for instance it’s a beauty cream, they’re there because they want to preserve their beauty, they’re afraid of what, well we can find out, there are certain questions that we can ask to find out specifically what that person is afraid of, but let’s consider what they might be afraid of, what’s likely that they’re going to be afraid of? They are afraid of being unloved probably; people worry about their appearance most often because they’re concerned with whether or not they’re going to be loved. They want to be -or they have some other reason for that, for instance, they may want to -if it’s not love it’s probably something other -something like they process visually and so they want to -they want to appear powerful, maybe they want to be in control, and we can’t necessarily assume that it’s the one thing, but for most people, if you talk to them about what it is that they want to do to make sure that they don’t die alone, to make sure that they’re not abandoned by the people that would have cared about them, that’s the kind of thing that’s behind a lot of the decisions that people make, you know, why did you buy that fancy looking car? So that people would want to talk to me, so I’d be -so there’s be something about me that would be better than normal, so I could be admired in a way perhaps, or something like this, but often it -there’s a plus side and a down side to everything, so when we’re talking about why somebody does something, there’s something that they’re trying to avoid and something that they want, and okay, so, something that people want, and something that they want to avoid, and that’s pretty much universal with things, somebody might say, because these are just -this is just -what do you want, what do you want to avoid, and typically one is the opposite of the other, but many people are motivated by trying to avoid pain in some way, like I was saying, somebody might want to avoid becoming ugly and unloved, that might be what they’re trying to avoid, or someone else may actually want something, there are people who are motivated primarily by what they can achieve, so someone else may want to be the most beautiful, or for a woman, maybe the hottest, for a guy maybe the studliest, I don’t know, but you know, there could be something on the positive side that they want.

Regardless of whether it’s positive or negative, people occupy both all the time, so in the infiltration we’re going to find out what it is that pains them, what it is they’re afraid of, what it is that they don’t want. We’re going to follow that down until we get, some say seven layers, but I don’t know that there needs to be seven layers, but when you ask someone what they want, they’ll typically give you this, and then you can just say, “Well what’s the best thing about that?” and if you ask that question several times, “Oh really, so you want-” let’s say for instance they want a new house, well what’s the best thing about a new house? “Well the best thing about a new house is my kids would have room to play.” “Oh yeah, well what’s the best thing about your kids having room to play?” “Well my kids would have room to play and that would make them smarter, or more socialised.” “Oh, well that’s great, well what about being socialised, or what about being smarter is most interesting to you?” And then they would say whatever it is, so they could succeed later, or so I could stop feeling guilty about putting my first child up for adoption, you never know, right? I mean you just don’t know.

So when you find -when you find out that kind of stuff, then you’re on -you know what they want, you know why they want it, and then you could just say, “Well see what happens if you don’t get that. What happens if you never -if you don’t find a house that you want to live in? What happens if you don’t buy this beauty? What happens if you don’t get a car that is admirable, that measures up to your standards? What would it be like if you had to continue to drive the same car that you’ve got now for another 6 months, another 8 months, another year? What would it be like if you didn’t do anything about your whatever it is situation for another 6 months, another year, another 2 years, another 5 years? How’s it gonna feel if you never do anything about this?” And then just let them experience what they’re afraid of, what they don’t want, let them experience that. When they’ve touched in with that, which you should be able to tell, because you’re -remember you’re -you’ve got your senses open, you’re paying attention, you know when somebody touches something that’s meaningful to them, and you know that you’ve hit a cord there, and there’s no need to dwell on it, because that’s enough, that’s enough, let’s talk about, you know, something happier, let’s talk about the good things, let’s talk about what could happen if you decide to do something about it.

So imagine that you’re doing -that you’re deciding to do something about it now, everything’s working out, your kids are becoming social, they’re going to be smart and successful when they’re adults, or whatever it was that the person said, and you just reflect that back to them, give them back their same ideas because you know it’s going to be a thrill, and you know, and you know it’s going to be exciting, so there’s those things, and that’s the way you want to feed the information back to them as you lead them to the decision to buy. Give them a contrast frame, this infiltration is like a contrast frame, so let them see how bad their life could get, and how good their life could get. What would be the worst thing about not making a decision about this? Things will get worse, your current house is falling apart, it’s going to cost you even more money, it’s not big enough for the kids, your kids are going to have to -you know, all three boys and girls are going to still have to stay in the same bedroom for the next twenty years, you know, it’s going to be rough. So you wanna -you know, you wanna set them up to see how important it is that they make a decision, and there are -then you’re working with them in some important ways.

The delivery piece, this is the -what they -when a plane goes on a bombing run, they talk about delivering the package, and the package is the bomb, so that’s why it’s a military term, and that’s why we’re using it, but at any rate, so this is when you deliver it, and when you’ve got in there, you’ve analysed everything that’s going on with them, you know their weaknesses now, you’ve infiltrated their emotional core, and now you’re going to deliver the package, now you’re gonna get the sale, now you’re gonna do some other things, and we’re gonna do somethings with these -this piece is full of -full of language, techniques, and other kinds of things, how to use double binds, how to use other kinds of things. One of the things that they’ve -like if you quote somebody, somebody a price and you tell them, “Well it’s eight hundred and fifty dollars.” and they say, “Oh, that price is too high.” You can say, “Oh, well alright then, it’s eight hundred and fifty dollars.” But you’d be surprised how literally -they literally mean something, and when you change it for them, the representation in their mind changes. The same thing can happen on a clipboard, here’s the thing, and they’re like, “Oh that’s too high.” And you say, “Okay, well, here it is.”

And uh, well here’s the thing about this, people’s brain’s work with symbology. We work -everything that we do in our thinking process is symbolic of a package of things, cause we can’t think about every single little thing that goes on, so we have a framework and if things fit in the framework, we view it one way, and if they don’t fit in the framework we view them another way, what the person’s telling you is “That doesn’t fit in my framework, because it’s too high.” So you don’t necessarily know what that framework means, like how that is gonna interact, and when you offer them something lower, that might be all it takes to trigger them into the buying decision, now they might hmm and har around it, they might go, “Ah, okay, but you know, are you sure you can’t come down on this anymore?” That sort of thing, you might just say, “Well the price is as low as we can go, so -but I’d really like to see you in it and solving the things that you need to solve, getting that thrill.”

So there’s lots of ways to work with that, and the other thing is the -the other language things that you can use, such as tag questions, because tag questions are ways of getting folks to agree on things, getting -that was my phone, I thought I put it on airplane mode, at any rate. So a tag question is a good way to push someone, or to nudge someone, in the direction that you want them to go, isn’t it? It’s an interesting way to use language by getting an agreement after the fact, wouldn’t you like to be able to do that? So see, that was a fairly long tag question, but if you can get folks to agree with what you’re saying, that would be useful, wouldn’t it? I mean you’d like to have that skill, I’m sure? Wouldn’t you? So it’s always okay to use a tag question, but they can be overused. So you don’t want to not use them, but to -but when you’re wanting someone to agree on things, it’s a good idea to do that, also using your name is good. It drives me crazy when the salesman overuses my name, or acts a little bit too friendly towards me, before they know anything about me, that always bothers me a little bit, however, if they learn something about me and have a conversation to me about things that are important to me, such as the kinds of things that they would find out if they went through this process, that’s much more interesting to me and I feel much more satisfied when I make a decision that I feel is going to meet all of my needs and when the person understands my needs well enough to present this information to me that way, then I think that’s respectable, and I would do anything I could to buy from them, whatever that would mean, you know, but I would -but that’s the person I want to buy from, the person that took the time to understand me.

It makes me nuts when I go in to talk to a sales person and I talk to a sales person somewhere and all they want to do is tell me what they want to tell me. They don’t care who I am, or anything else about me, and I just -that doesn’t interest me at all, and I’ve had -I’ve had not only sales people do this, but I’ve had like counselors and coaches just come in and, “Okay, what’s going on?” I tell them something about what’s going on, they immediately start to try and tell me, you know, what they think I should do, and I’m like, “Yeah, you didn’t bother, so I’m not interested, because you’re not interested in me, you’re just interested in you and what you know, what you think you know, so forget it. But if you want to take the time to get to know me, I’m probably the best customer you’d ever had.” It might be an exaggeration, but I know that I buy from people that I like, that I feel like have an understanding of me, and I feel good about it when I do, that’s the main thing, and we want folks that come to -go through the Black Ops sales process, that have been speaking to a salesman, we want them to feel good about their decision to buy. We want them to understand that the brought something that’s going to benefit them and that it’s going to benefit them in the specific ways that they want to be benefited.

Now we’re also speaking to their unconscious mind, not just their conscious mind, that’s the reason that we go through these processes, is so we can understand what’s going on in their unconscious mind, and we can speak to that part of them, the more we can get clear on that, the easier it’s going to be for them to see the usefulness of agreeing with us, because we’ll talk directly to that part of them that makes the decisions. Not their conscious mind, their conscious mind you never know. If they’re -they’re like, “So I should but this, I should this, I should that.” People don’t do what they should do. That’s not what people do. People do what they want to do, they do what feels comfortable and familiar, they do what -sometimes maybe what’s exciting, you know if they’re -if they’d like to do exciting things, they’re gonna more likely choose exciting things from you than a comfortable safe thing, so you might want to know that also.

So this is the -these are the processes that we use, the delivery piece has got a lot more of the language tools, we just taught a language class for the past three Tuesdays, and those tools are the ones that we’re talking about in this delivery piece. So it’s included -it’s included as part of the -part of the Black Ops sales program also, that we touch in on the various language techniques and the various other ways to help people to understand and to help them to go into a trance, because you want to sell to someone that’s in a buying trance, it’s much easier to sell to someone that’s already believing that what they want to do is to buy from you, than to sell to someone who doesn’t know you or thinks you’re a shyster or something else. So we use the skills here, and these key points to get into their psyche, and then we get them emotionally engaged in the process, and then we close.

By now it’s -there’s a way they see what we’re doing, and hopefully the customer would see exactly what we’re doing, they would say, “Okay, this person is relating to me in a way that no one relates to me, that feels great, and he’s going to take my money and I feel great about that too. So that’s a better way than, “Oh, I’ve got to do something, I guess I’ll just go with this.” Or you know, “Hope it’s good at all.” Better that they should have that feeling that everything is going well through the whole process, and not just have to get to it in the end, so you don’t want to ever go through a sales presentation where you talk about nothing but the product, without engaging the person emotionally in some way, you don’t want to just sell the product, you need to sell the person the thing that’s going to relieve their pain. Mostly people will buy things that take away pain, some sort of pain. Fear, pain of some sort, you know, those kinds of things, people are mostly trying to avoid things, that’s why they do it, but they need also a strong positive, also they need to know the good things that are going -the outcomes that they can expect, and we frame those in a way that fits in to their model of the world, so that the outcomes that we’re telling them about are the outcomes that stimulate them unconsciously, that’s why we’re using the power centers and the keywords and those things, because those are the unconscious, that’s the node that they go to when they’re describing some of their best experiences, and of course whatever they buy from me, it’s going to be one of their best experiences, so I would want to give them the opportunity to see it that way.

Alright so let’s go over this again. The first most important thing, the reason it’s Black Ops Sales 2.0, it’s cause I originally had this as RAPP, and I’ve just stretched it out, I’ve drawn it out a little bit better, made a little bit more sense of it instead of going from power centers into delivery, we have the infiltration piece, which wasn’t included in the same way before, but at any rate, so the first thing is to know your outcome, know what it is you want, know where you’re trying to go, and then you’ll engage the sensory acuity -your sensory acuity, you become aware of the world, you become aware of the people in it, you become aware -as aware as you can of what’s going on around you. And there’s some good tools, and then you analyze it, and you analyze it according to the way we structure our information, as in pictures, words, and feelings. So we’re gonna understand whether they’re making pictures, whether they’re using words to talk to themselves, or if they’re just motivated by the feelings that they’ve got going on. What is it that they’re going through? VAK is the abbreviation that we use all the time. Visual, Auditory, Kinesthetic.

So those are main things, the analysis continues through into the power centres, because clearly we’re trying to figure out, you know, what their power centers are, so that’s still part of the analysis, and we’re still keeping our senses open, so that’s still part of the reconnaissance. In the infiltration, that’s where we get into it with them, we talk to them seriously about what is the pain in your life that you’re trying to solve, and how bad could that pain get of you don’t do something about it? We want to take them on that emotional journey, that emotional roller coaster, where they get the bad feeling, and then when we lift them out of the bad feeling we talk to them about the product or service and how it’s going to benefit them, how it’s gonna keep them from experiencing that pain, give them the benefits that it’s going to give them.

Now you notice in here that we’re not talking about features at all. Okay, so we don’t care if the feature of the product is it’s made out of stainless steel, or it’s made out of flower petals, it doesn’t matter, the content of the thing doesn’t matter at all in this process, you could sell babysitting services or you know, jewellery, it’s not important what that it, you still are dealing with the same basic motivators in people, the same basic things are still present, and so we get into the infiltration, this is where we’re really getting an understanding of them on a deeper level, and feeding them the options that they’ve already told us are important to them, and we don’t do it in the same way, so for instance we’re not necessarily gonna talk about buying the house, but we might talk about how buying the house is going to be a thrill, so we’re going to use -we’re not going to describe the house to them necessarily, but we will use their unconscious information that they gave us about what makes them feel the best and how they -what they reference when they do that, and attach that to the idea of completing the sale.

So this is a very powerful piece right here, if you understand this piece about things, if you understand how to engage someone emotionally, then you understand a lot about how to work with yourself and others. What engages me emotionally? What gets me emotionally off center? How do I deal with that? Once I understand that I’m in a much better place to understand others, and when I understand that about someone else there’s not much that prevents me from working with it, you know, from getting what -well not from getting what I want, but from giving them a solution that meets their needs and -I’m not a proponent of like, “Oh this is going to help you get whatever you want from somebody” although there’s certainly some very interesting NLP videos and things in the world where people are persuaded to do some very bizarre things, and you’ve got to wonder, you know? Like what could you do? And so at any rate, the delivery piece is very clearly about how to use the resources of the language to get the sale finalised.

So that’s what it’s about, we’re putting this program on, when is it? March 29th, so it’s a Saturday afternoon, and it’s just a four hour program, so it’ll be fairly brief, but it’s only -I think there’s a published price of $97.77 and then the mailing list discount brings it down to $47, so obviously it’s quite a bargain.

We can appear to the prospective client as a friendly person, as someone who’s on their side, someone that they can identify with. It’s said that people buy from people that know, like and trust, that they know, like, and trust; and so you might as well be one of those folks.

This is a program that I put together from the basic NLP skills, there obviously     are other programs, but this is one that I used the military acronym for, so that it would be easier to remember so that people could at any time during their sales presentation, or during a conversation, they could reference back to what it was that they needed to be doing in a structured way, and stay up with what was going on.

So I did this because a lot of times folks get into a persuasion situation and they layout some information, but they fail to really connect with the other person, and when they do connect, they often don’t know how to engage them on an emotional level, they don’t know how to push the buy buttons inside of them, how to get that emotional response that they need, and then there are other tools that are often overlooked too, language tools and other kinds of persuasion tools that often get overlooked, because people are so busy working on the content of what they’re going to say, working on the actual presentation that they’re going to use, that they’re not adding the little touches that are going to help people to decide in an easy and clear way, so we’re going to talk about those things also.

So the first thing that we need is we need a mission. So anytime in NLP, when you’re working with someone on something, you have to know where you’re gonna go. What’s the outcome? What’s the desired result? Now not every time in sales is the desired result a purchase. At least the desired result of any particular meeting, sometimes these things happen in stages. Sometimes the first meeting will be about setting up another meeting, and the next meeting will be about presenting the ideas and in some sales situations, such as high ticket items, real estate, things like that, often there are subsequent meetings to that, before the final paperwork is signed and things are negotiated.

So we have to know the outcome of each individual stage that we’re in, if we’re in a complex situation. If we’re simply talking to someone directly, who may pay cash out of their pocket right at the moment, then we know that the outcome is to complete the transaction, but otherwise it could be almost anything. So we’re going to look at how that works, and then what we’re going to do is we’re going to give you the opportunity to envision yourself having all the tools that you might need as you go into a sales situation and or persuasion situation, and having those things available to you and being able to assess them and be able to pull them out.

So what we want you to be able to do is to leave here with a better understanding of the types of things that need to be involved in in any of these meetings, so that you can do what you need to do, in an easy way, so that’s the basic idea.

We have reconnaissance, and reconnaissance is obviously just gathering information, so you wouldn’t think necessarily in a sales presentation that this would be important, some folks think that a sales presentation is all about giving information, that it’s all about putting information out there to get someone to buy something, but really, in a more effective way, the salesmen who can connect with the person is going to do a lot better. If the person feels comfortable with them, if they can put them at ease right away and do that sort of thing, then they’re going to be more comfortable, and to do that we’re going to need more information about them, we’re going to need to observe them, we’re going to need to understand what’s going on.

The next thing that we’ll do is the analysis. So we get the information, we open up -we’ve opened up our senses to them, and this is really basically about sensory acuity.

The next thing that we do is we analyze the information that we’re getting in, so what information are we getting in? How can we structure our presentation to fit in their model of the world?

And then we’re going to dig a little bit deeper, we’re going to go into the power centers, what are the things that are about them that really motivate them? How does that really, how does it happen? What kinds of words and kinds of experiences are they responding best to?

And then the infiltration, the infiltration is where we actually engage them emotionally, in the process of envisioning themselves with the product or service, envisioning themselves without the product or service, or get them to, or get them -take them down so that they understand how painful life can be, because they obviously are looking to improve something in their life, or they wouldn’t be talking to someone that’s going to sell something. There’s something that they want to improve, so we’ll talk to them about what happens if they don’t improve, and what might happen if they do approve, and if they improve in the way that you’re suggesting then obviously that’s going to be good for both of you.

And then there’s the delivery, now the delivery piece is the actual, all the actual close complainants, and other -other aspects can go into the delivery, and usually do, this is where we cover things like hypnotic language and other kinds of tools that we can use to actually finish off the process, to put a polish on it.

Now I teach these things in these steps, because it makes sense that way, but the reality is that someone who is successful at selling will be doing all of these things all of the time. One of the basic rules of selling is “always be closing” the ABC’s of selling, so you don’t have to go and “hold on a second, I haven’t done the first step with you yet, and don’t get your checkbook out, I’m going to have to go through a few things. So we don’t want to do that. We want to be able to go directly into delivery, if that’s what it comes to, and just bypass all these things. So if somebody comes up and says, say for instance, “I want to buy this item here.” There’s no need to explain to them the pluses or minuses of that item or some other item in comparison, you simply sell them the item that they’ve got, they’ve got money in their hand, they walk in, they want to buy something, let them but it, don’t talk them out of it, because more often than not a salesperson can talk themselves out of a sale, even after the person has made the decision that they want to buy, so too much information is never really a good thing. Just enough information, delivered in the right way, is a much better way to sell.

So the reconnaissance piece is about opening the -our senses. It’s about sensory acuity, it’s about being able to see every movement that the person makes, every twitch, every nod of the head, every little movement, because as they go from state of mind to state of mind, as they move from sceptical to curious to interested, to buying, let’s just say that that’s the pattern that they’re following, each of those moves is going to have some sort of distinctions from the other, and they may go back and forth through these different things, but it helps if you’re able to follow along with someone and I’m not suggesting that we try and interpret every move that they make, but it’s important to note that when they do make a move, that that is their neurology shifting around, as their neurology is shifting around their attitudes, their opinions, their perceptions are shifting around also. So we can follow sometimes, someone’s state of mind as they move through a buying process, making a decision to buy, and when we are doing that then we have a much better idea of what to place where and how to do those things.

Black Ops sales includes some training and some work in sensory acuity. Now I suggest that you practice sensory acuity all the time. Always be aware of the world that you’re in. Always be that extra awakened person in the room. We can’t all necessarily be the smartest person in the room, but we can be the most awake. We can be the most aware, aware of our environment, aware of what’s happening inside of us, all these different things. So what the -in the art of war, I remember the author’s name, Sun Tzu, he writes to know yourself and then know your enemy, so these are the two main things. So knowing yourself obviously is something that we would hope that you have going into this, however many people don’t, so knowing yourself is something that we work out, in Success Vector we teach it in a number of different ways, we have NLP classes, we have other types of things that we do that can help a person get to know themselves better.

We can do that, and we’re just assuming that that’s the first thing, in here what we’re doing is we’re focusing in knowing the enemy, so -well it’s not really the enemy, but, you know, the partner, because in a sales situation, there is a sort of a -there is a process that takes place, before anything is decided, no different than a war in many ways, and you know, so we just want to be able to play this game, we want to be able to follow the things along as best as we can, and the more effective we are at doing that, then obviously the more we’re going to sell, the better it’s going to be for everyone, so to get the reconnaissance up, to get the sensory acuity up, I’ll give you the tip -well one tip now that you can do, and you can do it anytime, it’s called five points of awareness, so what you can do is you can focus your eyes just passed the wall ahead of you, like if you pick a spot on the wall and then look about a foot beyond that, then as you’re doing that you can pick a spot to the left and to the right and hold your fingers out so that you can see how far your peripheral vision can stretch, once you can get your peripheral vision stretched then you can do the same thing, top and bottom, so now we’ve got five points of awareness, and if we’re – are this aware when we’re having a conversation with someone, we’re going to become a lot more aware of what is going on with them.

Now I can see when I do this type of of vision enhancement, when I envision this for myself in front of a room like this, I can see every movement that everyone makes in the room, so I can follow and track everybody and what’s going on with them, and I don’t necessarily -It’s not a mind reading process, I don’t know every single thought that someone’s having, but I can generally tell when their state is shifting, I can generally tell when they’re going from more receptive to less receptive, say for instance, or from less receptive into more receptive, and I can follow them in a variety of different ways.

So this just being aware is more than most people have going into anything, so this particular piece is very, very valuable, most folks are not aware of the world that they’re in, they often try and shut down the awareness of the world that they’re in, and so when we approach it from the opposite side, when we take the person in, when we perceive them and who they are in their entirety, then we can really begin to be in touch with them, because then we get the information that we need in order to do a good analysis.

Now the analysis piece, here we’re using some really, really basic NLP tools, we’re using some basic rapport building tools, so we have to pay attention to certain things that they’re doing, it’s helpful to understand whether or not they’re speaking in a language -using verbs or nouns, that are visual, auditory, or kinesthetic in nature, so we can begin to match these things so that we can appear to them as someone who is familiar. When -there’s a show on effects, and the new season is about to start, but at any rate it’s called the American’s, and it’s based on a true story, it’s based on a couple that lived in, I think Philadelphia or something like this, and they were spies for the Russians, and they lived – they lived in the US for, you know, 25/30 years, or something like this, raised a family, just completely under the radar, no one would ever know that they were there, and the way that they did this is by blending in, they took on the characteristics of the people around them, they took on the characteristics of the American’s, they had the, they had – you know, they got rid of their accent, they other things, they had kids, they enrolled the kids in school, they had a whole -you know, a whole life where they participated in civic things and did other kinds of things and this show is a very interesting show, but at any rate, that’s the way that we want to be when we’re selling something to someone, we don’t need to come off as “Oh look, we’re from a place that you’ve never met, we’re somebody that you can’t relate to.

So we want to have whatever tools we can to help ourselves blend in, if we were in a foreign country we would dress the way that the foreign -the people dress there. People when they come here to do business, often in -well this has kind of happened everywhere, but a lot of business people just wear suits all the time, you know but so that’s just kind of infiltrated, but that’s because everybody wants to fit in, they want to be seen as the same, they want to be seen as able to do business. If a country was trying to do business with the US when the US was a huge power, well it’s still a huge power, but at any rate, and they dressed in a way that was like second rate, that wouldn’t work, so they dressed in suits, they mimicked the style of dress of the most powerful country, and that’s the way everything went, and that’s still that way now. Japanese businessmen pretty much dress like westerners as well as many others in many other countries, so that influence has been felt, so this is what we want to do, we don’t want to come to the sales presentation looking as though we belonged on a river raft, unless we’re selling river raft supplies.

So the analysis gives us the ability to see what it is that the other folk are doing, understand the types of ways that they express themselves, the types of ways that they process information, and we’re going to look at all that.

Now power centers are something else. So power centers are the words that they associate with some of their peak experiences and we get to power centers by saying things like if you, you know, “What was your favorite vacation? Do you travel much? What’s your favorite vacation, or have you ever -what’s the most fun thing you did this year?” or something like this. We’ll talk to them about that and we’ll listen to the way that they describe it, and if they say that it was awesome, we’ll remember that it was awesome. My trick for remembering that, by the way, is to tie a string around the word and hang it up so that it’s just hanging there. I have a visual way of remembering those things because I get lost in the words sometimes, so I’ll tie the word, you know, I’ll tie a string around the word and I’ll hang it from the ceiling of my mind, I can take them down when I’m done, but at any rate, that’s one way of doing it, so if they say it’s fantastic, that’s fantastic is a word for them that they have attached a lot of their good feelings. Once we know those kinds of things, then we can bring those words up at the proper times. We want to tell them that our product is fantastic when they’re just about to, you know, go over the hump, which we’re going to get to here in a minute.

But the basic idea behind this is to turn on certain awareness’s and skills in ourselves when we’re sitting down to do business with someone else. One of the most important things for us is to be focused on the outside world, not to be internally trying to review our script, or critique how our sales process is going in the moment, but rather to have all of that stuff prepared in advance, to know these skills in advance, know the mission, know the outcome, have our unconscious mind engaged in achieving the outcome, and allow ourselves to just focus on the other person, taking in the information that they’re presenting, asking them the questions that we need that might lead us to a better understanding of them, and then presenting them with an option that is going to meet their needs, and more than their needs, it should meet their desires, so when we’re talking about someone’s desire, let’s say for instance somebody goes into the car lot to buy a new car, the guy is there and he’s like -the salesman comes up and says, “What are you looking for?” He says, “Oh, the wife says I have to get something safe, so I guess I just need a safe car.” And the salesman is listening to this, and he’s like, “Oh, yeah, sure I can show you some safe cars. Come on out here and let’s take a look at some safe cars.” So they go out and he’s going, “Yeah, this has got the crash safety rating of this, and this has got the crash safety rating of that.” And he’s like, “Yeah.” You come back in the office and he sits down, and he says, “You know what, I’m curious about something though, I understand that you need a safe car, but you look to me like maybe you got, you know, something else that you really want.” He says, “Well I want something that goes fast, but my wife says that I have to have something that’s safe.”

So the salesman now knows that the guy is going to buy a fast car if he shows him one that also meets the criteria of being safe, so he’s going to have to buy what his wife says he needs, because they’ve got the kind, they’ve got to be safe, but if he says to him, “Look, we’ve got a car here that’s got a nice fast engine in it, and it’s geared for speed, but it’s got one of the best crash safety ratings ever, and I think this might be the one that you’re really interested in.”

So now he’s selling him a much more expensive car, but that’s gonna satisfy what he really needs. If he just showed him a safe car, he might say, “Yeah, that’s nice, but I think I’ll go down the street and see what other safe cars exist in the world.” But if he meets his needs, if he gets that emotional involvement from him, then he’s selling him the car, and that’s what the bottom line is, it’s what almost everything done in car lots os geared towards, you know, towards getting the person to buy into the experience of having the car and how wonderful it’s going to be. That’s why they do even the new puppy test, which is they say, “Well you go ahead and take it home for a couple days, you know, go ahead and drive it, see what you think, come back and we’ll sign the papers then.”  Because you know you don’t want to go back to your old beat up car after you’re driving a new car around for a few days, even if it’s not necessarily the perfect car, it’s still better than the other one, and why not buy it.”

So there’s lots of ways to move over these obstacles, but here in -in here what we’re doing is we’re gathering all the information about the person, as much information as we can, and this goes on all the time, so this is an important thing to note, it’s not necessarily step by step, you should be completely open to what’s happening in front of you, what’s happening in the room, as you analyze and keep up with what’s going on, and connecting to the person about the things that are emotionally going to help you to persuade them.

So for instance you want to know what’s important to them in their lives, and that’s a great question to ask, “So tell me about yourself, what’s important?” You know. “What kind of thinks are important to you? What do you got going on, what’s the best thing happening in your life?” Those kinds of things because you want them to have a good feeling, you want them to feel good about talking to you, feel good about the process, plus you want to know what these things are, and when they tell you something it’s always okay to ask another question. They say, “Oh you know what blah blah blah blah blah, I just got, or just had my first child, or second child, or eighteenth child.” Whatever it was, and you go, “Wow, that’s great! You know, tell me about it, what’s the best thing about having all those kids?” And you just talk to them because obviously this is something that they’re interested in, they’re going to start telling you, but you’re not listening for the same things that most people are listening for. You’re listening for clues to how they think, you’re listening for what their model of the world is, and how you can touch them in those places that are most meaningful to them. Not just, “Oh yeah, that’s great” There’s certain advantages to like somebody says, “Oh yeah we just went on a skiing trip.” Think, “Oh, yeah ski, it’s great. That’s rapport building, that is a way of saying, “Hey, I’m a friendly, I’m not you know, we’re doing the same kinds of things as a hobby.” But when you ask them what’s the best thing about skiing, and they say, “It’s the thrill, it’s that excitement of you know, when you get off the lift and you’re standing over and you’re ready to go down the hill, it’s that -that feeling that comes over, it’s just exhilarating.”

Let’s just say they use the words “exhilarating”, “excitement”, and whatever the first one was that I did, because when I say it myself, I don’t remember as easily as when I listen, but I think it’s “fantastic”, so now I know, I can say “exhilarating”, I can say “thrill”, and I can say “fantastic”, so we can -when it’s time for me to lift them out of the -when it’s time for me to go through into the delivery, I’m going to remember what was in their power centers, I’m going to remember what kinds of words they use to frame their best experiences, because why not frame their best experiences, the experience of buying this new car, or this subscription to, I don’t know what, Catskills quarterly, let’s just say, so when it’s time for -when it’s time for them to do that, we want to, you know, reflect on their peak experiences, because they’ve been doing without this service or product for so long, I’m sure that there’s been problems, so we’re going to lift them out of the hole that we help them create, and when we do, we’ll feed them the most positive experiences that we can, as they learn that the way to avoid the hole altogether is through buying your product or service.

So it’s a normal sales process in many ways, this is often what people do, most of the time it’s done very subtly, it’s not done in an over way, and I’m not suggesting that we you know come at them with a quiz or anything like that, but know what kind of information you’re looking for, and know that conversationally it’s easy to get that information. People are giving us the keys to the kingdom all the time, they’re constantly telling us what is important to them in ways that they may not even understand, but when you listen literally, you begin to understand a little bit more about them, sometimes more about them than they understand about themselves. So this is obviously helpful in selling, imagine if you knew what motivated people just by having a conversation with them, and you could present your ideas to them in their motivation fashion, in the style that they already think and use, as opposed to coming at them with -and it may be the same exact product, just marketed two different ways, this marketing technique and the sale process is personal, and so you’re going to tailor what you’re presenting to them to meet their needs.

If you’re not selling a product that you believe in, then you probably shouldn’t be worrying about how to sell it, you probably should be looking for another product or service or whatever, but providing it’s something that’s worth their time, and one thing that I often think about is better that they should give me their money and get good value than that they should give it to someone else and be taken advantage of, so I’m always the first choice in where people should shop, and if they want to spend money in other places, that’s fine too, but I know that they’re going to get a good quality product, and it’s going to be something that benefits them in a number of ways when they buy from me, so I might was well be the one that sells them things. So I don’t have any qualms about taking anybody’s money, because everybody is all the better for it. They’re going to get something better than they had before, and my life will be improved in some ways, and so that’s important in my mind in a sales process that I believe in what I’m doing, that I believe in what I’m selling, that I believe that I’m delivering something to these people that is of such value, then their -obviously the prices need to be reasonable, reasonable for the market, let’s just say, because different people buy different kinds of things, but some of those things are important, and if you don’t feel good about what you’re selling then it probably isn’t going to come across as well as if you do, in some ways it’s a little bit challenging to cover all of the material that’s available, like this is just a -obviously a very brief outline, I’ve taught this before in a variety of time schedules, some of them two days long, break it up and teach it over a two day period, and that gives you time to do a lot of the exercises and things, and experience the way it works. What we’re offering next month is a little bit more in depth, it’s like four hours, it won’t obviously be a two day class, but what we can cover in four hours we’ll cover.

Audience member: Have you actually presented this protocol to corporations or companies that have hired you to coach? Have you had the chance to do that yet or?

No -there is a version of it that I did for a gentleman who sells -how do you put that, he sells packages to people that promote local businesses online. So the first recording of it was geared towards if you’re selling internet services to mom and pop stores, so it was all about how to talk to those folks and how to help them to go with the person for their online presence, for whatever it is they’re doing, SEO marketing development, whatever -this guy sells a whole package to this -those folks, and so yes, I’ve done that, but as far as like major corporations, no I haven’t pursued that at all, my real passion is in the personal development field, I love that, I know people need to make a living, and I know that the sales and persuasion part is more than even just that, it’s -there’s a whole bunch of personal development involved than just learning the stuff I’m covering here. In order to -in order to be comfortable for instance doing a reconnaissance, being open to others and understanding the rapport, the way that others are moving and thinking, is all about personal development in some ways, because that’s -a person has to really get to know themselves well to be able to open up to the world around them. The folks that -but at any rate, so that’s my passion, and that’s what I really love, but I know that there’s a need to understand these things and there’s a need to understand the others and how we’re communicating, and that’s what a lot of this is, it’s just communication stuff, but it’s framed in a way that it’s about sales.

What I have done is worked with some individuals, I believe that Mike who comes to a lot of things that we have, I think he said that his sales percentage increased doubled or something like this, he sells engraving machines to industrial folks, and so they’re high ticket items, they’re you know, tens of thousands of dollars, from twenty to fifty thousand for each one of these, so he’s incorporated these techniques and some things that he does on his own that are kind of interesting too, but for instance he’s -he’s got states of mind anchored in certain spots in his office, so if he gets distracted or something like that he just walks around his office and he’s got all these different things anchored in there that he’s -where he’s focused, where he’s had certain state of mind in himself when he does it. That stuff we teach in other areas, so that’s not really part of this process necessarily, because we haven’t gotten into it, but if you incorporate the other things that we teach with this stuff, you start to see how it all works together, but this piece is -and I’ve taught other folks, what we don’t have is uh the testimonial part of our website is not, we haven’t put everything on there, so it’s hard to see and I frankly don’t remember all of the testimonials that we’ve gotten.

 

Audience member:

 

We did that brain [inaudible] that it was based on this, remember?

Oh, that was for the Rubicon, yeah, Rubicon. Right.

Okay so we’re opening ourselves up, we’re getting in touch with the other person, and we’re understanding some of their deeper motivations, and we get to those things by asking certain questions that are going to lead them to describe things. Now what we do in the infiltration piece, the infiltration piece is where we’re actually gonna flip their -we’re going to flip them emotionally. So there’s a reason why there wanting to buy something, if it’s say for instance it’s a beauty cream, they’re there because they want to preserve their beauty, they’re afraid of what, well we can find out, there are certain questions that we can ask to find out specifically what that person is afraid of, but let’s consider what they might be afraid of, what’s likely that they’re going to be afraid of? They are afraid of being unloved probably; people worry about their appearance most often because they’re concerned with whether or not they’re going to be loved. They want to be -or they have some other reason for that, for instance, they may want to -if it’s not love it’s probably something other -something like they process visually and so they want to -they want to appear powerful, maybe they want to be in control, and we can’t necessarily assume that it’s the one thing, but for most people, if you talk to them about what it is that they want to do to make sure that they don’t die alone, to make sure that they’re not abandoned by the people that would have cared about them, that’s the kind of thing that’s behind a lot of the decisions that people make, you know, why did you buy that fancy looking car? So that people would want to talk to me, so I’d be -so there’s be something about me that would be better than normal, so I could be admired in a way perhaps, or something like this, but often it -there’s a plus side and a down side to everything, so when we’re talking about why somebody does something, there’s something that they’re trying to avoid and something that they want, and okay, so, something that people want, and something that they want to avoid, and that’s pretty much universal with things, somebody might say, because these are just -this is just -what do you want, what do you want to avoid, and typically one is the opposite of the other, but many people are motivated by trying to avoid pain in some way, like I was saying, somebody might want to avoid becoming ugly and unloved, that might be what they’re trying to avoid, or someone else may actually want something, there are people who are motivated primarily by what they can achieve, so someone else may want to be the most beautiful, or for a woman, maybe the hottest, for a guy maybe the studliest, I don’t know, but you know, there could be something on the positive side that they want.

Regardless of whether it’s positive or negative, people occupy both all the time, so in the infiltration we’re going to find out what it is that pains them, what it is they’re afraid of, what it is that they don’t want. We’re going to follow that down until we get, some say seven layers, but I don’t know that there needs to be seven layers, but when you ask someone what they want, they’ll typically give you this, and then you can just say, “Well what’s the best thing about that?” and if you ask that question several times, “Oh really, so you want-” let’s say for instance they want a new house, well what’s the best thing about a new house? “Well the best thing about a new house is my kids would have room to play.” “Oh yeah, well what’s the best thing about your kids having room to play?” “Well my kids would have room to play and that would make them smarter, or more socialised.” “Oh, well that’s great, well what about being socialised, or what about being smarter is most interesting to you?” And then they would say whatever it is, so they could succeed later, or so I could stop feeling guilty about putting my first child up for adoption, you never know, right? I mean you just don’t know.

So when you find -when you find out that kind of stuff, then you’re on -you know what they want, you know why they want it, and then you could just say, “Well see what happens if you don’t get that. What happens if you never -if you don’t find a house that you want to live in? What happens if you don’t buy this beauty? What happens if you don’t get a car that is admirable, that measures up to your standards? What would it be like if you had to continue to drive the same car that you’ve got now for another 6 months, another 8 months, another year? What would it be like if you didn’t do anything about your whatever it is situation for another 6 months, another year, another 2 years, another 5 years? How’s it gonna feel if you never do anything about this?” And then just let them experience what they’re afraid of, what they don’t want, let them experience that. When they’ve touched in with that, which you should be able to tell, because you’re -remember you’re -you’ve got your senses open, you’re paying attention, you know when somebody touches something that’s meaningful to them, and you know that you’ve hit a cord there, and there’s no need to dwell on it, because that’s enough, that’s enough, let’s talk about, you know, something happier, let’s talk about the good things, let’s talk about what could happen if you decide to do something about it.

So imagine that you’re doing -that you’re deciding to do something about it now, everything’s working out, your kids are becoming social, they’re going to be smart and successful when they’re adults, or whatever it was that the person said, and you just reflect that back to them, give them back their same ideas because you know it’s going to be a thrill, and you know, and you know it’s going to be exciting, so there’s those things, and that’s the way you want to feed the information back to them as you lead them to the decision to buy. Give them a contrast frame, this infiltration is like a contrast frame, so let them see how bad their life could get, and how good their life could get. What would be the worst thing about not making a decision about this? Things will get worse, your current house is falling apart, it’s going to cost you even more money, it’s not big enough for the kids, your kids are going to have to -you know, all three boys and girls are going to still have to stay in the same bedroom for the next twenty years, you know, it’s going to be rough. So you wanna -you know, you wanna set them up to see how important it is that they make a decision, and there are -then you’re working with them in some important ways.

The delivery piece, this is the -what they -when a plane goes on a bombing run, they talk about delivering the package, and the package is the bomb, so that’s why it’s a military term, and that’s why we’re using it, but at any rate, so this is when you deliver it, and when you’ve got in there, you’ve analysed everything that’s going on with them, you know their weaknesses now, you’ve infiltrated their emotional core, and now you’re going to deliver the package, now you’re gonna get the sale, now you’re gonna do some other things, and we’re gonna do somethings with these -this piece is full of -full of language, techniques, and other kinds of things, how to use double binds, how to use other kinds of things. One of the things that they’ve -like if you quote somebody, somebody a price and you tell them, “Well it’s eight hundred and fifty dollars.” and they say, “Oh, that price is too high.” You can say, “Oh, well alright then, it’s eight hundred and fifty dollars.” But you’d be surprised how literally -they literally mean something, and when you change it for them, the representation in their mind changes. The same thing can happen on a clipboard, here’s the thing, and they’re like, “Oh that’s too high.” And you say, “Okay, well, here it is.”

And uh, well here’s the thing about this, people’s brain’s work with symbology. We work -everything that we do in our thinking process is symbolic of a package of things, cause we can’t think about every single little thing that goes on, so we have a framework and if things fit in the framework, we view it one way, and if they don’t fit in the framework we view them another way, what the person’s telling you is “That doesn’t fit in my framework, because it’s too high.” So you don’t necessarily know what that framework means, like how that is gonna interact, and when you offer them something lower, that might be all it takes to trigger them into the buying decision, now they might hmm and har around it, they might go, “Ah, okay, but you know, are you sure you can’t come down on this anymore?” That sort of thing, you might just say, “Well the price is as low as we can go, so -but I’d really like to see you in it and solving the things that you need to solve, getting that thrill.”

So there’s lots of ways to work with that, and the other thing is the -the other language things that you can use, such as tag questions, because tag questions are ways of getting folks to agree on things, getting -that was my phone, I thought I put it on airplane mode, at any rate. So a tag question is a good way to push someone, or to nudge someone, in the direction that you want them to go, isn’t it? It’s an interesting way to use language by getting an agreement after the fact, wouldn’t you like to be able to do that? So see, that was a fairly long tag question, but if you can get folks to agree with what you’re saying, that would be useful, wouldn’t it? I mean you’d like to have that skill, I’m sure? Wouldn’t you? So it’s always okay to use a tag question, but they can be overused. So you don’t want to not use them, but to -but when you’re wanting someone to agree on things, it’s a good idea to do that, also using your name is good. It drives me crazy when the salesman overuses my name, or acts a little bit too friendly towards me, before they know anything about me, that always bothers me a little bit, however, if they learn something about me and have a conversation to me about things that are important to me, such as the kinds of things that they would find out if they went through this process, that’s much more interesting to me and I feel much more satisfied when I make a decision that I feel is going to meet all of my needs and when the person understands my needs well enough to present this information to me that way, then I think that’s respectable, and I would do anything I could to buy from them, whatever that would mean, you know, but I would -but that’s the person I want to buy from, the person that took the time to understand me.

It makes me nuts when I go in to talk to a sales person and I talk to a sales person somewhere and all they want to do is tell me what they want to tell me. They don’t care who I am, or anything else about me, and I just -that doesn’t interest me at all, and I’ve had -I’ve had not only sales people do this, but I’ve had like counselors and coaches just come in and, “Okay, what’s going on?” I tell them something about what’s going on, they immediately start to try and tell me, you know, what they think I should do, and I’m like, “Yeah, you didn’t bother, so I’m not interested, because you’re not interested in me, you’re just interested in you and what you know, what you think you know, so forget it. But if you want to take the time to get to know me, I’m probably the best customer you’d ever had.” It might be an exaggeration, but I know that I buy from people that I like, that I feel like have an understanding of me, and I feel good about it when I do, that’s the main thing, and we want folks that come to -go through the Black Ops sales process, that have been speaking to a salesman, we want them to feel good about their decision to buy. We want them to understand that the brought something that’s going to benefit them and that it’s going to benefit them in the specific ways that they want to be benefited.

Now we’re also speaking to their unconscious mind, not just their conscious mind, that’s the reason that we go through these processes, is so we can understand what’s going on in their unconscious mind, and we can speak to that part of them, the more we can get clear on that, the easier it’s going to be for them to see the usefulness of agreeing with us, because we’ll talk directly to that part of them that makes the decisions. Not their conscious mind, their conscious mind you never know. If they’re -they’re like, “So I should but this, I should this, I should that.” People don’t do what they should do. That’s not what people do. People do what they want to do, they do what feels comfortable and familiar, they do what -sometimes maybe what’s exciting, you know if they’re -if they’d like to do exciting things, they’re gonna more likely choose exciting things from you than a comfortable safe thing, so you might want to know that also.

So this is the -these are the processes that we use, the delivery piece has got a lot more of the language tools, we just taught a language class for the past three Tuesdays, and those tools are the ones that we’re talking about in this delivery piece. So it’s included -it’s included as part of the -part of the Black Ops sales program also, that we touch in on the various language techniques and the various other ways to help people to understand and to help them to go into a trance, because you want to sell to someone that’s in a buying trance, it’s much easier to sell to someone that’s already believing that what they want to do is to buy from you, than to sell to someone who doesn’t know you or thinks you’re a shyster or something else. So we use the skills here, and these key points to get into their psyche, and then we get them emotionally engaged in the process, and then we close.

By now it’s -there’s a way they see what we’re doing, and hopefully the customer would see exactly what we’re doing, they would say, “Okay, this person is relating to me in a way that no one relates to me, that feels great, and he’s going to take my money and I feel great about that too. So that’s a better way than, “Oh, I’ve got to do something, I guess I’ll just go with this.” Or you know, “Hope it’s good at all.” Better that they should have that feeling that everything is going well through the whole process, and not just have to get to it in the end, so you don’t want to ever go through a sales presentation where you talk about nothing but the product, without engaging the person emotionally in some way, you don’t want to just sell the product, you need to sell the person the thing that’s going to relieve their pain. Mostly people will buy things that take away pain, some sort of pain. Fear, pain of some sort, you know, those kinds of things, people are mostly trying to avoid things, that’s why they do it, but they need also a strong positive, also they need to know the good things that are going -the outcomes that they can expect, and we frame those in a way that fits in to their model of the world, so that the outcomes that we’re telling them about are the outcomes that stimulate them unconsciously, that’s why we’re using the power centers and the keywords and those things, because those are the unconscious, that’s the node that they go to when they’re describing some of their best experiences, and of course whatever they buy from me, it’s going to be one of their best experiences, so I would want to give them the opportunity to see it that way.

Alright so let’s go over this again. The first most important thing, the reason it’s Black Ops Sales 2.0, it’s cause I originally had this as RAPP, and I’ve just stretched it out, I’ve drawn it out a little bit better, made a little bit more sense of it instead of going from power centers into delivery, we have the infiltration piece, which wasn’t included in the same way before, but at any rate, so the first thing is to know your outcome, know what it is you want, know where you’re trying to go, and then you’ll engage the sensory acuity -your sensory acuity, you become aware of the world, you become aware of the people in it, you become aware -as aware as you can of what’s going on around you. And there’s some good tools, and then you analyze it, and you analyze it according to the way we structure our information, as in pictures, words, and feelings. So we’re gonna understand whether they’re making pictures, whether they’re using words to talk to themselves, or if they’re just motivated by the feelings that they’ve got going on. What is it that they’re going through? VAK is the abbreviation that we use all the time. Visual, Auditory, Kinesthetic.

So those are main things, the analysis continues through into the power centres, because clearly we’re trying to figure out, you know, what their power centers are, so that’s still part of the analysis, and we’re still keeping our senses open, so that’s still part of the reconnaissance. In the infiltration, that’s where we get into it with them, we talk to them seriously about what is the pain in your life that you’re trying to solve, and how bad could that pain get of you don’t do something about it? We want to take them on that emotional journey, that emotional roller coaster, where they get the bad feeling, and then when we lift them out of the bad feeling we talk to them about the product or service and how it’s going to benefit them, how it’s gonna keep them from experiencing that pain, give them the benefits that it’s going to give them.

Now you notice in here that we’re not talking about features at all. Okay, so we don’t care if the feature of the product is it’s made out of stainless steel, or it’s made out of flower petals, it doesn’t matter, the content of the thing doesn’t matter at all in this process, you could sell babysitting services or you know, jewellery, it’s not important what that it, you still are dealing with the same basic motivators in people, the same basic things are still present, and so we get into the infiltration, this is where we’re really getting an understanding of them on a deeper level, and feeding them the options that they’ve already told us are important to them, and we don’t do it in the same way, so for instance we’re not necessarily gonna talk about buying the house, but we might talk about how buying the house is going to be a thrill, so we’re going to use -we’re not going to describe the house to them necessarily, but we will use their unconscious information that they gave us about what makes them feel the best and how they -what they reference when they do that, and attach that to the idea of completing the sale.

So this is a very powerful piece right here, if you understand this piece about things, if you understand how to engage someone emotionally, then you understand a lot about how to work with yourself and others. What engages me emotionally? What gets me emotionally off center? How do I deal with that? Once I understand that I’m in a much better place to understand others, and when I understand that about someone else there’s not much that prevents me from working with it, you know, from getting what -well not from getting what I want, but from giving them a solution that meets their needs and -I’m not a proponent of like, “Oh this is going to help you get whatever you want from somebody” although there’s certainly some very interesting NLP videos and things in the world where people are persuaded to do some very bizarre things, and you’ve got to wonder, you know? Like what could you do? And so at any rate, the delivery piece is very clearly about how to use the resources of the language to get the sale finalised.

So that’s what it’s about, we’re putting this program on, when is it? March 29th, so it’s a Saturday afternoon, and it’s just a four hour program, so it’ll be fairly brief, but it’s only -I think there’s a published price of $97.77 and then the mailing list discount brings it down to $47, so obviously it’s quite a bargain.

We can appear to the prospective client as a friendly person, as someone who’s on their side, someone that they can identify with. It’s said that people buy from people that know, like and trust, that they know, like, and trust; and so you might as well be one of those folks.

This is a program that I put together from the basic NLP skills, there obviously     are other programs, but this is one that I used the military acronym for, so that it would be easier to remember so that people could at any time during their sales presentation, or during a conversation, they could reference back to what it was that they needed to be doing in a structured way, and stay up with what was going on.

So I did this because a lot of times folks get into a persuasion situation and they layout some information, but they fail to really connect with the other person, and when they do connect, they often don’t know how to engage them on an emotional level, they don’t know how to push the buy buttons inside of them, how to get that emotional response that they need, and then there are other tools that are often overlooked too, language tools and other kinds of persuasion tools that often get overlooked, because people are so busy working on the content of what they’re going to say, working on the actual presentation that they’re going to use, that they’re not adding the little touches that are going to help people to decide in an easy and clear way, so we’re going to talk about those things also.

So the first thing that we need is we need a mission. So anytime in NLP, when you’re working with someone on something, you have to know where you’re gonna go. What’s the outcome? What’s the desired result? Now not every time in sales is the desired result a purchase. At least the desired result of any particular meeting, sometimes these things happen in stages. Sometimes the first meeting will be about setting up another meeting, and the next meeting will be about presenting the ideas and in some sales situations, such as high ticket items, real estate, things like that, often there are subsequent meetings to that, before the final paperwork is signed and things are negotiated.

So we have to know the outcome of each individual stage that we’re in, if we’re in a complex situation. If we’re simply talking to someone directly, who may pay cash out of their pocket right at the moment, then we know that the outcome is to complete the transaction, but otherwise it could be almost anything. So we’re going to look at how that works, and then what we’re going to do is we’re going to give you the opportunity to envision yourself having all the tools that you might need as you go into a sales situation and or persuasion situation, and having those things available to you and being able to assess them and be able to pull them out.

So what we want you to be able to do is to leave here with a better understanding of the types of things that need to be involved in in any of these meetings, so that you can do what you need to do, in an easy way, so that’s the basic idea.

We have reconnaissance, and reconnaissance is obviously just gathering information, so you wouldn’t think necessarily in a sales presentation that this would be important, some folks think that a sales presentation is all about giving information, that it’s all about putting information out there to get someone to buy something, but really, in a more effective way, the salesmen who can connect with the person is going to do a lot better. If the person feels comfortable with them, if they can put them at ease right away and do that sort of thing, then they’re going to be more comfortable, and to do that we’re going to need more information about them, we’re going to need to observe them, we’re going to need to understand what’s going on.

The next thing that we’ll do is the analysis. So we get the information, we open up -we’ve opened up our senses to them, and this is really basically about sensory acuity.

The next thing that we do is we analyze the information that we’re getting in, so what information are we getting in? How can we structure our presentation to fit in their model of the world?

And then we’re going to dig a little bit deeper, we’re going to go into the power centers, what are the things that are about them that really motivate them? How does that really, how does it happen? What kinds of words and kinds of experiences are they responding best to?

And then the infiltration, the infiltration is where we actually engage them emotionally, in the process of envisioning themselves with the product or service, envisioning themselves without the product or service, or get them to, or get them -take them down so that they understand how painful life can be, because they obviously are looking to improve something in their life, or they wouldn’t be talking to someone that’s going to sell something. There’s something that they want to improve, so we’ll talk to them about what happens if they don’t improve, and what might happen if they do approve, and if they improve in the way that you’re suggesting then obviously that’s going to be good for both of you.

And then there’s the delivery, now the delivery piece is the actual, all the actual close complainants, and other -other aspects can go into the delivery, and usually do, this is where we cover things like hypnotic language and other kinds of tools that we can use to actually finish off the process, to put a polish on it.

Now I teach these things in these steps, because it makes sense that way, but the reality is that someone who is successful at selling will be doing all of these things all of the time. One of the basic rules of selling is “always be closing” the ABC’s of selling, so you don’t have to go and “hold on a second, I haven’t done the first step with you yet, and don’t get your checkbook out, I’m going to have to go through a few things. So we don’t want to do that. We want to be able to go directly into delivery, if that’s what it comes to, and just bypass all these things. So if somebody comes up and says, say for instance, “I want to buy this item here.” There’s no need to explain to them the pluses or minuses of that item or some other item in comparison, you simply sell them the item that they’ve got, they’ve got money in their hand, they walk in, they want to buy something, let them but it, don’t talk them out of it, because more often than not a salesperson can talk themselves out of a sale, even after the person has made the decision that they want to buy, so too much information is never really a good thing. Just enough information, delivered in the right way, is a much better way to sell.

So the reconnaissance piece is about opening the -our senses. It’s about sensory acuity, it’s about being able to see every movement that the person makes, every twitch, every nod of the head, every little movement, because as they go from state of mind to state of mind, as they move from sceptical to curious to interested, to buying, let’s just say that that’s the pattern that they’re following, each of those moves is going to have some sort of distinctions from the other, and they may go back and forth through these different things, but it helps if you’re able to follow along with someone and I’m not suggesting that we try and interpret every move that they make, but it’s important to note that when they do make a move, that that is their neurology shifting around, as their neurology is shifting around their attitudes, their opinions, their perceptions are shifting around also. So we can follow sometimes, someone’s state of mind as they move through a buying process, making a decision to buy, and when we are doing that then we have a much better idea of what to place where and how to do those things.

Black Ops sales includes some training and some work in sensory acuity. Now I suggest that you practice sensory acuity all the time. Always be aware of the world that you’re in. Always be that extra awakened person in the room. We can’t all necessarily be the smartest person in the room, but we can be the most awake. We can be the most aware, aware of our environment, aware of what’s happening inside of us, all these different things. So what the -in the art of war, I remember the author’s name, Sun Tzu, he writes to know yourself and then know your enemy, so these are the two main things. So knowing yourself obviously is something that we would hope that you have going into this, however many people don’t, so knowing yourself is something that we work out, in Success Vector we teach it in a number of different ways, we have NLP classes, we have other types of things that we do that can help a person get to know themselves better.

We can do that, and we’re just assuming that that’s the first thing, in here what we’re doing is we’re focusing in knowing the enemy, so -well it’s not really the enemy, but, you know, the partner, because in a sales situation, there is a sort of a -there is a process that takes place, before anything is decided, no different than a war in many ways, and you know, so we just want to be able to play this game, we want to be able to follow the things along as best as we can, and the more effective we are at doing that, then obviously the more we’re going to sell, the better it’s going to be for everyone, so to get the reconnaissance up, to get the sensory acuity up, I’ll give you the tip -well one tip now that you can do, and you can do it anytime, it’s called five points of awareness, so what you can do is you can focus your eyes just passed the wall ahead of you, like if you pick a spot on the wall and then look about a foot beyond that, then as you’re doing that you can pick a spot to the left and to the right and hold your fingers out so that you can see how far your peripheral vision can stretch, once you can get your peripheral vision stretched then you can do the same thing, top and bottom, so now we’ve got five points of awareness, and if we’re – are this aware when we’re having a conversation with someone, we’re going to become a lot more aware of what is going on with them.

Now I can see when I do this type of of vision enhancement, when I envision this for myself in front of a room like this, I can see every movement that everyone makes in the room, so I can follow and track everybody and what’s going on with them, and I don’t necessarily -It’s not a mind reading process, I don’t know every single thought that someone’s having, but I can generally tell when their state is shifting, I can generally tell when they’re going from more receptive to less receptive, say for instance, or from less receptive into more receptive, and I can follow them in a variety of different ways.

So this just being aware is more than most people have going into anything, so this particular piece is very, very valuable, most folks are not aware of the world that they’re in, they often try and shut down the awareness of the world that they’re in, and so when we approach it from the opposite side, when we take the person in, when we perceive them and who they are in their entirety, then we can really begin to be in touch with them, because then we get the information that we need in order to do a good analysis.

Now the analysis piece, here we’re using some really, really basic NLP tools, we’re using some basic rapport building tools, so we have to pay attention to certain things that they’re doing, it’s helpful to understand whether or not they’re speaking in a language -using verbs or nouns, that are visual, auditory, or kinesthetic in nature, so we can begin to match these things so that we can appear to them as someone who is familiar. When -there’s a show on effects, and the new season is about to start, but at any rate it’s called the American’s, and it’s based on a true story, it’s based on a couple that lived in, I think Philadelphia or something like this, and they were spies for the Russians, and they lived – they lived in the US for, you know, 25/30 years, or something like this, raised a family, just completely under the radar, no one would ever know that they were there, and the way that they did this is by blending in, they took on the characteristics of the people around them, they took on the characteristics of the American’s, they had the, they had – you know, they got rid of their accent, they other things, they had kids, they enrolled the kids in school, they had a whole -you know, a whole life where they participated in civic things and did other kinds of things and this show is a very interesting show, but at any rate, that’s the way that we want to be when we’re selling something to someone, we don’t need to come off as “Oh look, we’re from a place that you’ve never met, we’re somebody that you can’t relate to.

So we want to have whatever tools we can to help ourselves blend in, if we were in a foreign country we would dress the way that the foreign -the people dress there. People when they come here to do business, often in -well this has kind of happened everywhere, but a lot of business people just wear suits all the time, you know but so that’s just kind of infiltrated, but that’s because everybody wants to fit in, they want to be seen as the same, they want to be seen as able to do business. If a country was trying to do business with the US when the US was a huge power, well it’s still a huge power, but at any rate, and they dressed in a way that was like second rate, that wouldn’t work, so they dressed in suits, they mimicked the style of dress of the most powerful country, and that’s the way everything went, and that’s still that way now. Japanese businessmen pretty much dress like westerners as well as many others in many other countries, so that influence has been felt, so this is what we want to do, we don’t want to come to the sales presentation looking as though we belonged on a river raft, unless we’re selling river raft supplies.

So the analysis gives us the ability to see what it is that the other folk are doing, understand the types of ways that they express themselves, the types of ways that they process information, and we’re going to look at all that.

Now power centers are something else. So power centers are the words that they associate with some of their peak experiences and we get to power centers by saying things like if you, you know, “What was your favorite vacation? Do you travel much? What’s your favorite vacation, or have you ever -what’s the most fun thing you did this year?” or something like this. We’ll talk to them about that and we’ll listen to the way that they describe it, and if they say that it was awesome, we’ll remember that it was awesome. My trick for remembering that, by the way, is to tie a string around the word and hang it up so that it’s just hanging there. I have a visual way of remembering those things because I get lost in the words sometimes, so I’ll tie the word, you know, I’ll tie a string around the word and I’ll hang it from the ceiling of my mind, I can take them down when I’m done, but at any rate, that’s one way of doing it, so if they say it’s fantastic, that’s fantastic is a word for them that they have attached a lot of their good feelings. Once we know those kinds of things, then we can bring those words up at the proper times. We want to tell them that our product is fantastic when they’re just about to, you know, go over the hump, which we’re going to get to here in a minute.

But the basic idea behind this is to turn on certain awareness’s and skills in ourselves when we’re sitting down to do business with someone else. One of the most important things for us is to be focused on the outside world, not to be internally trying to review our script, or critique how our sales process is going in the moment, but rather to have all of that stuff prepared in advance, to know these skills in advance, know the mission, know the outcome, have our unconscious mind engaged in achieving the outcome, and allow ourselves to just focus on the other person, taking in the information that they’re presenting, asking them the questions that we need that might lead us to a better understanding of them, and then presenting them with an option that is going to meet their needs, and more than their needs, it should meet their desires, so when we’re talking about someone’s desire, let’s say for instance somebody goes into the car lot to buy a new car, the guy is there and he’s like -the salesman comes up and says, “What are you looking for?” He says, “Oh, the wife says I have to get something safe, so I guess I just need a safe car.” And the salesman is listening to this, and he’s like, “Oh, yeah, sure I can show you some safe cars. Come on out here and let’s take a look at some safe cars.” So they go out and he’s going, “Yeah, this has got the crash safety rating of this, and this has got the crash safety rating of that.” And he’s like, “Yeah.” You come back in the office and he sits down, and he says, “You know what, I’m curious about something though, I understand that you need a safe car, but you look to me like maybe you got, you know, something else that you really want.” He says, “Well I want something that goes fast, but my wife says that I have to have something that’s safe.”

So the salesman now knows that the guy is going to buy a fast car if he shows him one that also meets the criteria of being safe, so he’s going to have to buy what his wife says he needs, because they’ve got the kind, they’ve got to be safe, but if he says to him, “Look, we’ve got a car here that’s got a nice fast engine in it, and it’s geared for speed, but it’s got one of the best crash safety ratings ever, and I think this might be the one that you’re really interested in.”

So now he’s selling him a much more expensive car, but that’s gonna satisfy what he really needs. If he just showed him a safe car, he might say, “Yeah, that’s nice, but I think I’ll go down the street and see what other safe cars exist in the world.” But if he meets his needs, if he gets that emotional involvement from him, then he’s selling him the car, and that’s what the bottom line is, it’s what almost everything done in car lots os geared towards, you know, towards getting the person to buy into the experience of having the car and how wonderful it’s going to be. That’s why they do even the new puppy test, which is they say, “Well you go ahead and take it home for a couple days, you know, go ahead and drive it, see what you think, come back and we’ll sign the papers then.”  Because you know you don’t want to go back to your old beat up car after you’re driving a new car around for a few days, even if it’s not necessarily the perfect car, it’s still better than the other one, and why not buy it.”

So there’s lots of ways to move over these obstacles, but here in -in here what we’re doing is we’re gathering all the information about the person, as much information as we can, and this goes on all the time, so this is an important thing to note, it’s not necessarily step by step, you should be completely open to what’s happening in front of you, what’s happening in the room, as you analyze and keep up with what’s going on, and connecting to the person about the things that are emotionally going to help you to persuade them.

So for instance you want to know what’s important to them in their lives, and that’s a great question to ask, “So tell me about yourself, what’s important?” You know. “What kind of thinks are important to you? What do you got going on, what’s the best thing happening in your life?” Those kinds of things because you want them to have a good feeling, you want them to feel good about talking to you, feel good about the process, plus you want to know what these things are, and when they tell you something it’s always okay to ask another question. They say, “Oh you know what blah blah blah blah blah, I just got, or just had my first child, or second child, or eighteenth child.” Whatever it was, and you go, “Wow, that’s great! You know, tell me about it, what’s the best thing about having all those kids?” And you just talk to them because obviously this is something that they’re interested in, they’re going to start telling you, but you’re not listening for the same things that most people are listening for. You’re listening for clues to how they think, you’re listening for what their model of the world is, and how you can touch them in those places that are most meaningful to them. Not just, “Oh yeah, that’s great” There’s certain advantages to like somebody says, “Oh yeah we just went on a skiing trip.” Think, “Oh, yeah ski, it’s great. That’s rapport building, that is a way of saying, “Hey, I’m a friendly, I’m not you know, we’re doing the same kinds of things as a hobby.” But when you ask them what’s the best thing about skiing, and they say, “It’s the thrill, it’s that excitement of you know, when you get off the lift and you’re standing over and you’re ready to go down the hill, it’s that -that feeling that comes over, it’s just exhilarating.”

Let’s just say they use the words “exhilarating”, “excitement”, and whatever the first one was that I did, because when I say it myself, I don’t remember as easily as when I listen, but I think it’s “fantastic”, so now I know, I can say “exhilarating”, I can say “thrill”, and I can say “fantastic”, so we can -when it’s time for me to lift them out of the -when it’s time for me to go through into the delivery, I’m going to remember what was in their power centers, I’m going to remember what kinds of words they use to frame their best experiences, because why not frame their best experiences, the experience of buying this new car, or this subscription to, I don’t know what, Catskills quarterly, let’s just say, so when it’s time for -when it’s time for them to do that, we want to, you know, reflect on their peak experiences, because they’ve been doing without this service or product for so long, I’m sure that there’s been problems, so we’re going to lift them out of the hole that we help them create, and when we do, we’ll feed them the most positive experiences that we can, as they learn that the way to avoid the hole altogether is through buying your product or service.

So it’s a normal sales process in many ways, this is often what people do, most of the time it’s done very subtly, it’s not done in an over way, and I’m not suggesting that we you know come at them with a quiz or anything like that, but know what kind of information you’re looking for, and know that conversationally it’s easy to get that information. People are giving us the keys to the kingdom all the time, they’re constantly telling us what is important to them in ways that they may not even understand, but when you listen literally, you begin to understand a little bit more about them, sometimes more about them than they understand about themselves. So this is obviously helpful in selling, imagine if you knew what motivated people just by having a conversation with them, and you could present your ideas to them in their motivation fashion, in the style that they already think and use, as opposed to coming at them with -and it may be the same exact product, just marketed two different ways, this marketing technique and the sale process is personal, and so you’re going to tailor what you’re presenting to them to meet their needs.

If you’re not selling a product that you believe in, then you probably shouldn’t be worrying about how to sell it, you probably should be looking for another product or service or whatever, but providing it’s something that’s worth their time, and one thing that I often think about is better that they should give me their money and get good value than that they should give it to someone else and be taken advantage of, so I’m always the first choice in where people should shop, and if they want to spend money in other places, that’s fine too, but I know that they’re going to get a good quality product, and it’s going to be something that benefits them in a number of ways when they buy from me, so I might was well be the one that sells them things. So I don’t have any qualms about taking anybody’s money, because everybody is all the better for it. They’re going to get something better than they had before, and my life will be improved in some ways, and so that’s important in my mind in a sales process that I believe in what I’m doing, that I believe in what I’m selling, that I believe that I’m delivering something to these people that is of such value, then their -obviously the prices need to be reasonable, reasonable for the market, let’s just say, because different people buy different kinds of things, but some of those things are important, and if you don’t feel good about what you’re selling then it probably isn’t going to come across as well as if you do, in some ways it’s a little bit challenging to cover all of the material that’s available, like this is just a -obviously a very brief outline, I’ve taught this before in a variety of time schedules, some of them two days long, break it up and teach it over a two day period, and that gives you time to do a lot of the exercises and things, and experience the way it works. What we’re offering next month is a little bit more in depth, it’s like four hours, it won’t obviously be a two day class, but what we can cover in four hours we’ll cover.

Audience member:  Have you actually presented this protocol to corporations or companies that have hired you to coach? Have you had the chance to do that yet or?

No -there is a version of it that I did for a gentleman who sells -how do you put that, he sells packages to people that promote local businesses online. So the first recording of it was geared towards if you’re selling internet services to mom and pop stores, so it was all about how to talk to those folks and how to help them to go with the person for their online presence, for whatever it is they’re doing, SEO marketing development, whatever -this guy sells a whole package to this -those folks, and so yes, I’ve done that, but as far as like major corporations, no I haven’t pursued that at all, my real passion is in the personal development field, I love that, I know people need to make a living, and I know that the sales and persuasion part is more than even just that, it’s -there’s a whole bunch of personal development involved than just learning the stuff I’m covering here. In order to -in order to be comfortable for instance doing a reconnaissance, being open to others and understanding the rapport, the way that others are moving and thinking, is all about personal development in some ways, because that’s -a person has to really get to know themselves well to be able to open up to the world around them. The folks that -but at any rate, so that’s my passion, and that’s what I really love, but I know that there’s a need to understand these things and there’s a need to understand the others and how we’re communicating, and that’s what a lot of this is, it’s just communication stuff, but it’s framed in a way that it’s about sales.

What I have done is worked with some individuals, I believe that Mike who comes to a lot of things that we have, I think he said that his sales percentage increased doubled or something like this, he sells engraving machines to industrial folks, and so they’re high ticket items, they’re you know, tens of thousands of dollars, from twenty to fifty thousand for each one of these, so he’s incorporated these techniques and some things that he does on his own that are kind of interesting too, but for instance he’s -he’s got states of mind anchored in certain spots in his office, so if he gets distracted or something like that he just walks around his office and he’s got all these different things anchored in there that he’s -where he’s focused, where he’s had certain state of mind in himself when he does it. That stuff we teach in other areas, so that’s not really part of this process necessarily, because we haven’t gotten into it, but if you incorporate the other things that we teach with this stuff, you start to see how it all works together, but this piece is -and I’ve taught other folks, what we don’t have is uh the testimonial part of our website is not, we haven’t put everything on there, so it’s hard to see and I frankly don’t remember all of the testimonials that we’ve gotten.

  < Audience member:  We did that brain [inaudible] that it was based on this, remember?

Oh, that was for the Rubicon, yeah, Rubicon. Right.

Okay so we’re opening ourselves up, we’re getting in touch with the other person, and we’re understanding some of their deeper motivations, and we get to those things by asking certain questions that are going to lead them to describe things. Now what we do in the infiltration piece, the infiltration piece is where we’re actually gonna flip their -we’re going to flip them emotionally. So there’s a reason why there wanting to buy something, if it’s say for instance it’s a beauty cream, they’re there because they want to preserve their beauty, they’re afraid of what, well we can find out, there are certain questions that we can ask to find out specifically what that person is afraid of, but let’s consider what they might be afraid of, what’s likely that they’re going to be afraid of? They are afraid of being unloved probably; people worry about their appearance most often because they’re concerned with whether or not they’re going to be loved. They want to be -or they have some other reason for that, for instance, they may want to -if it’s not love it’s probably something other -something like they process visually and so they want to -they want to appear powerful, maybe they want to be in control, and we can’t necessarily assume that it’s the one thing, but for most people, if you talk to them about what it is that they want to do to make sure that they don’t die alone, to make sure that they’re not abandoned by the people that would have cared about them, that’s the kind of thing that’s behind a lot of the decisions that people make, you know, why did you buy that fancy looking car? So that people would want to talk to me, so I’d be -so there’s be something about me that would be better than normal, so I could be admired in a way perhaps, or something like this, but often it -there’s a plus side and a down side to everything, so when we’re talking about why somebody does something, there’s something that they’re trying to avoid and something that they want, and okay, so, something that people want, and something that they want to avoid, and that’s pretty much universal with things, somebody might say, because these are just -this is just -what do you want, what do you want to avoid, and typically one is the opposite of the other, but many people are motivated by trying to avoid pain in some way, like I was saying, somebody might want to avoid becoming ugly and unloved, that might be what they’re trying to avoid, or someone else may actually want something, there are people who are motivated primarily by what they can achieve, so someone else may want to be the most beautiful, or for a woman, maybe the hottest, for a guy maybe the studliest, I don’t know, but you know, there could be something on the positive side that they want.

Regardless of whether it’s positive or negative, people occupy both all the time, so in the infiltration we’re going to find out what it is that pains them, what it is they’re afraid of, what it is that they don’t want. We’re going to follow that down until we get, some say seven layers, but I don’t know that there needs to be seven layers, but when you ask someone what they want, they’ll typically give you this, and then you can just say, “Well what’s the best thing about that?” and if you ask that question several times, “Oh really, so you want-” let’s say for instance they want a new house, well what’s the best thing about a new house? “Well the best thing about a new house is my kids would have room to play.” “Oh yeah, well what’s the best thing about your kids having room to play?” “Well my kids would have room to play and that would make them smarter, or more socialised.” “Oh, well that’s great, well what about being socialised, or what about being smarter is most interesting to you?” And then they would say whatever it is, so they could succeed later, or so I could stop feeling guilty about putting my first child up for adoption, you never know, right? I mean you just don’t know.

So when you find -when you find out that kind of stuff, then you’re on -you know what they want, you know why they want it, and then you could just say, “Well see what happens if you don’t get that. What happens if you never -if you don’t find a house that you want to live in? What happens if you don’t buy this beauty? What happens if you don’t get a car that is admirable, that measures up to your standards? What would it be like if you had to continue to drive the same car that you’ve got now for another 6 months, another 8 months, another year? What would it be like if you didn’t do anything about your whatever it is situation for another 6 months, another year, another 2 years, another 5 years? How’s it gonna feel if you never do anything about this?” And then just let them experience what they’re afraid of, what they don’t want, let them experience that. When they’ve touched in with that, which you should be able to tell, because you’re -remember you’re -you’ve got your senses open, you’re paying attention, you know when somebody touches something that’s meaningful to them, and you know that you’ve hit a cord there, and there’s no need to dwell on it, because that’s enough, that’s enough, let’s talk about, you know, something happier, let’s talk about the good things, let’s talk about what could happen if you decide to do something about it.

So imagine that you’re doing -that you’re deciding to do something about it now, everything’s working out, your kids are becoming social, they’re going to be smart and successful when they’re adults, or whatever it was that the person said, and you just reflect that back to them, give them back their same ideas because you know it’s going to be a thrill, and you know, and you know it’s going to be exciting, so there’s those things, and that’s the way you want to feed the information back to them as you lead them to the decision to buy. Give them a contrast frame, this infiltration is like a contrast frame, so let them see how bad their life could get, and how good their life could get. What would be the worst thing about not making a decision about this? Things will get worse, your current house is falling apart, it’s going to cost you even more money, it’s not big enough for the kids, your kids are going to have to -you know, all three boys and girls are going to still have to stay in the same bedroom for the next twenty years, you know, it’s going to be rough. So you wanna -you know, you wanna set them up to see how important it is that they make a decision, and there are -then you’re working with them in some important ways.

The delivery piece, this is the -what they -when a plane goes on a bombing run, they talk about delivering the package, and the package is the bomb, so that’s why it’s a military term, and that’s why we’re using it, but at any rate, so this is when you deliver it, and when you’ve got in there, you’ve analysed everything that’s going on with them, you know their weaknesses now, you’ve infiltrated their emotional core, and now you’re going to deliver the package, now you’re gonna get the sale, now you’re gonna do some other things, and we’re gonna do somethings with these -this piece is full of -full of language, techniques, and other kinds of things, how to use double binds, how to use other kinds of things. One of the things that they’ve -like if you quote somebody, somebody a price and you tell them, “Well it’s eight hundred and fifty dollars.” and they say, “Oh, that price is too high.” You can say, “Oh, well alright then, it’s eight hundred and fifty dollars.” But you’d be surprised how literally -they literally mean something, and when you change it for them, the representation in their mind changes. The same thing can happen on a clipboard, here’s the thing, and they’re like, “Oh that’s too high.” And you say, “Okay, well, here it is.”

And uh, well here’s the thing about this, people’s brain’s work with symbology. We work -everything that we do in our thinking process is symbolic of a package of things, cause we can’t think about every single little thing that goes on, so we have a framework and if things fit in the framework, we view it one way, and if they don’t fit in the framework we view them another way, what the person’s telling you is “That doesn’t fit in my framework, because it’s too high.” So you don’t necessarily know what that framework means, like how that is gonna interact, and when you offer them something lower, that might be all it takes to trigger them into the buying decision, now they might hmm and har around it, they might go, “Ah, okay, but you know, are you sure you can’t come down on this anymore?” That sort of thing, you might just say, “Well the price is as low as we can go, so -but I’d really like to see you in it and solving the things that you need to solve, getting that thrill.”

So there’s lots of ways to work with that, and the other thing is the -the other language things that you can use, such as tag questions, because tag questions are ways of getting folks to agree on things, getting -that was my phone, I thought I put it on airplane mode, at any rate. So a tag question is a good way to push someone, or to nudge someone, in the direction that you want them to go, isn’t it? It’s an interesting way to use language by getting an agreement after the fact, wouldn’t you like to be able to do that? So see, that was a fairly long tag question, but if you can get folks to agree with what you’re saying, that would be useful, wouldn’t it? I mean you’d like to have that skill, I’m sure? Wouldn’t you? So it’s always okay to use a tag question, but they can be overused. So you don’t want to not use them, but to -but when you’re wanting someone to agree on things, it’s a good idea to do that, also using your name is good. It drives me crazy when the salesman overuses my name, or acts a little bit too friendly towards me, before they know anything about me, that always bothers me a little bit, however, if they learn something about me and have a conversation to me about things that are important to me, such as the kinds of things that they would find out if they went through this process, that’s much more interesting to me and I feel much more satisfied when I make a decision that I feel is going to meet all of my needs and when the person understands my needs well enough to present this information to me that way, then I think that’s respectable, and I would do anything I could to buy from them, whatever that would mean, you know, but I would -but that’s the person I want to buy from, the person that took the time to understand me.

It makes me nuts when I go in to talk to a sales person and I talk to a sales person somewhere and all they want to do is tell me what they want to tell me. They don’t care who I am, or anything else about me, and I just -that doesn’t interest me at all, and I’ve had -I’ve had not only sales people do this, but I’ve had like counselors and coaches just come in and, “Okay, what’s going on?” I tell them something about what’s going on, they immediately start to try and tell me, you know, what they think I should do, and I’m like, “Yeah, you didn’t bother, so I’m not interested, because you’re not interested in me, you’re just interested in you and what you know, what you think you know, so forget it. But if you want to take the time to get to know me, I’m probably the best customer you’d ever had.” It might be an exaggeration, but I know that I buy from people that I like, that I feel like have an understanding of me, and I feel good about it when I do, that’s the main thing, and we want folks that come to -go through the Black Ops sales process, that have been speaking to a salesman, we want them to feel good about their decision to buy. We want them to understand that the brought something that’s going to benefit them and that it’s going to benefit them in the specific ways that they want to be benefited.

Now we’re also speaking to their unconscious mind, not just their conscious mind, that’s the reason that we go through these processes, is so we can understand what’s going on in their unconscious mind, and we can speak to that part of them, the more we can get clear on that, the easier it’s going to be for them to see the usefulness of agreeing with us, because we’ll talk directly to that part of them that makes the decisions. Not their conscious mind, their conscious mind you never know. If they’re -they’re like, “So I should but this, I should this, I should that.” People don’t do what they should do. That’s not what people do. People do what they want to do, they do what feels comfortable and familiar, they do what -sometimes maybe what’s exciting, you know if they’re -if they’d like to do exciting things, they’re gonna more likely choose exciting things from you than a comfortable safe thing, so you might want to know that also.

So this is the -these are the processes that we use, the delivery piece has got a lot more of the language tools, we just taught a language class for the past three Tuesdays, and those tools are the ones that we’re talking about in this delivery piece. So it’s included -it’s included as part of the -part of the Black Ops sales program also, that we touch in on the various language techniques and the various other ways to help people to understand and to help them to go into a trance, because you want to sell to someone that’s in a buying trance, it’s much easier to sell to someone that’s already believing that what they want to do is to buy from you, than to sell to someone who doesn’t know you or thinks you’re a shyster or something else. So we use the skills here, and these key points to get into their psyche, and then we get them emotionally engaged in the process, and then we close.

By now it’s -there’s a way they see what we’re doing, and hopefully the customer would see exactly what we’re doing, they would say, “Okay, this person is relating to me in a way that no one relates to me, that feels great, and he’s going to take my money and I feel great about that too. So that’s a better way than, “Oh, I’ve got to do something, I guess I’ll just go with this.” Or you know, “Hope it’s good at all.” Better that they should have that feeling that everything is going well through the whole process, and not just have to get to it in the end, so you don’t want to ever go through a sales presentation where you talk about nothing but the product, without engaging the person emotionally in some way, you don’t want to just sell the product, you need to sell the person the thing that’s going to relieve their pain. Mostly people will buy things that take away pain, some sort of pain. Fear, pain of some sort, you know, those kinds of things, people are mostly trying to avoid things, that’s why they do it, but they need also a strong positive, also they need to know the good things that are going -the outcomes that they can expect, and we frame those in a way that fits in to their model of the world, so that the outcomes that we’re telling them about are the outcomes that stimulate them unconsciously, that’s why we’re using the power centers and the keywords and those things, because those are the unconscious, that’s the node that they go to when they’re describing some of their best experiences, and of course whatever they buy from me, it’s going to be one of their best experiences, so I would want to give them the opportunity to see it that way.

Alright so let’s go over this again. The first most important thing, the reason it’s Black Ops Sales 2.0, it’s cause I originally had this as RAPP, and I’ve just stretched it out, I’ve drawn it out a little bit better, made a little bit more sense of it instead of going from power centers into delivery, we have the infiltration piece, which wasn’t included in the same way before, but at any rate, so the first thing is to know your outcome, know what it is you want, know where you’re trying to go, and then you’ll engage the sensory acuity -your sensory acuity, you become aware of the world, you become aware of the people in it, you become aware -as aware as you can of what’s going on around you. And there’s some good tools, and then you analyze it, and you analyze it according to the way we structure our information, as in pictures, words, and feelings. So we’re gonna understand whether they’re making pictures, whether they’re using words to talk to themselves, or if they’re just motivated by the feelings that they’ve got going on. What is it that they’re going through? VAK is the abbreviation that we use all the time. Visual, Auditory, Kinesthetic.

So those are main things, the analysis continues through into the power centres, because clearly we’re trying to figure out, you know, what their power centers are, so that’s still part of the analysis, and we’re still keeping our senses open, so that’s still part of the reconnaissance. In the infiltration, that’s where we get into it with them, we talk to them seriously about what is the pain in your life that you’re trying to solve, and how bad could that pain get of you don’t do something about it? We want to take them on that emotional journey, that emotional roller coaster, where they get the bad feeling, and then when we lift them out of the bad feeling we talk to them about the product or service and how it’s going to benefit them, how it’s gonna keep them from experiencing that pain, give them the benefits that it’s going to give them.

Now you notice in here that we’re not talking about features at all. Okay, so we don’t care if the feature of the product is it’s made out of stainless steel, or it’s made out of flower petals, it doesn’t matter, the content of the thing doesn’t matter at all in this process, you could sell babysitting services or you know, jewellery, it’s not important what that it, you still are dealing with the same basic motivators in people, the same basic things are still present, and so we get into the infiltration, this is where we’re really getting an understanding of them on a deeper level, and feeding them the options that they’ve already told us are important to them, and we don’t do it in the same way, so for instance we’re not necessarily gonna talk about buying the house, but we might talk about how buying the house is going to be a thrill, so we’re going to use -we’re not going to describe the house to them necessarily, but we will use their unconscious information that they gave us about what makes them feel the best and how they -what they reference when they do that, and attach that to the idea of completing the sale.

So this is a very powerful piece right here, if you understand this piece about things, if you understand how to engage someone emotionally, then you understand a lot about how to work with yourself and others. What engages me emotionally? What gets me emotionally off center? How do I deal with that? Once I understand that I’m in a much better place to understand others, and when I understand that about someone else there’s not much that prevents me from working with it, you know, from getting what -well not from getting what I want, but from giving them a solution that meets their needs and -I’m not a proponent of like, “Oh this is going to help you get whatever you want from somebody” although there’s certainly some very interesting NLP videos and things in the world where people are persuaded to do some very bizarre things, and you’ve got to wonder, you know? Like what could you do? And so at any rate, the delivery piece is very clearly about how to use the resources of the language to get the sale finalised.

So that’s what it’s about, we’re putting this program on, when is it? March 29th, so it’s a Saturday afternoon, and it’s just a four hour program, so it’ll be fairly brief, but it’s only -I think there’s a published price of $97.77 and then the mailing list discount brings it down to $47, so obviously it’s quite a bargain.

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You don’t have to be a genius or a visionary or even a college graduate to be successful. You just need a framework and a dream. -Michael Dell